by Amy Hill, editor

 In today’s market, it’s all about value. Anyone can offer to do the same job as you for the same-or even lower-price, but what can your company give to clients that others can’t? You need to show customers, and potential customers, what your company can offer them that is more than what they’ll get anywhere else.
As much as we’re all sick and tired of hearing about the economy, it’s a reality, and it looks like it’s going to be a slow ride back to where we should be. For consumers-your clients-that means still playing it somewhat safe when it comes to spending their hard-earned money, and the temptation to sign up for lower-cost service is sometimes too great to resist
One example is the grocery store. With food prices rapidly rising, most people are looking to cut their food costs by buying store brand items. Now don’t get me wrong, there are many store brand things that taste pretty close to their name-brand counterparts, but there are just as many that don’t taste as good or are filled with less nutritional ingredients to try to make it as good. To be sure you’re getting a good deal, you need to compare the labels apples to apples. Which is exactly what you need to point out to your customers. If they are thinking of going with a lower-cost competitor, you need to point out the following:
  . Your company carries insurance and the necessary businesses licenses.
  . You and/or your employees are certified or, in the case of using chemical products, have the proper applicator credentials.
  . Your company stresses safety, and holds regular meetings to teach safety procedures.
  . You stand behind your work, so your clients don’t have to worry.
  . You communicate with your customers regarding your use of particular products, such as fertilizers, herbicides and insecticides.
These are just a few of the things that will help you stand out from the mow and blow guys out there to make a quick buck. Make sure you let people know that you take your business seriously, and you are in it to make a difference, not just a paycheck.