Sometimes you have to hear the same thing from another source. Here’s the excerpt that applies to us, link included if you want the whole article.
The Dirty Truth About Price
Price is important, but it doesn’t make or break the sale.
Charles H. Green | November 11, 2010
If you think you lost your last sale on price, you’re probably wrong. If you think you’ll win your next sale by lowering your price, you’re probably wrong. And even if your customer told you that you lost the last deal on price, and hinted that you could win the next sale on price, you’ll probably still be wrong if you think it’s about price.
The simple truth is price is overrated. It’s not irrelevant — you do have to be competitive. And it’s not trivial — your price does send lots of signals. But it’s overrated. Let me explain how and why that’s true, and what it means for you. Price is the socially acceptable way of saying no. It’s the business equivalent of “It’s not you; it’s me.” It’s not that they’re lying; they don’t intend to mislead. No, what’s really going on is about the relationship — or the absence of a relationship.
Price does many things. It’s a cost to the customer, it’s a competitive signal and it’s your profit. But it’s also a signal about your relationship. If your customer says you lost on price, odds are you have no relationship. Go work on that, not on your price. If you have a good relationship, you’ll at least get an honest discussion on price, not an excuse.
If you add value via your relationship and you’re not out just to get their buck, then you’re likely to have a customer for life. Because in the end, it’s never ever about the money, it’s always about the value received for the money.
What value do your products bring to someone’s life or business? And more importantly – what value do you add to your relationships?
About Dr Bill Toth
Bill’s Background
I’m just an average guy who’s learned a few things about Life, Success and Personal Development – thanks to some incredibly good and bad experiences during the past 25+ years. I’ve made many mistakes and have learned to combine down to earth values with a unique ability to distill complex concepts into simple powerful strategies which can be immediately applied to produce measurable results. In short;
“I’ve traveled the territory, drawn a few maps and I’m happy to share them”
I do not consider myself to be an “expert” and my work is never presented as the definitive doctrine on how you should live your life or what it takes to be successful in your business. I am a work in progress and if you were to you join me on life’s journey by hiring me as your coach or partnering with us in business – our learning will very likely be a two way street. In fact, I expect it to be.
“What you know dies with you – what you DO leaves a legacy”
I was raised in upstate New York and eastern Pennsylvania. This rural upbringing is strongly reflected in my personal value hierarchy: Faith > Family > Friends > Fitness and Finance.
Education and a commitment to continuous improvement are next on the list. All these and more are strongly reflected in my coaching, teaching, writing and speaking.
While growing my private practice I also taught Orthopedics and Neurology at both the undergraduate and graduate level, produced a TV show on fitness, appeared on numerous radio and TV programs, authored numerous journal articles, chapters for medical texts, served as vice-president of my state medical association, and started a family. I have had the honor and privilege of consulting with and coaching a diverse population of people from royalty to prisoners, from children to CEO’s, from amateur to professional athletes from 41 countries and people of almost every race, creed, religious belief and nationality.
I am passionately committed to contribution and Living With Intention. Part of my philosophy is to think globally while acting locally. I am a very active member of my church, as well as several community organizations. After church, my favorite philanthropy is the Nourish the Children. I have also performed extensive volunteer work for both the Anthony Robbins Foundation, and the Make a Wish Foundation.
Why become an Entrepreneur?
I became an entrepreneur because after 5 years of Health Care Reform I found I was merely an employee of the various insurance company’s I was interacting with. I became painfully aware I was working more hours for less money and that what I was doing wasn’t working!
At the same time my beautiful daughter, Casey, was born. This was the first time in my life I started to think about my future, and of course hers. When children come into your life, your perspective changes from Firebirds and Ferrari’s to Gymnastics, music lessons, horseback riding and so forth. Suddenly, I had to think longterm – was what I was doing going to provide all the things that a father wants for his children?
In October of 1998 I started my entrepreneurial endeavors on a very part time basis. Less than 3 months later my New Year’s Resolution was to put my practices up for sale. In May of 1999 I sold them and began to work on my dreams and my fortune on a full time basis. From there, it took me a full five years to get to the point where I could do whatever I wanted to do. Along the way I wrote my first book: “Morning Moments”…as well as learning a few things about money, transitioning careers and happiness. I am happy to share what I know, in short again;
“I’ve traveled the territory, drawn a few maps and I’m happy to share them”
In summary; Transitioning careers was the hardest challenge I’ve ever taken up and it’s been the most rewarding! In so many ways, this is the very best personal development seminar I’ve ever taken because I met mySelf and my wife in the process…and every perceived adversity was worth it.
Today, with my wife Julie, we “get to” pay the gift forward by coaching, mentoring others through the same process. There is no greater pleasure than showing others how to earn their freedom and then observing what good they do with it.
Life Will Never Be The Same
