When the products and services you offer look pretty much like everyone else’s products and services, what can you do to differentiate yourself ?
If your only option is to stand out with price, you risk eventually cannibalizing your own business.
That’s not all. By focusing only on price quotes for the immediate transaction, you’re leaving other unrecognized opportunities on the table. So you need to resist the knee-jerk into a price quote and find ways to describe your value-add in terms other than price.
To learn more about how you can be unique and grow your margins, I recommend reading this post from Quest’s Director of Sales, Gary Schick, originally published on Channel Partners Peer-to-Peer blog .