I get these kinds of calls and emails too. Inevitably the person on the other end feels boxed in, as if they had no say in the matter. You might say that their business is happening TO them rather than because of them.

Fear of change and the unknown is going to be more and more debilitating as the economy slowly rights itself from its wobbly punch-drunk stupor.

There really is a simple answer though…

Buyers are demanding more and more value for their increasingly scarce dollars. The marketers that win in times like these are the ones that work extra hard at communicating that superior value. Sounds simple because it IS.

You’ve read my thoughts on increasing prices a little in order to deliver greater value. When times are tough, value always wins.

Make sure your customers understand WHY you are the greater value and they’ll give YOU their money instead of whoever else is willing to make that point clear to them.

Best,

Brian