"Don’t treat a customer like a partner, and overinvest, if they simply want to transact [Moi ici: Os clientes não são todos iguais nem procuram todos o mesmo]
While it’s true many businesses offer what some consider a commodity service or offering, you should never get trapped in a commodity mindset. You should always look for the little extra thing you do that makes your service worth the value. When people tell you someone down the street offers the same service for $5 less, advise them to go down the street because you’re never going to make that guy happy. You will never have a relationship with that customer.
‘I can’t raise my prices, the bumpy economy has made it too competitive’
You have to raise your value - or perceived value - so you can raise your price [Moi ici: Recordar "Aumentar preços, em vez do choradinho" e "Qual o cenário da sua empresa?"]
Perceived value comes into play when you really understand your customers.
If all you do is look at what competitors offer, you’ll keep trying to match your price to theirs. If instead you find out what your customers place value on, you may find that you perform value-added services—that your competitors do not—that actually increase the value of what you offer your customers."
Trechos retirados de "Stop Resisting And Develop A Strategy To Raise Your Prices & Increase Profit"