It's a fact. Clients will
always
pay you more than you realize.
How do I know? Because
price is not the be-all-and-end-all of why your clients hire you.
It's usually third, even fourth on their list of important reasons
why they'll choose your service over someone else's.
Let me get right to the point here. If you focus
first on what matters most to your clients, the topic of price stays
just that—a topic, not an issue.
Here are 3 things your clients care about MORE than
price (hint: focus on over-delivering on each of these and price will
rarely, if ever, keep a client from hiring you):
Quality seems to come up often when you're talking
about a product but rarely when it's a service. But why not? Quality
counts no matter what your business!
What are the quality indicators your clients want
with a service like yours? For example, in my business, quality indicators
are the high value of the information I provide. Do my courses and
products actually deliver results? Is my information somehow different,
or presented differently than information on the same topic offered
elsewhere?
Obviously, the answer has to be 'yes!' to satisfy
my clients' idea of quality.
What indicators of quality are your clients most
concerned with? List at least three right now.
Is your service easy to understand and use? If you
offer support, is it fast and friendly? These may seem like no-brainer
points to make but unless you take a good look at how you stack up
in the area of service, you might be missing an important opportunity
to come through ahead of your competition in the eyes of your clients.
For example, my website developer, Kevin of www.AcornCreative.com
and his team (thanks Renee!) did an outstanding job at meeting my
tight goal-line with my website makeover. Every phone call and email
was answered promptly. Fixes were handled promptly. I knew where I
stood every moment of the project. I felt like their only client for
the week's duration of my project. I loved it!
Where can you be as prompt and effective answering
questions and serving your clients? No matter how good a job you're
already doing, there's at least one area you can strengthen. Choose
the area that means the most to your clients, not to you.
Your clients are paying you to deliver a result.
Period. So how quickly, easily, efficiently, nicely, excitingly, can
you make good on your delivery promise? No one likes to wait these
days, least of all a client. When you deliver
what
they need,
when they need it, they love
you!
For example, in my HorseWise
Brilliance Unbridled program my clients want a way to stand out
from the crowd but they have no idea how to do that. I make sure in
the 3-day retreat that we create their brand. Plus we create a starter
list of simple ways to immediately cause their clients to sit up and
take notice.
I promise they'll achieve their brand and by the
end of the second day I see the looks of astonishment and delight
light up their faces because they have it and they can't believe how
easy it was!
Where can you excel at delivering your service?
Think better, faster, easier. What can you tweak to come through in
the areas of quality, service and delivery? These are the bells and
whistles your clients care about and will happily pay for, every time!
