If your front-desk staff quotes prices over the phone, you have a problem. Customers are viewing your business as a commodity; there’s nothing to stop them from shopping around for the lowest price for your particular service. Of course, it’s not always easy for your front-desk staff to deal with price shoppers, especially if they’re being pressed hard for a bottom-line number.Here’s the trick: talk value over price.
Whatever type of service you offer, there is some measure of value built in that isn’t a monetary one. Whether it’s health, relief, convenience… your offering involves some level of emotion on the part of your customer. That’s why your services are worth much more than just a dollar amount!