Seth's Blog - The first rule of b2b selling

This is an interesting short tidbit about a very challenging part of my job; Marketing. You know that if you have to get in a pricing war or are constantly having to lower prices to be the lowest and make sales just to make sales that you usually will go out of business. The smart but challenging thing is presenting yourself in a I'm better than they are manner on the internet. Especially when you are selling the very same product for the same cost as everyone else. Question: Do you offer the lowest cost? or Do you stand firm on your price and stress your customer service? I think that it is a combination of several factors. I think that you have to try and keep your overhead lower than everyone else and find a happy fair price that will sell in a value that keep you in business while still leaving enough money to service the clients. You also have to worry about presenting your prices too low and what effects that will have. Some will think that it is to good to be true and something must be wrong. On the other hand if your price is too high you may not sell enough of your product and have a tough time to convince people to purchase online. One thing is for sure I agree with Seth that If it gets to the RFP stage, you lost.

The first rule of b2b selling