The Price Is NOT Right
I have a Halo account manager here in Southern California who lives this approach every day. He books about $750,000 annually and he NEVER cuts his price. When his clients and prospects ask him to cut his price—and they do—he educates them. He clearly shows them why he chooses NOT to cut his price and why his price is fair and what value he brings to them over and above supplying branded merchandise. Does he lose business? Sometimes. But not as often as you'd think. His contacts GET that he is willing to walk away from the business and that he means what he says and, most often, he is respected for his position. More often than not, he gets the job. The lesson is—don't sell from fear. You can be VERY successful and never cut your price.
Read through that bold list of sales approaches at the beginning of this article again. Decide which ones speak to you. Focus on marketing yourself through one or more of these varied and effective methods in order to connect with and bring value to clients and prospects. I'll say it again—Be bold, Be different, Be memorable. And know that, when you quote your clients, you are worth every penny.
Rick Greene, MAS, is the western regional vice president for Halo Branded Solutions, a current board member with SAAC and the author of the comic fantasy novels, "Boofalo!" and "Shroom!", available at www.amazon.com.