You must show how working with you will save your client time and money through the services you have to offer. You must show how working with you cost your clients less money overall than working with your competition. The key word here is cost, not price. Your fees may be higher, but at the end of the day, if your clients realized a reduction inthe overall costs they incurred in attaining their goals, you're a better value. Costs include time, money and level of frustration.
Many people think clients only want the lowest price available.
While price is an issue, it is not the driving issue in most cases. Here are seven ways to send that message - and position yourself as an invaluable resource. Create and Use a Resource Proclamation To gain a client's attention, you must first focus on the results you offer your clients, not on your services. A Resource Proclamation outlines what you have to offer your client in a simple and direct manner. This example is taken from Bill Bachrach's Values-Based Selling book.