Do you know the value of your services or products to your clients and prospects? I assume, like in most cases, that your service or product can be bought by your exiting clients somewhere else, so why they bought it from you? The answer to this question is very important and has a great impact on your ability to turn your prospects into clients.
Form my experience, many professionals seems to know the value of their services, but still need to lower their prices of their services to attract the prospects. How come? This of course decreases their expectations from networking opportunities and sometimes makes them doubt themselves.
I was asked several times: what do I do in that case? How do I start increasing my value?
I never compromise on my value to my prospects and clients. I always believed that you can just learn to increase your value and the value of your services to your clients and by doing it you can definitely justify the price of your services (even if it is not the cheapest price in the market). In other words you should stay competitive based on the value of your product or service to consumers.
Remember, your value and the value of your services are decided by the prospects and clients. So you need to know what are the clients needs and desires; what important to them and show them that you are the right person (and maybe the only person) who can deliver exactly what they want. People are willing to pay more for a service or product if they think it gives them a truly special or significant value—and if you present it to them in just the right way.
I want to share with you five questions you should ask yourself (not necessarily in the same order), to help yourself ‘broadcast’ clearly your value and the value of your services to prospects and clients. Thus, attracting new prospects and start leading your market, NOW:
1. Do you choose your target wisely? Are you getting in front of the RIGHT PEOPLE?
One fatal mistake that is done mainly by new companies is that they don’t narrow their target market, and don’t understand their products likely aren’t for everyone. How do you know? Research and interview the prospect clients to see if they can meet your price needs.
You need to think and act in strategically also in your interacting and networking with other people (online and offline). Do not be like the ‘networking jerks’, those who participate in online and offline communities without any specific goal (sometimes only in order to get attention!). Choose to go to places where your target prospects are and engage with them about things they are interested in.
2. How do you leverage on your strengths and experiences? Are you a TRUE EXPERT?
The prospects and client want to know that you are the expert. They want to know your success stories; they want to read/hear testimonials and they want to learn how can you help them with future opportunities and expand their business. Most clients looking for the best product and service provider.
You need to share your knowledge with more people. You need to continually show that you understand the prospects needs and desires and you have the solutions for their problems, so they will perceive you at the expert in the market.
Another interesting idea is – build alliance or collaboration with known trusted brands. This association will help build your name in the market and brand you as a true expert.
3. Do you have confidence in your services? Are you a REAL VALUE GIVER?
If you know your services have a real value to prospects over cheaper competitors, you shouldn’t be vacillating on price or negotiating. For example, avoid words and phrases that suggest flexibility, things like saying “generally, we charge”.
You should be confident about your value you give to your clients. Highlight why your product or service’s value is worth their consideration over lower-price options. Let them see that you are true value giver; you really interested to help them and support their needs.
4. Do you really serve your clients? Are you filling a REAL NEED?
It is obvious that if the prospects think that they can manage without you, they will not need your services. Your opinion in that regards is irrelevant and not important at all. If you want your prospects to consider seriously using your service, my advise to you is: find ways to position your service as a “need to have” service and not a “nice to have” service. Share in every opportunity and networking occasion about the benefits of working with you, and the costs of not working with you.
Clients that see your value understand you’ll be there to provide customer service. Make sure to keep providing good service throughout the lifespan of the customer, which will let you pile up those customer testimonials you can use to show future clients why you provide the right value.
5. Do you know when they need your services? Are you there at the RIGHT TIME?
As you know, not every time you meet another person is the right time for him/her to but your product or service. Even if this person is part of your targeted prospects. You need to learn to follow up and maintain your contacts with potential parties. You need to constantly keep in touch so they keep you in their mind and you will be able to be on time to spot potential customer [in one of my coming blogs I will share with you innovative ways for follow up with potential clients].
In summary: Connecting with other people and getting prospects to become clients based on value, not price, involves a balance of confidence, personal rapport, and doing your homework. Nowadays it become more difficult as technology gives consumers greater access to price information and competitors. So do your best efforts and let your value and your service value shine!
Are you interested to learn how I can help you maximize your results in the next event? Contact me to discuss tailored ideas for your specific needs!
