The Competitive Advantage

July 18, 2022

Stop Selling on Price… It Can Ruin Your Business

I was having a conversation this past week with a firm in our industry when they told me that they had implemented a rebate program as a way to build and reward client loyalty… and to also have something new and interesting to catch prospects’ attention.

And to no one’s surprise, it was working pretty well. Existing clients appreciated the ‘free money’ (credits against future purchases) and it also got them in front of several new potential clients. I told them that I was happy for their success, but that they needed to be careful. That selling on price is a very risky B2B sales strategy. And for a whole host of reasons: