Insights · LinkedIn
A slow week of quotes doesn't always mean you have a price problem.
A slow week of quotes doesn't always mean you have a price problem.
SBE Council surveyed 516 small business owners in September. About a quarter said their customers are comparing prices more carefully (27%), taking longer to decide (27%), or putting purchases off (25%).
The reflex is to cut the price. And plenty of owners already feel boxed in. In a July Clarify Capital survey of 710 owners, 33% said even a modest increase would drive customers away.
But a customer who is still comparing hasn't said no. Before you discount, look at what they're comparing.
Can someone read your quote in a minute and see what's included, what it costs, and what happens next? If not, they'll compare the one number they can find.
Which quotes are still open? A short, useful follow-up gives a careful buyer a reason to come back to you instead of the next tab.
Is there a smaller first step? A first phase, a trial month, one job before the whole project. It lowers the risk of saying yes without lowering your price.
Slow isn't the same as no. Don't price it like one.
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