How to know what to charge for a value-based business

If you’ve been in business for any length of time, you’ve had to struggle deal with that age-old question:
What to charge robin taney, the get real girlfor what you do. If you charge too much, your ideal client won’t find you and if you charge too little, your non-ideal one definitely will. When you have a product that clients can see, hear, touch, taste, or smell, the task is a little easier because the client is basing their expectations and impending results (satisfaction) on their senses. When you have a service, it’s more complicated because it’s based on that intangible thing called…value.

Kind of like a magician pulling a rabbit out of a hat, attaching a price tag to the value you will create for them (note I said “will” as in it hasn’t happened yet) is, for some, just as impossible.

For you, value is based on three things:

  1. Quality
  2. Commitment
  3. Results

For your client, value is based only on results, and to some degree, time. Did you solve their pain in a reasonable amount of time?

Recently, my husband and I completely renovated a new house. The contractor agreed to work within our budget (which made my husband cry) and made the necessary changes in about two months. When I was getting ready to write the final check, I thought about asking for an itemized list of every nail, screw, and bucket of plaster to see if it had lined up with what I had paid. But, I realized that I had what I wanted. A beautiful house that was completed on time and close to the agreed budget. My point being that I got the results I wanted so it didn’t matter what I paid.

If you can deliver quality service and results to your client, you are providing value that is priceless to them.

So, make sure your pricing reflects that value. You (and they) are worth it.

Is Innovation a Guiding Principle?

Is Innovation a Guiding Principle?

tribble_image_39533548_lDo you have a guiding principle of innovation in your business? If not I encourage you to embrace it. You know the old adage: if you keep doing things the way you have been doing them you will keep getting the same results. My hunch is you want different results. Innovation is the answer. Here are a few innovation tips for gaining insta-clients.

Host an introduction event live and in person
While we all love doing business virtually and online, you can gain insta-clients very easily when people meet you live and in-person at a free or low fee workshop you host. Two hours is the best, tested duration for an intro. At the end, after you have shared great content make an easy-yes offer for people to get started with you. You will gain clients every time.

Host a Free 7 or 14 Day Challenge
A challenge is a program that includes education and requires immediate and often daily action on the part of the participants. I have hosted sales challenges, get booked for speaking challenges and best month ever challenges. Often challenges are 21 or 30 days. I suggest a shorter challenge, 7 or 14 days. That allows the energy to stay high and for everyone to easily stay engaged. Make an offer in the challenge after you have given massive value to gain new insta-clients.
Continue reading “Is Innovation a Guiding Principle?”

Why Your Clients May Not Be Coming Back

webcamAnyone who works in sales understands that they are responsible for reaching out to potential clients and introducing themselves and their company. The primary purpose behind these calls tends to range from the basic introduction to providing them with additional information they may have requested. While some of these connections may end in a business relationship that relationship may not always be a long-term one. This is something that has plagued sales professionals since the beginning of time, but I think I can give you some insight into why your clients may not be returning as often as you would like. Continue reading “Why Your Clients May Not Be Coming Back”

Don’t Slip And Fall

Woman-Money-ThoughtsSales can be one of the most exhilarating aspects of business, when you make a sale you get a rush that drives you to make the next sale, and so on. But before you make your next sale, I have some things that you should be asking yourself.

  • What are you trying to accomplish?
  • Who are you in your company?
  • Who are you in front of this prospect?
  • Are you coming from a place of service?
  • Is this sale something that you will feel good about later?

Continue reading “Don’t Slip And Fall”

The Four Types of Listeners

10537088_sAs an experienced sales person, you may believe that you have the art of listening down to a science; but you may be missing some vital information during your calls. Many of us believe that we are fully capable of multi-tasking while also taking a business call, but what I’ve learned from experience is that there are basically four types of listeners: scavengers, attention-challenged, literal, and empathetic. To help you understand each of these types of listeners and the qualities they possess, I have provided some helpful information. Continue reading “The Four Types of Listeners”

Creating Confidence

Every successful business person has some degree of confidence. However, everyone from the most successful CEO to someone just starting out in the mail room can have moments when they believe they cannot overcome the challenges in front of them. This lack of confidence can go on for days, weeks, months, and in some cases years. No one is 100% confident all of the time, but your insecurities do not have to keep you from achieving your goals. Continue reading “Creating Confidence”

Optimism Gets You To The Bank Faster

Business requires you to deal with many different types of people on a daily basis, which means you have likely discovered that working with optimistic people, and being optimistic yourself, leads to a more positive experience. Not only can being optimistic help you enjoy your job more, it can also help you make more sales. Your attitude and the way that you speak with and treat people during the course of the day, can have a huge impact on your bottom line. Below you will find more information on how being more optimistic can help make you more successful. Continue reading “Optimism Gets You To The Bank Faster”

You Can’t Buy The Love Of A Good Client

You Can’t Buy The Love Of A Good Client

LoveatWorkOne of my favorite movies from the 80’s is “Can’t Buy Me Love”, believe it or not there are some great lessons in business in this movie. I mean here was this ingenious kid who figured out a very enterprising way to make himself popular. He had a plan to market himself.

A simple case of supply and demand, right? She needed his money and he needed her popularity. Except Business Lesson #1 he never got it in writing; so the terms of the agreement kept changing as their interactions changed. Do you use contracts with your clients? Do you update them with Addendums when the scope of the work changes? Protecting yourself and your business by having things in writing is necessary in all your monetary interactions.

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5 tips to impress your clients and prospects with video

The allure of video is nothing new. 100 hours of video are uploaded every minute to YouTube, 80 percent of its traffic comes from outside the U.S., and women with listaccording to Nielsen, it reaches more adults 18-34 than any cable network.

A business’ website is 50 times (yes, you read that right) more likely to appear on page one of a search engine’s results if it has video on it.

The message here is that small businesses owners who fail to include video in their internet marketing strategies are making a grave mistake.

Here are 5 tips to incorporate video that wows your ideal clients and prospects: Continue reading “5 tips to impress your clients and prospects with video”

Introducing the Most Amazing Words that Help YOU Get Noticed

Content StrategyI have the most remarkable secret to share with you.

It’s all in a word. 189 of them. Packed with enough power to blow the doors off a 10-ton tanker, or at least cause customers to beat a path to your door. At least, according to Buffer, it will.

They have created The Big List of 189 Words That Convert. Continue reading “Introducing the Most Amazing Words that Help YOU Get Noticed”