Recently I've noticed that clients are grinding me more on price. This is not surprising considering these "interesting" economic times.  Shopping on price leaves us all with a dilemma.  Should we work for less to get price driven business in slower economic times? 
I can answer this in one word.  NO!  Don't do it.

A new prospect was referred to us by one of our long time customers. This was a substantial nationally known company and the business on the table was significant.  Of course we wanted it. After several phone conversations addressing their needs I was told that the pricing we e-mailed was a "bit" high.  I told the prospective client I would like to meet with them at our scheduled meeting to discuss this further. At the meeting my "competition" was mentioned.  I asked if they wanted to do business with them, to which they responded, "Why do you think we are talking to you?"   We got the business at our price.

I'm sure you have similar stories and we invite you to share them in the comments section of "The Price is NOT Right" article below.  Take this opportunity to share your success stories and encourage your colleagues in the process.  The economy is tough, but don't devalue your worth by selling on price.

In this issue we feature an excellent article by Rick Greene MAS, Regional Vice President for HALO/LEE WAYNE.  This article was published in Corporate Logo Magazine and nails the topic.  Enjoy.

Happy business building!