So yesterday I wrote about how I told a prospect to go and find some of my competitors. It's a risk. We're a long way from a done deal and there's every chance that another agency can offer a better service at a better price.
But I've taken a few subtle steps along the way.
I mentioned some prices at the top of my email ("some of my clients have spent £LARGE, others have spent £SMALL"). I mentioned that we might not be the cheapest. And then I spelt out, in simple steps, the process we follow and how we work.
"We break the work down as follows ... the project is split into phases ... the work is produced in short iterations ... we have a dual review process and you get two chances to approve the work done"
It's a gamble, but I'm hoping they will see that we know what we are talking about. We know how to do this. And then they will see £LARGE and when the price for the project comes in at £MEDIUM it won't be a shock.
And by asking them to look elsewhere, it's saying that we're really confident about our offer. Because we are really confident about our offer. We're good at what we do. And we can help you.
Take action How do you demonstrate confidence in your products or services?