Similar Is Not The Same
A common area of resistance a potential client might approach with is saying something like: “I’ve found similar products/services on the internet that are cheaper.”
So what’s the response when the customer says they’ve explored similar options for less money? The immediate response should be “similar is not the same.”
When the customer is evaluating with a so-called competitor, it’s up to us make the apples to apples comparison between the two products or services.