Geoffrey James over at BNet was just at the Selling Power 2.0 conference and picked up 6 tips for selling in a downturn.
What caught my eye was #3: “Don’t lower prices. Find new and innovative ways to lower the risk of purchase. Make it an easy entry and a better customer experience.”
Great advice. For a fraction of the margin loss of a price drop, what can you do to add value or mitigate risk factors?