Is price competition your boogeyman? (Photo by jazzydan)
Price competition is a boogey man that can keep even those best at selling products and services awake at night. Like a boogey man, sometimes it’s real and sometimes it’s not. How we think about it and confront it is often the difference between the two.
Last week I was interviewed by Dianne Crocker over at Market Maven, which focuses on the emerging trends and strategic challenges faced by environmental consultants. She asked a series of questions about price competition (Boogeyman! Smoke monster!) and its forever companion but not BFF value (Jacob!).
Here are some of the questions she asked:
- What are your options when facing chronic price competition?
- What advice would you give consultants when prospects say they can get your services for a much cheaper price?
- What marketing strategies can consultants use to command higher fees?
