Playing the Price Game: It’s a Choice. Choose Wisely
Create a Point of Difference
For every company this is different. Take the time to understand your competition, chat to your clients, ask questions, do research and own categories. When I had my distributor company, I went from calling myself a distributor company to having a boutique agency – we developed five vertical markets that we worked diligently; we remained focused and didn’t take our eye off those markets. Furthermore, we did not focus on products, we never led with product and we focused on creative program development where our clients could measure the success rate of the campaign. This proved to be very beneficial for our company.
I have interviewed hundreds of end-buyers and what they are looking for are ways to measure the ROI and ROO on all of their marketing efforts, if fact according to BtoB Magazine, marketing professionals are being compensated on their ability to measure success rates in their marketing. Here lies an amazing opportunity for you. In this arena, price is the last issue—and loyalty thrives. So…it’s a choice…choose wisely!
Until next month, continued good selling.