August 28th, 2006 by Bob Bly
Has your service become a commodity?
If so, you will have an increasingly difficult time selling your service — and competition will force your prices so low it becomes tough for you to make a decent living.
For instance, an aggressive self-promoter recently e-mailed me that he was the greatest proofreader on the planet and that I needed him because he found typos on my Web site.
I asked him what he charged. When he replied, I told him: “I have GREAT proofreaders already working for me for half that price. I just haven’t made proofing every page on my huge site a priority yet. So why should I hire you?”
Of course, I never heard from him again, because he had no idea of how to answer my simple objection.
Do YOU? When a prospect says to you, “I can get someone to do X locally for half the price you charge,” do you have an answer to overcome this powerful objection?
How do you, in an era increasingly driven by technology and speed — not creativity and quality — differentiate yourself from all the others out there providing a similar service?
This entry was posted on Monday, August 28th, 2006 at 10:41 am and is filed under General. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.