Price is the lazy answer... Market research firm Square Holes ask businesses "What turns clients on and off?"

Price is the lazy answer.

Adelaide market research firm Square Holes has surveyed many business-to-business clients. In his article 'What turns clients on and off', Director Jason Dunstone says price is rarely the key reason clients give for buying - or not.

Their research highlights other factors clients give for choosing suppliers;
  • High quality, reliable service
  • People who deliver on promises
  • A personal relationship with the people serving them
  • Be a 'specialist' rather than a 'generalist'
  • Differentiate and promote yourself

His take home - give clients a reason to be proud to be your client.

BIG PICTURE

What do you offer that gives your clients reasons to be proud to be associated with your business? Your products & services? You?

details.

Today, before your next client visit, run your eye down the above checklist. Does the client have those perceptions of you?
Think of one way to create a sense of pride in 'being your client'. Demonstrate one market-leading benefit of being in your camp.
Justify a price premium, even if you don't carry one!

"What turns your client on and off?", J Dunstone, In-Business SA, June-July 2008.

Have a MIGHTY sales day!

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