Marketing by DM 5th Anniversary
Marketing by DM is celebrating a milestone ~ it is our 5th Anniversary. Truly a time to celebrate and I thought I would share with you one reason per week on Monday for the next four weeks (the last Monday there will be two) setting forth some of the things I have done throughout these five years that seems to have resulted in retention, referrals and respect. You be the judge!!
#1. Never let pricing be how people identify what you have to offer. It doesn’t matter whether it’s product or services. If you find yourself saying, “I can beat anyone’s price”, then you have just diminished your worth. You will be replaced tomorrow.
As an example, the very first potential customer I set up a meeting with in April of 2005 told me that she was already using someone else for her promotional product needs but would still meet with me. At that meeting she asked me to give her MY pricing on shirts she had already ordered from a competitor. She volunteered the pricing informaton to me that she had paid. When I returned to my office I checked the pricing she had paid and it was fair. Could I have called her and said, “I would have sold these to you less expensive!” Of course. However, I called her back and said that the price was fair and that it was my business practice not to underquote a colleague.
This potential customer turned into a loyal $20,000 a year client for the last five years. Through Respect also came Retention and Referrals….the 3 R’s.
Interested in your thoughts. Is this always wise to do? Have you had similar circumstances and how did you handle it?
About Diane Meyer
Our customers bring more clients with them who boast about our service providing you and us enormous value. 