If your potential client says, “I can get it cheaper somewhere else,” first, agree with them. Then, suggest that they might not be getting what they really want by going with the cheaper source.
“I’m sure you can, Chris. And, after all, these days, I know we all want to get the most for our money.”
“At the same time, though, I’ve learned over the years that the cheapest price isn’t always what we really want. You see, most people look for three things when they make an investment: durable quality, first-class service, and a fair price in exchange for the value they receive.”
“Now, I have yet to find a company that can provide the most durable quality and first-class service for the lowest price. So, I’m curious, Chris.”
“For your own long-term satisfaction, which of these three would you be flexible with, so that you could make sure that you get the other two? Is it durable quality, first-class service, or price?”
When you put it this way, very few people will tolerate poor quality or poor service. This is just a friendly reminder that you get what you pay for.
