Charging what your services are worth is simple. But in order to do that you know be clear about the value of what you offer. When you start to think about pricing your services, or updating your prices, you need to consider how much value your clients are receiving. That value is calculated not by dollar figures but by the benefits and result that you create.
When your prospects start looking for a service provider, they are really looking for a solution. No one says “Wow – I really need a graphic designer to make my life perfect” or “If I could hire a management consultant, I wouldn’t feel so stressed out.”
Instead, they are looking for a more professional presence or a more organized business. Since your prospective clients are focused on these benefits, you should be too. When you start to create your service menu, it’s important to keep your client’s goals in mind.
Try this exercise – put yourself in a prospective client’s shoes. What is it that they are really trying to accomplish? How will they be able to measure their progress? What will be the costs if they don’t take advantage of your solutions? Once you get clear on these questions, there are three simple steps that you can use to create compelling packages that both serve your clients’ needs and create a large income for you.
- Create several options that are focused on specific results – When you offer just one package for your clients, you aren’t letting them customize your services to their needs. This one-size fits all approach may turn potential clients away. Try offering three different levels of services – an all inclusive option, a mid-range option and a basic option. This provides enough variety without giving your audience too much choice (which can be overwhelming).
- Include bonuses and incentives to make the offer juicy and compelling – These little extras can have little or no cost to you, but they significantly increase the value of your services in your client’s eyes and show that you are concerned about their needs. The nature of your bonus will depend on the particular solutions you offer, but make sure it’s something that your clients will really appreciate.
- Eliminate feelings of uncertainty by offering your personal guarantee – As a service professional, you may not be responsible for the ultimate outcome of the work that you do with your client. For example, despite a social media consultant’s best efforts their clients may not get an increase in followers unless they do the work to follow her plan. However, you can and should ABSOLUTELY guarantee that you will deliver everything you promise and give the client what they signed up for.
By following these three simple steps you’ll be able to focus on the value and prove your worth to your prospective clients. Understanding the benefits of your services to others is important in showcasing your value properly. And ensuring that you are compensated for what your solutions are worth!
How can you implement these steps into your business starting today? Share your plan here on my blog and I’ll reply with additional tips to help you get better results!
Your Action Plan For The Week:
Getting clear on how your services can help your market allows you to create an irresistible menu of services. Take these steps now so you can help your clients reach their goals.
- Write down what your ideal customer is trying to accomplish and how not having your services will hinder their progress.
- Create several package options that meet the needs of beginning, intermediate and advanced clients. Add in some juicy benefits to sweeten the deal.
- Build trust by emphasizing your personal guarantee of your work (and not the end result). Deliver on what you promise and you’ll have a long term customer relationship.
Judy Morris says
Beautifully presented. Great information. You get right to the heart of the heart of the matter and offer brilliant, practical solutions.
Thank you for sharing your genious in an accessible format.
Sydni Craig-Hart says
You’re most welcome Judy! Thank you taking the time to share your feedback…I’m glad you found the article helpful.
Warm regards,
Sydni
Clare Emily Raybould says
Hey!
Thank you so much for sharing these tips, I found them really useful.
I have to admit that in the stages of setting up my own business, actually showcasig my services has been one of the hardest things to do and I have procrastinated doing it!
The thing I have done to implement these steps into my business is review the existing service list I have online. improve it usig your advice and transfer my imporved service list onto a new sales brochure!
My improved list of services is as follows:
Become a Better, More Profitable Business
– Reduce unnecessarily high energy bills, water and waste costs via simple, affordable changes
– Adjust to the changes required by the Carbon Reduction Commitment Energy Efficiency Scheme CRC, reduce its complexities and potential costs
– Comply with Duty of Care and other environmental legislation to reduce the risk of costly fines
– Implement Management Systems to improve the efficiency of your operations and save money
– Implement Corporate Social Responsibility Policy to increase the productivity of your staff, through realigned sustainability strategy and focus on the triple bottom line
– Implement Environmental Education that makes a difference to your staff buy-in to your newly aligned strategy
Accountability Now also offers one-to-one support to lead as a responsible business and stand out from the crowd:
– Personal Development, Corporate Development, Communication and Planning support to identify goals, set realistic action plans and keep them in focus throughout their implementation
Benefits of Accountability Now Dedicated Support
– Improved Reputation
– A Fresh Pair of Eyes Sees New Opportunities
– Improved staff morale, motivation and buy-in to new processes
– Innovation
– Reduced Environmental Impact
– Cost Savings
– Improved Positive Contributions to Communities and Environment
– The Security of Knowing that New Management Systems Processes Don’t Fall out of Focus and are integrated into Business Culture
Accountability Now Support is incremental, changes belief systems and breaks down perceived barriers.
Partnerships are additional and optional. They are intended to support the implementation of strategy and are available with various NGOs, Charities and Social Enterprises.
For small businesses, Accountability Now also offers tailored support:
– Innovative Corporate Social Responsibility Policies that can align with and improve your business operation
– Partnerships
– Improved practices and procedures focusing efforts on a sustainable and efficient operation
– Environmental impact assessments and improvement
– Waste management, financial savings and improved duty of care through effective reduction, reuse and recycling initiatives
– Energy Reduction programmes
– Creative Marketing Support designed for limited budgets
What do you think? I’d love to receive your additional tips and really appreciate your support!
Sydni Craig-Hart says
Thanks for the post Claire! And congrats on the work you’re doing to grow your business. Without knowing much about your target market or ideal client, I don’t know if these offerings definitely speak what they want and what they need. I suggest you do a brief survey of a few individuals within your market to find out everything you can about their needs, challenges and desires. You want to find out what solutions they are really looking for. And then package your expertise in a way that gets them from Problem to Solution with the least amount of effort in the quickest amount of time.
Please keep me posted on your progress!
Warm regards,
Sydni
Kathleen Gage says
Excellent post Sydni. You are spot on with the point of offering several choices on solutions. The fact is, not everyone will want, or be able to afford, one on one solutions. Perhaps an information product or group training that provides a less costly solution will work for some while for others, they want the more personalized solution.
Nice post.
Sydni Craig-Hart says
Thanks Kathleen! You’re absolutely right! Offering an information product or group program is a great way to offer your ideal prospects solutions they need and to help build that know, like and trust factor. I appreciate you highlighting this!