You do this by positioning yourself as an invaluable resource. Positioning by these two methods only puts you in the same arena with all other sales professionals and no differentiating value. 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 in the 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. 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. Your proclamation should convey the bottom-line benefits and value your client will gain from a relationship with you, and should prompt your client to ask you for more information. Be simple .