Setting out your stall… Why would someone buy from you?
If I ever hear that someone lost to a competitor based on price, I think there is more to the story. People rarely lose on price alone.
That’s where marketing comes in. Most people think that marketing is all about generating the lead or enquiry. They think it is all about advertising and promotion.
Advertising and promotion does form part of marketing but its where marketing starts – there is so much more. Marketing your business correctly (and living up to your marketing promise) will help you make more profit and have a better business. You will have happier customers and you will not have to spend as much on Marketing. It’s the opposite of a vicious circle.
If someone has connected you for a price or a quote on a job, there is a high probability that they will also Google you. They will look at your website but they will also look for reviews of your business based on independent feedback. Also remember that they are looking for the horror story more than they are looking for the good news story. We all know how popular TripAdvisor is for people looking for accommodation. The same exists for your business.
Does your website reflect the business you do today. Does your business reflect current information. If not, then you need to work on this.
What do the reviews say? If negative, can you rectify, respond or defend? If not then you need to work on getting more and more recent positive ones.
When you do submit a quote or a proposal – what do they say about you and your business. Is it all about the price or have you taken the time to turn the quote into a proper action plan for that customer? This does require some additional effort on your place but if the average value of what you are proposing is him then surely this is worth the effort. This is also marketing and you can use it to link them to positive things and people.
When you do issue a quote or proposal, who good are you at following up and helping people to buy. This again requires a system and routine. This again is marketing because clients are judging you and they are becoming emotionally connected to you.
If you lose on price and this is the only reason given, there has been limited connection and your marketing probably does not work too well.
If you want to review how you currently market and win business, get in touch with me today.