> Mo wrote:
>
> So I'm thinking about using the slogan: On-shore quality at off-shore
> prices. Does that sound like I'm trashing off-shore companies?
>
Yes, and it doesn't really give a reason to go with you. In other
words it's kind of emotionally provocative.
That can be good if your prospect is having a really horrible
experience but they may not be and so this might immediately turn them
off.
For example, Prospect X might have all kinds of offshore help in all
kinds of areas and be very satisfied. Now they need a new service
that you provide.
If I'm Prospect X I'd think, "I'm really happy with my quality so
you're offering nothing"
I think the key to talk about your competitive advantage - if that's
price then focus on that with some type of quality guarantee. "premium
qualtiy at the lowest price - guaranteed."
In my opinion the emotion on the sale should be tied to the client's
problem rather than your competitors.
In other words, you want to convince them that:
(1.) You understand their pain point(s)
- they need to be on the web
- they are but their tech is old
- they are but they need specialty func, etc
(2.) You know exactly how to fix it and have done so for other clients
- the solution is x,y,z
- for client Q I did this and the outcome was that
(3.) The reason you're better than the other guy is X
- best value (you're walmart - lowest price guaranteed
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