Your competitors reveal what customers actually want. Listen for complaints about slow delivery or poor service, then solve that problem better. You can charge more when you fix what others ignore.
Be educated about the idea, about the market, about the challenges, about the pricing, about what vendors, incumbent vendors are not providing to your clients, and you can then stand out. If someone, if every person you spoke with said, yeah, I'm paying this much money for this kind of service, but these vendors are slow, that is— That's gold. You know the issue. Clients are complaining about a slow delivery cycle. They're complaining about other vendors who are slow. Then your advantage, you can stand out by delivering this on time or faster than your competition. You might not then compete on price. You can charge more because you're solving this pain point for the clients who are looking for a service to be delivered on time, delivered in an expedited way.
