Be prepared to justify the price you charge for your service. A good quality service costs a little more because it costs more to do it right. Service can't be built on a production line, stored in a warehouse, and put on sale. Good service has to be built one at a time, and after the order is taken.

You need to know how to explain a competitor's cheap price if asked,"Why is your price so much higher?". Your prospect may not know how bait and switch people operate or that the service will likely cost much more than the advertised low price. In fact, the customer will probably pay more than your regular price for the “cheap” service.

Bane Clene® Institute has a class on Pricing and Selling Service. If you haven’t been to school in a while, this would be a good time to come back. Besides changes in advertising, a good dose of optimism, selling techniques, and camaraderie will do wonders for your profit margin.

©Bane-Clene® Corporation 2008

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