How to Create Value in the Eyes of Your Clients So You Can Charge What You Are Worth
There are just two things you need to know if you want to charge what you are worth. First, know the value of the results you deliver and second, know that you are worth it. Fortunately creating value in the eyes of your clients means you'll automatically create value in your own eyes. You'll know you are worth it - and so much more.
First: Find out what your client is looking for - what problem do they have that you can help them solve.
There's only one way to find out what your client is looking for and that is to ask questions. You need a good mix of open and closed questions and ask them from a true, authentic place of curiosity. This means really listening to their response before you ask your next question. Don't jump in with your solution but allow your client to express what they really want. Often that in itself can give them confidence to open up to you. Design your questions to find out these three vital things:
- What are the end results your client wants to accomplish?
- How will they know when they have accomplished them?
- What will it mean to them when they reach their goal?
Ultimately, your clients will judge the success of your work together on how well you deliver the outcomes they are looking for.
Second: Establish your value to your clients
Keep your focus on the results that you deliver to establish your value to your clients. Remember it's not the thing that you're doing or the service that you provide and it's certainly not the product that you are selling - that's simply the process and the features. It's what get's to happen for your client or the results they will achieve that is valuable to them. Your task is to help them envisage how they will look, feel and be after using your services or products. Focusing on the results you deliver will also establish your value in your own eyes. You will boost your self confidence and keep that negative self doubt out of the conversation that's usually going on in your head.
Third: Match your solution to your client's problem
Now that you and your client both know what the problem is and more importantly what it's worth to them to solve it, it's time to close the gap of where they are and where they want to be. Using the information they gave you, reflect back to them how working with you will solve their problem and get them what they want.
Ask them "Is this something you would like to move forward with?"
You'll get a lot more yeses! And if they are still undecided you can continue to ask more questions so you can get to the bottom of what is holding them back.
Just know that you are doing them a disservice if they don't step up and hire you because they'll still have their problem and nobody wins.
By Kathleen Ann
Photography by Galina Barskaya
Small business marketing expert Kathleen Ann is the "Marketing Champion for small Business and entrepreneurs." As a Certified Money, Marketing and Soul Coach Kathleen delivers breakthrough marketing strategies so heart-centered entrepreneurs can Brand, Package and Price their services to quickly create more money, time and freedom in their business. For free articles, free resources and to sign up for her free audio and transcript "7 Must Know Secrets to Business Branding Success", essential Branding strategies to help you attract qualified ideal clients in droves, visit http://www.powerupyourmarketing.com