How to Get Your Clients to Recognize Your Value
How to Get Your Clients to Recognize Your Value
“Shama, I can REALLY make a difference in a client’s life. This process/method/service can be so beneficial to them. Yet, when I state my price-they usually bail!”
This isn’t because the client doesn’t get it. It’s because you haven’t properly conveyed your value. So, let’s see how you can establish your value in front of a client.
Realize that all business is show business, and develop your star quality! This is the same message conveyed by the charming Tsufit in her new book "Step Into the Spotlight"! Before a prospect ever has a selling conversation with you, you should already be a star in their eyes. This doesn’t mean Paris Hilton style antics. It means making sure that you are already perceived as a credible resource.
Set priorities…and limits. When I first started my business, I didn’t let my clients know how much time I would be able to devote to the project. Inadvertently, I ended up working as an employee and not an entrepreneur. I was afraid that my clients wouldn’t think I was committed to the project. Then, I found myself surprised when they were expecting me to email back on weekends. Didn’t they value my time? It took me a while to learn that lesson! Now, I am very clear about letting clients know how much time I will be able to devote to a project. Even if you don’t charge by the hour (and we don’t), set your limits with clients.
Compare price to value. Most people make the mistake of equating price to time or project completion. Both are fine, but compare price to value. What is 500 dollars of personal training compared to fitting into a size 4 on your wedding day? What is the value of marketing mentoring compared to a full practice in a few months?
Leverage case studies. What results have you achieved for past clients? Did average Joes and Janes find success using your methods? This works in two ways. 1) It allows for social proof. If someone else found enough value in it, perhaps I should consider it too. 2) It showcases you as the expert. You command your fees because you KNOW what you are doing.
Most importantly, you have to see and believe in your own value. Nothing beats that!
How to Get Your Clients to Recognize Your Value - To learn more about this author, visit Shama Hyder's Website.
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This is a fairly common situation in our field of work:
“Shama, I can REALLY make a difference in a client’s life. This process/method/service can be so beneficial to them. Yet, when I state my price-they usually bail!”
This isn’t because the client doesn’t get it. It’s because you haven’t properly conveyed your value. So, let’s see how you can establish your value in front of a client.
Realize that all business is show business, and develop your star quality! This is the same message conveyed by the charming Tsufit in her new book "Step Into the Spotlight"! Before a prospect ever has a selling conversation with you, you should already be a star in their eyes. This doesn’t mean Paris Hilton style antics. It means making sure that you are already perceived as a credible resource.
Set priorities…and limits. When I first started my business, I didn’t let my clients know how much time I would be able to devote to the project. Inadvertently, I ended up working as an employee and not an entrepreneur. I was afraid that my clients wouldn’t think I was committed to the project. Then, I found myself surprised when they were expecting me to email back on weekends. Didn’t they value my time? It took me a while to learn that lesson! Now, I am very clear about letting clients know how much time I will be able to devote to a project. Even if you don’t charge by the hour (and we don’t), set your limits with clients.
Compare price to value. Most people make the mistake of equating price to time or project completion. Both are fine, but compare price to value. What is 500 dollars of personal training compared to fitting into a size 4 on your wedding day? What is the value of marketing mentoring compared to a full practice in a few months?
Leverage case studies. What results have you achieved for past clients? Did average Joes and Janes find success using your methods? This works in two ways. 1) It allows for social proof. If someone else found enough value in it, perhaps I should consider it too. 2) It showcases you as the expert. You command your fees because you KNOW what you are doing.
Most importantly, you have to see and believe in your own value. Nothing beats that!
How to Get Your Clients to Recognize Your Value - To learn more about this author, visit Shama Hyder's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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