How to Stop Competing on Price and Start Competing on Value.
Fed up with clients who only care about your price?
Tired of hearing "That's a bit expensive" every time you send a quote?
I thought so.
Because here's the thing about price wars...
Nobody wins.
Except maybe the client who gets subpar work because someone was desperate enough to do it for peanuts. 🥜
But there's a better way.
A way to make price the last thing clients think about.
And it all starts with your Trade and Construction Marketing strategy.
Ready to transform from just another quote in the pile to the obvious choice?
Let's dive in...
1. Why Your Trade and Construction Marketing Is Attracting Price-Shoppers.
Let's start with some tough love.
If you're constantly competing on price...
Your Trade and Construction Marketing might be sending the wrong signals.
THE BARGAIN BASEMENT TRAP.
Here's what usually happens:
Your marketing focuses on:
✅ "Competitive rates."
✅ "Affordable services."
✅ "Best prices in town."
And guess what that attracts?
People looking for the cheapest option.
Shocking. 😮
THE COMMODITY CURSE.
But it gets worse.
When your marketing makes you look like every other Trade...
You become a commodity.
And what's the only way to choose between identical commodities?
Price.
Not the position you want to be in.
THE DESPERATION DILEMMA.
Let's be honest.
If your marketing screams "Please pick me!"...
It's probably also whispering "I'll do it cheaper!"
And that's no way to build a premium Trade and Construction business.
You might find this an insightful read…
🚀 Overcoming Price Objections: Proving Your Worth and Keeping Clients Loyal to your Trade Business.
2. Transforming Your Marketing Message From Price to Value.
Time to flip the script.
Because value isn't just about what clients get.
It's about how they feel about what they get.
THE VALUE VOCABULARY.
Start by changing your language:
✅ Investment (not cost).
✅ Quality-focused (not budget-friendly).
✅ Expert service (not cheap and cheerful).
✅ Professional results (not quick fixes).
✅ Long-term solutions (not temporary repairs).
Because words matter in Marketing your Trade and Construction business.
THE PREMIUM POSITIONING.
Your marketing should emphasise:
✅ Expertise.
✅ Experience.
✅ Quality.
✅ Reliability.
✅ Professionalism.
✅ Results.
Notice what's missing?
Any mention of price.
THE CONFIDENCE FACTOR.
When your marketing exudes confidence:
✅ Clients trust your judgment.
✅ Price becomes secondary.
✅ Value takes centre stage.
✅ Quality sells itself.
Because confidence is contagious.
Whilst we’re talking about all things TRUST, take a look at this…
🚀 Trust and Credibility: The Foundation of Trade Loyalty.
3. Building a Marketing Strategy That Attracts Value-Focused Clients.
Right.
Let's get practical.
Here's how to make your Trade and Construction Marketing work harder.
THE CONTENT CREATION.
Share content that showcases:
✅ Complex problem-solving.
✅ Technical expertise.
✅ Quality materials.
✅ Professional processes.
✅ Outstanding results.
✅ Client satisfaction.
Because educated clients value expertise.
THE SOCIAL PROOF.
Back up your value with:
✅ Detailed case studies.
✅ Client testimonials.
✅ Before/after photos.
✅ Project videos.
✅ Quality guarantees.
✅ Industry recognition.
Because proof beats promises.
THE AUTHORITY POSITIONING.
Establish yourself through:
✅ Expert content.
✅ Industry insights.
✅ Professional networks.
✅ Certifications.
✅ Training credentials.
✅ Quality standards.
Because authority commands premium rates.
Talking all things premium…
🚀 How to Stop Wasting Time on Low-Paying Jobs and Attract Bigger Trade Contracts.
4. Creating Marketing Materials That Justify Premium Pricing.
Your marketing materials need to do some heavy lifting.
Let's make them work harder.
THE PROPOSAL POWER.
Your proposals should showcase:
✅ Detailed project scope.
✅ Quality materials.
✅ Professional process.
✅ Clear timeline.
✅ Value additions.
✅ Risk reduction.
Because professional materials command professional rates.
THE PRESENTATION PERFECTION.
Every piece of marketing should:
✅ Look premium.
✅ Feel professional.
✅ Demonstrate expertise.
✅ Show attention to detail.
✅ Reflect quality.
✅ Build confidence.
Because presentation matters.
THE DIGITAL PRESENCE.
Your online presence needs:
✅ Professional website.
✅ Quality portfolio.
✅ Expert blog content.
✅ Social proof.
✅ Client testimonials.
✅ Clear value proposition.
Because first impressions last.
Talking about building your Trades portfolio…
🚀 The Ultimate Guide to Creating a Killer Portfolio for Your Construction Marketing.
5. Using Marketing Psychology to Make Price Irrelevant.
Time to get inside your clients' heads.
Because psychology trumps logic every time.
THE FEAR FACTOR.
Address common fears:
✅ Poor workmanship.
✅ Project delays.
✅ Budget overruns.
✅ Communication issues.
✅ Quality concerns.
✅ Future problems.
Then show how you prevent them.
THE TRUST TRIGGERS.
Build trust through:
✅ Transparency.
✅ Professional communication.
✅ Clear processes.
✅ Quality guarantees.
✅ Client testimonials.
✅ Industry recognition.
Because trust reduces price sensitivity.
THE EXCLUSIVITY ELEMENT.
Create desire through:
✅ Limited availability.
✅ Selective client acceptance.
✅ Premium packages.
✅ VIP services.
✅ Priority booking.
✅ Special access.
Because exclusivity justifies premium pricing.
You might find this helpful…
🚀 How to Stop Wasting Time on Low-Paying Jobs and Attract Bigger Trade Contracts.
6. Measuring Your Trade and Construction Marketing Success.
Time to talk numbers.
But not price numbers.
THE VALUE METRICS.
Track these instead:
✅ Average project value.
✅ Client satisfaction scores.
✅ Referral rates.
✅ Repeat business.
✅ Premium service uptake.
✅ Brand perception.
Because what gets measured gets managed.
THE IMPROVEMENT INDICATORS.
Monitor your progress:
✅ Price sensitivity reduction.
✅ Value appreciation increase.
✅ Quality recognition.
✅ Brand authority.
✅ Market positioning.
✅ Client quality.
Because progress proves your strategy.
Give this one a read…
🚀 Wowing Your Way to Repeat Business: Secrets of a Stellar Customer Experience.
7. Maintaining Your Premium Position Through Marketing.
The work doesn't stop here.
Your Trade and Construction Marketing needs constant attention.
THE CONSISTENCY KEY.
Stay consistent with:
✅ Quality delivery.
✅ Professional communication.
✅ Value demonstration.
✅ Premium positioning.
✅ Brand standards.
✅ Client experience.
Because consistency builds reputation.
THE EVOLUTION ESSENTIAL.
Keep evolving through:
✅ Skill development.
✅ Service expansion.
✅ Quality improvement.
✅ Process refinement.
✅ Value addition.
✅ Market leadership.
Because standing still means falling behind.
Take a look at this…
🚀 One-Time Clients to Raving Fans: Your Loyalty-Boosting Cheat Sheet for your Construction marketing.
⬇️ How to Stop Competing on Price and Start Competing on Value Rundown:
1. Understanding why you attract price-shoppers.
2. Transforming your message to value.
3. Building value-focused strategies.
4. Creating premium marketing materials.
5. Using marketing psychology.
6. Measuring success differently.
7. Maintaining premium position.
Ready to transform your Trade and Construction business into a value-driven powerhouse?
Course you are.
First. Let's work out where you are with all things Marketing.
Got 3 minutes?
Take our Trades Quiz to discover how you score with all things 'Off The Tools'.
We have heaps of tips, tricks, and hacks for your Trade and Construction business in our cheat sheets, videos and ideas waiting for you on the other side... i.e., your results page.
So, you can improve your score. And NAIL your Trade and Construction business.
Nice.