A recent article from the Gallup Business Journal - B2B’s Win by Building Relationships, Not Selling on Price - got me thinking (again) about how, as business owners, we often fret about price becoming the dominant factor in how our customers make decisions. When a customer selects a lower-cost rival based on price, it’s their way of telling you that you are not bringing anything new to the table. And, as the article states, “competing on price is a losing strategy…and it’s an unnecessary one.” Put differently—it’s a self-inflicted and unforced error that is entirely avoidable when you make more informed choices about how and where you compete.
About Tony Collins
Over the last 25 years, Tony has started, turned-around or helped grow over five different small to medium sized businesses in a variety of industries.