The most common phone call I get from people running into the “price objection” goes something like this: “Charlie, around here, everyone’s cheap. Also, we’re a very poor community with a low average income per household. All people want is the minimum amount of work done for the lowest possible price. We do great work and provide a very valuable service to our community, but they’re not interested in quality. How do you overcome the price objection?”
When I ask, “How do people save money by doing business with your company?” they usually respond with, “That’s the problem, Charlie. They don’t!”