Selling value over price is so powerful that even procurement and HR may choose to buy in. If you have any doubts, listen to what Jen, one of my clients, had to say just a few days ago:

“You had suggested we go back to procurement and share the value we added and not drop our price as they wanted to see. They said our competitor, who was bidding for the business as well, was lower across the board. We did that and we just got word on Friday afternoon that we won the account This is the biggest account we have ever sold. Thank you for your advice as you have helped us seal the deal without lowering our price!”

What I had suggested to Jen is what I teach all of my consulting clients: fully understand your clients’ needs, provide multiple ways to buy that are packed with tremendous value, and price each option according to the amount of value you will deliver. When you sell and service in this way your clients will be tremendously satisfied with what they receive for their investment, your candidates will gain short-term or full-time work, and you’ll feel valued and be well paid for your efforts. Everyone wins!

Views: 62

Comment by Maria Mull on March 14, 2011 at 1:21pm
I agree.  I have always subscribed to the notion that "price is always an issue when there is a lack of perceived value".  The higher the value the smaller the gap between the asking price and the overall investment.  If you keep this in mind you wil not ever have to worry about price again if you have HIGH VALUE.
Comment by Christopher Poreda on March 14, 2011 at 5:15pm
I know I'm going to get slammed for this but...I once shared with my ex-wife my overall philosophy that  "cheap is expensive"...notice the "ex"...been paying ever since.  Great piece Scott...couldn't agree more.

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