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| Mar 17, 2008 7:43 pm |
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re: Why do people think that they can get things for free? |
Robert Cass
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Yes, I believe anyone who has ever been in business has had the unfortunate experience of dealing with people who don't understand the value of the products we offer. It will happen time and time again until you learn to "graduate" from the lesson.
Here are some thoughts...Perception is the problem, not value. Try turning the tables on your customer, it really is fun...Consider the fact that if your customer is asking you for something then it is safe to assume that they have customers as well. Ask them if they are the lowest vendor for their services and ask them to defend their product. Ask them if the vendor who is the lowerst is always the best value. If they answer with a resounding "yes" then they are full of it.
Invite your customer to shop around to see what they get for their money. Stand your ground and let them know that they have built a relationship with you and that is worth something extra...if they don't believe that, then let them shop elsewhere...but make sure you leave the door open for them to come back. If you do this correctly, 9 out of 10 times, your client will come back and you will not be having this conversation ever again. If you give in and collapse your price, you will be forever defending your value...Just a thought.
Rob...you can always tell them to buy my book...Suck it up, Buttercup!
Have a great day and good luck!Private Reply to Robert Cass (new win) |
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