When is a bargain not a bargain? Well, probably, most of the time. Let me explain. I have a very nice, new suit hanging up in my wardrobe. The only problem is that it does not fit me. The embarrassing thing is that it has never fitted me. Even when I bought it a year ago I knew that it did not fit me! So why would I part with money (which I am very fond of) for a product which I cannot use?
When I saw the suit, it was on sale and was hanging on a rack of other suits in various styles and sizes. As I sorted through the rack I already emotionally owned the suit, all I had to do was find my size. But, you guessed it, my size was gone and this was the only one left.
What happened next was that my rational brain started to sell me the idea that I could exercise and lose weight and that this was actually a good incentive for me to lose some weight. Well, I bought it and the suit is still hanging up unworn. The real lesson here is that what can first appear as a bargain is in reality an expensive mistake and even when logic tells us so, our wants can override our needs.
When you have a client who is comparing your price with a cheaper alternative, it is your responsibility as a professional to make certain that they are aware of the differences between price and value. I only wish that I had met a suit salesman that day and that he had given me similar advice.
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