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Everything you offer has a value - make sure the client knows it too!

When dealing with clients, or potential clients, everything you do for them, or offer them, should have a clearly defined value, from the outset.

Don’t offer anything unless the client understands its value.

Otherwise, effectively, you are communicating that it is of no value!

(and if it is of no value; why do it in the first place?!)

You may not ask them to compensate you exactly for it (for example, you may waive a fee) but they should be aware that it exists.

If you don’t give them clear guidance of the price you put on what you offer, they will only have their own interpretation to go by; their own perceived value.

And, invariably, without your initial influence, a client’s perceived value will be a lot lower than yours!

Moreover, once they have their own perceptions, it is challenging to change them – especially if change means them paying more for something otherwise taken for granted.

Questions, thoughts or comments? Share them below:

 

 

3 Comments on “Everything you offer has a value - make sure the client knows it too!

John Goslino
2017-01-23 at 5:17 am

Fair point, there needs to be a level of understanding, and ideally a sense of interest, before one offers anything with a price / to buy.

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Romeo Crow
2017-01-23 at 1:03 pm

Absolutely. If the value is already well established, then the price/purchase is more of a formality. Sales people become unstuck, and buyers tend to be more difficult on cost, when the earlier part of establishing value and objection handling has been rushed, or overlooked.

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[…] giving them their own value (and making sure the customer appreciates that value), you can achieve two […]

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