Whether you’re selling widgets or services (like me), customers vary widely in their wants, needs and budgets. Your offerings should accomodate as many options as possible so that whatever their scenario, you have something to fit or can offer a customized solution that fits.
To that point, some customers are simply not willing to pay the asking price for your product or service, or are more interested in pricing than in quality. You can avoid losing sales to many of these customers by offering a smaller or stripped down version of your product or service at a lower price. Or, like mentioned earlier, bend your product or service lines to fit their need with a customized solution.
For the customers that do “get it”, meaning they do understand the value of the product or service you provide, or for those looking for quality and are willing to pay for it, offer a “premium version”.
Take this advice and apply it to your particular business model. For MDzyn Solutions, the answer is that nothing is cookie cutter these days, but for those small businesses concerned with start-up or small budgets, we simply work closely with them to define a win-win situation.
In my mind, a small job is better than no job at all. The egos of 2007 and 2008 should be tossed aside to discover, rebuild and/or sustain valuable customer relationships.