Phil Risher advises small business owners on handling price-match requests: ask for the competitor's estimate, verify it's a fair comparison, then either explain what makes yours different or match the price temporarily to win the client and prove your value through better quality and service.
Do you do price matching? So this question came up in a call that we were listening to. And the way that you should handle this call is you should ask for the other person's estimate and take a look and see is it an Apples to Apples comparison? If it's not an Apples to Apples comparison, what you can do is say, hey, for right now, I'm going to match this price so that way we can earn your business going forward. I'm going to show you why we actually charge more for this service. Because of the quality that you're going to receive. And should they choose to continue to work with you, they're going to say, wow, this company really wants to earn our business, so they're going to honor this price. The other thing that you can do is if it's not an Apples to Apples comparison, you can explain that. Well, this company actually does it like this, and we do it like this. And what you're going to find is that when you do it like this, it's going to have this, this, and this. We made content before about creating a pricing sheet which explains all the different variables that go into your service and pricing. It's a great way to articulate to your customer the value, but also explain what to look for in the market. If you're just looking for price.
