What Do You Do When Clients Say They Can Get It Cheaper Elsewhere?

What do you do when clients say they can get it cheaper
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What do you do when clients say they can get it cheaper?

Nobody likes to pay more than they have to, but many customers and clients enjoy trying to haggle to find the best deal.

It can be very frustrating to present your services to a client and walk them through how you may handle a problem only to be told that there are cheaper services elsewhere.

If you have a client telling you that they can get it cheaper elsewhere, there are a few sound responses that will help to turn the situation in your favour.

What do you do when clients say they can get it cheaper?

1. Ask the client how much they would be paying and what kind of services they would be receiving.

If a client has done the research and actually found another quote that is less, then you have a worthwhile concern to address.

If the client gives a ballpark estimate, a vague answer or no answer at all, then you know that you are dealing with a finicky customer who’s just trying to lowball you.

If the client has given you an actual estimate and describes the services that this other entity offers, listen to hear what kind of services are being offered.

The common response among many, when told that their price is too high, is that you can have quality service, high quality or a low price, but you can’t have all of them at the same time. If the client doesn’t provide any information about competitor services or quality, then you know that this estimate is not reliable.

What do you do when clients say they can get it cheaper?

2. Emphasize the qualities that your product or service offers relative to competitors while addressing client concerns.

If the client describes the various features of the service or product being considered elsewhere, then evaluate to see what kind of advantages your product or service may have.

If you are offering a high-quality product or quality service in conjunction with your costs, then indicate that the competitor may be lacking in these areas.

Note any warranties, testimonials or track records that can attest to the quality of the service you are offering. If you are already offering a low price relative to your services, then indicate the different components that make your service economical.

Ultimately, listen to your client’s concerns and see if you can address any underlying concerns that may be impeding business.

For example, if you are a relatively new company and the customer is concerned with reliability, then assure them that your products have been

thoroughly tested and inform them of any compensation policies (returns, exchanges, service programs) that are offered to alleviate any angst about breakdowns.

If the client has had a bad experience before with a similar company, assure them that your products or services have a proven track record.

If the client is uncertain about committing to the standards and costs that you’re offering, assure them of the long-term benefits that come with a higher quality product,

such as a long lifetime, reduced servicing fees and time decreased likelihood of problems or service responsiveness.

What do you do when clients say they can get it cheaper?

2. Ask them what their long-term business plans are to try and create a deal.

If this is a new client or someone who has not indicated any interest in long-term business, specifically regarding your company or relative to products and services offered by competitors, then this client may not necessarily be worth trying to negotiate with.

If this client has indicated a willingness for a long-term business arrangement, then you may be able to negotiate a long-term contract or payment plan that offers a slight reduction in costs with a guarantee of long-term business that would offset the reduced payment.

Further, a positive arrangement may also lead to more customers who are interested in your services. That being said, it is important for every entity to evaluate the cost/ benefit ratio relative to lowering costs and what the bare minimum price would be for a long-term transaction.

What do you do when clients say they can get it cheaper?

3. Try and match the price.

There are rare occasions where a competitor will emerge with a new sale or offer that, for a similar product or service, is substantially lower.

If this is for a similar quality item or service and you haven’t already identified this price on the market, then it may be worthwhile to temporarily lower your prices or conditionally lower your price to meet the customer’s demand in order to retain this customer, especially if this is for a large order.

That being said, it’s imperative to evaluate the product extensively before and during any negotiations so that you can be sure that you are competing with a product of similar quality without compromising on a product that is of lower quality.

Ultimately, the issue of price is dependent on quality vs. cost. Higher quality goods and services will cost more, and lesser quality warrants a lower price.

If you have addressed the merits of your organization, the product or service being discussed and how it compares to a competitor’s offering, then you should be able to convince a concerned client of the merits of your pricing.

If a client is still concerned with the price, reviewing all of their concerns addressing all of the features that they will be receiving will help to address their interest in a lower price elsewhere.

When all else fails, negotiating a long-term deal or a price match may be necessary.

Always remember to never compromise quality for the sake of a client’s concerns, as it is better to maintain your reputation for other clients willing to pay a fair price for the fair quality.

What do you do when clients say they can get it cheaper?

What do you do when clients say they can get it cheaper?

What do you do when clients say they can get it cheaper?

What do you do when clients say they can get it cheaper?

What do you do when clients say they can get it cheaper?

What do you do when clients say they can get it cheaper?

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