Pricing Is Perception

HeatingHelp

Pricing Is Perception

We all had a great day and they all felt they had gotten a terrific deal. Who doesn’t like a terrific deal?

Read the full story here

CanadaKeith

A great laugh with a serious message. I also have a policy of never coming down in price, partly because in my business of home inspection there simply sin't time for the negotiation, but also because as soon as discounting starts it becomes a downwards spiral. Sometimes not easy to convince a client they are simply hiring the best, but by now my customer base seems to know to not ask for price reductions.

DanHolohan

Yes. Value always wins.

Paul Pollets

This is a great story and has so much relevance for those who sell heating systems. As one of the more expensive heating contractors, I was often branded as "too expensive". I learned early that it was a matter of perception. You taught me that it's better to be more expensive than cutting corners and doing what would compromise a quality installation. I still scratch my head when I see wealthy consumers choose a cheaper system because "it costs less". But that's the way the world works sometimes. I could tell war stories all day long about how the rich and famous had me re-do their systems because they didn't work properly. Many of those systems I bid on 10-20 years ago and lost due to higher pricing. Ahhh, perception.

Erin Holohan Haskell

Reminds me of this article: https://heatinghelp.com/blog/were-probably-not-the-low-bidder/

DanHolohan

@Paul Pollets, I had you very much in mind while writing that one. Thanks for setting the standard for so many years