hi there
price - service, service - price,
a couple of points, the easiest excuse that a potential client can give for not chossing your service is
" another company was cheaper" they can say that all day long
a potential client will inevitably try to neg the price.
ask yourself this question
why are you sitting in front of MR or MRS Potential Customer (note this customer is a commercial client say an standard office found all over the country, with say 25 employees)
Potential customer hs given you time to visit their office, either as a result of a cold call, or a letter or a phone call.
but why???
you have to ask the client, how are the current cleaners doing???
you will get an answer
good, bad, indifferent
any of those answers, is what you want to hear
bad, or indifferent- client is seeeking a better service, therefore you need to sell the benefits of your service, and therefore the price differential
current cleaner is good- therefore the potentail client maybe looking for a competive quote to negotatiate his current supplier down.
irrelevant of whether they are happy or unhappy with their current cleaner, as you walk round the building, find the dirt, in the toilets, and the kitchens -- favourite places.
ask the client "what is your current budget"
the client mwy tell you, or they will object to telling you.
your response--- well if you paying an unresonably high price, we may be ble to save you money, or if you are paying a low price, then we need to quote on a like for like service level.
it just gives us some guidance on where you are with your cleaning Mr or Mrs Client
ANYBODY can sell on PRICE
i can sell £10 notes in the high street for £8 all day long
But i wont.
i hope all of the above reads properly
regards
martin