Isaac Mostovicz, PhD's Linkedin Analytics

A typical complaint that I get from clients is that they “can’t make the price” and that the competition forces them to lower their prices, sometimes to a level that they can’t survive any longer. Are you one of those? This complaint is even more painful when we examine our behavior. Most of our purchases are not because “the price was right”. We buy for all reasons but price. Isn’t this an anomaly that while we buy and pay an elevated price, we are unable to sell in the same way? Why do we feel that we need to be price competitive even when our clients, like us, don’t care much about price? I could explain to you why you act this irrational way, but it won’t help. The psychological drive that forces us to give up on the price, even at the cost of losing money is deeply embedded in us, and we must develop strategies and tactics to help us overcome this hurdle. I spent 40 years researching and practicing this problem. Today, I can detect the drive to power prices before it happens, and I can suggest strategies and tactics that will address the pricing threat. However, when you cannot use the discount tool for addressing your clients, what is left that will attract them to you? Here are a few questions that you must answer before you develop your unique offer: 1. Who are your clients? Remember that there is not one answer for all. 2. What do they need? Many times, they can’t express these needs clearly and you need to read “between the lines”. 3. How does your offer answer these needs? If you are unable to answer these questions, your offer won’t stick! Check your communication. Does it reflect the value of your offer that is important to your clients? All the above can eventually be found in academic research but putting it to practice is going to fail because deep inside, subconsciously, we resist the knowledge that we logically understand. Being in one of the most competitive industries -diamonds, I’ve learned to gain 20-30% or more above the competition, relying on a system that was proven throughout many industries. Yet, I am not different. The list of my failures over the last 40 years is very long but my balance is positive. After so many years, I gained experience that enabled me to clear mines that many others would step on. Are you one who hopes for a miracle or looking for magic or are you willing to grow your profitability in a structured way? Join me and book a Zoom call at https://calendly.com/isaacoaching. Dr. Isaac Mostovicz Think Beyond Business