Part 2: The Value of Your Services
I won’t bring on a new client if I don’t get *the chills* when we have our interview.
Because my body is smarter than my heart, brain or bank balance.
So I’ve learned to pay attention to that physical indicator (aka goosebumps) as evidence that I’m as big (or BIGGER!!) of a believer in their vision as they are. Which always results in a positive outcome for everyone involved.
(Remember that bit about what your prospects and clients feeeeeeeel? Well, we obviously get feelings about positive things too.)
But the times I failed to check in with my body, I seem to end up working with clients who are wrong for me.
And the wrong clients chew up your time and create instability.
You worry about them when you could be relaxing, creating or serving someone who’s in your sweet spot.
The wrong clients don’t typically experience noteworthy progress or success.
And a dearth of success stories don’t help you build a sustainable business, yo!
The wrong clients create a pit of self-doubt. And self-doubt leads to a cycle of shame, desperation and bad decisions.
Which leads to undervaluing yourself and your services.
Take it from someone who’s taken a lot of leaps into that hell hole. 😫
When I work with clients on designing their business models, one of the common challenges they bring to the table is that they undervalue themselves:
“I tend to undervalue my service, and work with clients for free rather than increasing my visibility with paying clients.”
“I need to own my power and come up with packages that value our services — because we’ve been giving them away.”
“I’m undervaluing myself/not knowing what I can charge for my services and feeling like everyone is undercutting each other in my industry.”
And that’s no bueno.
Which is why it’s so important to not only know your value, but be able to articulate it in a way that connects with your potential clients.
Take a look at this short list of benefits that solve human problems:
• lose weight
• make more money
• increase profit
• eliminate chronic pain
• improve relationships
• find love
• enhance your image
• free up time
• cut costs
• reduce conflict
• grow customer base
• increase conversions
• maximize output
• reduce turnover
• accelerate speed to market
• eliminate waste
These examples are very broad and generic — which is fine as a starting point.
Which of those benefits do you deliver?
Choose all that apply. And add your own ideas if something’s missing.
Then go beyond your starting point. Un-genericize and expand on each one to better appeal to your peeps — and go from there.
For example, instead of a bland, “I help you eliminate chronic pain.”
Try, “I help you get back to pursuing your bucket list of adventures by eliminating your chronic pain.”
Ah, I just gave you a hint to what we’ll cover next when it comes to selling. Because, remember, I promised you we’d get there?
But before you move on, be sure to download the Pricing Your Services Like A Pro cheat sheet.
p.s. When I worked in corporate America for companies like Oracle and Rand Worldwide, I would’ve NEVER imagined there would be a day I’d make decisions about who I’d work with based on getting the goosebumps.
Oh, how times have changed! 😂