How to Land a Job Even If You Are Underbid

We all know that you get what you pay for, and that low bids for a job often equal low value. As this article points out, sometimes people are actually scared off by really low prices, fearing that they may be an indicator of poor quality.

On the other hand, many customers are certainly looking for the best bargain. Landing a job if you aren't the lowest bidder can be a tough task, especially since many contractors I have spoken to would rather focus on their own positive qualities rather than talking bad about a competitor when trying to make the sale. Do you have any tips on how to convince your potential customer to use your services even if you aren't the lowest bidder or any helpful bidding strategies generally?