How To Keep Your Pricing Up When All Around Are Dropping Theirs

We’re in conversation with a new, pretty big, corporate client.  Part of their offering in a very competitive market place is commoditised.  You would think then that price would be a fairly significant factor for their customers and indeed it is.

However, in spite of this they are able to maintain a higher level of pricing than their competitors.  So we asked their Sales Director how they managed to do this.

It’s tempting to set this as a quiz of the month and ask for answers on a postcard, but some of you need instant gratification and anyway it may be an answer that spurs you to action and helps you to build an even more successful business than you have already, so here goes.

Sales Director:  ‘We can hold and even increase our prices because we have taken the time to build really good relationships with our customers.  They trust us and know we will never let them down.  And relationships are the most important things in our business.’

Editor’s Note: Relationships are the most important thing in ANY and EVERY business!