The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective.
On expertise, dogs, and the unintended signals some professional services providers send.
The most effective testimonials recount a journey: from customer pain, to service provider solutions, and ending with delight and relief. Here’s an illustrative case study of such a testimonial.
The old cliché about how “people do business with people they know, like, and trust” doesn’t fully explain why clients buy or their willingness to pay.
Yes, It’s counterintuitive. But clients benefit more when you charge a higher price, one based on the value they perceive receiving from you, than if you discount your services.
The ideal testimonial is one with which your ideal clients immediately identify, and there’s one element every great testimonial possesses.
How should you judge a prospect who doesn’t check the references you’ve provided? Such a circumstance may indicate a price-sensitive client you want to avoid.
You’re not writing the check. The client is. But you think your pricing is too high. It’s called “selling to your own wallet,” and if that’s what you’re doing, this post explains what that symptom usually reveals.
There’s a cliché that “people do business with those that they know, like, and trust.” That’s true, but “know, like, trust” starts somewhere else that’s counterintuitive: service.
There is no “new normal.” There’s not a “forward normal,” nor a “next normal.” There never was a normal to begin with. “Normal” is a mirage. To be effective in our business, we must embrace this fact.
© 2018 Ray Business Advisors, LLC.