With an 18 month old daughter… who is now very mobile… and a second child on the way, my wife and I decided it was time to fence in our yard for both their safety and our sanity. So we started to solicit estimates from a few vendors. Much to our dismay the prices for what appeared to be comparable fences varied by over $2000. Unfortunately for the vendors, there was little if any differentiation between them. They asked too few questions and made too few recommendations and essentially positioned themselves to compete on price. In my opinion, the worst positioning a small business can take!
So as responsible and mindful consumers what did we do? While we didn’t hire the lowest price vendor, we did however ask the one that gave us the best warm and fuzzy feeling to at least come close to the lowest price. We don’t mind paying a few extra dollars for that warm and fuzzy feeling, even among the current state of the economy. And my guess is that many other consumers feel the same.
➊ Stand out!
My suggestion… avoid this scenario for your business at all costs! Don’t position yourself for a price war. Stand out!
How? It’s simple… Be willing to do the little things that your competition is either unwilling or too lazy to do.
Why? Because it’s the little things that make all the difference! It’s the little things that show you actually care! It’s the little things that justify your existence and your fees! It’s the little things that get you hired!
We’re not talking about breaking the bank here. If you put just a little creative thought into this, there are literally dozens of little things you could do to out-class the competition. For example:
➌ And don't forget your current clients!
And to keep your existing clients happily paying your fees, you can model…