Sometimes people don’t know what they want. Instead, they are waiting for you to show them.

Great ideas don’t come from focus testing. If you are getting resistance you are probably on the right track.

Startups need to remember that presenting yourself as a source of ‘quality’ is probably your most important task. It’s also one of the most difficult.

Customers (individual or other businesses) only want to buy from you if you have a quality product now…and in the future. However, because you’re new – they have no experience to draw upon.

Show them quality right out of the gate. And, focus on letting them know you’re going to be around. You can’t negate the fact that you don’t have a reputation yet, but the more you can do to let them know switching isn’t a waste the better.

This is a quick post, but an important thought: Lowering your price is almost always a bad idea (if your a commodity you might not have a choice).

It generally means you haven’t proven your value.

Instead, focus on proving value.

If you run a bar, don’t do drink specials. Instead provide a cool atmosphere. Be a remarkable place to go. Provide patrons with a little VIP service. Make them feel important.

If you run a pizza place, forget about 2 for 1. Provide remarkable service and amazing food. Make it an experience.

Be remarkable.

Don’t get me wrong, price reductions will lead to more sales(but not more profit). But at what cost? Soon enough you’ll have lowered the floor for everyone while positioning yourself among the other ‘bargain basement’ businesses.