It’s very crowded out there no matter what field you’re in. If you think by offering your services cheaper you can get ahead you should think again. Do you plan on always offering cheaper services‚ always being over worked and under paid? Or are you thinking more along the lines of I just want to get my name and service out there and a lower price will help me do that? Playing the price game‚ using manipulating marketing to get clients in the door usually works in the short term but you are not creating a plan for long term success or loyalty. When you are willing to undercut yourself you are undercutting your own value‚ and the way others will see you? Even when those clients see the value and you try to raise your prices you usually lose most of those clients. They came in for the price‚ not you or the value they received from you. They May be very happy with the service they received from you but what brought them in was the price and if you no longer offer that price they look for someone who does. Price manipulation does not inspire loyalty.
For example a past client of mine… I had this client for years‚ I had done his website when I was first starting out and charged very low price because I was just starting out. He came to me for changes over the years but the last time said he had been reading my email marketing and blogs about putting more of himself and why he does the work he does and why it is important to him to do it right into his site. I was excited that my message was getting out there and people were reacting to it. We talked I suggested it would be a good time to do a redesign and add more of the why and how he does his business and not just the services he provided. He thought this was a good idea. BUT when I sent him a proposal to do this at a higher price he thought I was ripping him off. No consideration for the service I offered him or how happy he had been with his website or the comments he got on his website. He had paid such a low price for my initial service and that made him believe that that was my value. He knew I could do more now‚ I had advanced my business and what I offered‚ but to him‚ my value was still set at that low price. He flat out left and went to another web designer.
When you’re basing your business on price and not value you are setting yourself up for failure. I write these post for people in service businesses. People who work hard to provide the best service they can and help their clients to solve their problem and go onto a better life or business. This is not the kind of service that should be based on price but based on what you have to offer and the way you provide it differently that makes a difference for their clients. You are not just selling a coaching or a counseling package. You are not just offering to help them pick out the right pieces for their home. You are not just offering real estate‚ attorney or CPA services‚ you are bringing yourself‚ who you are‚ why you got into this field and all the way you can make the difference that leaves them happy and satisfied.
I’m sure that you have heard countless times someone talking about the service they received and how that provider took the time to learn about them and their problem. They felt like they were heard‚ that the provider cared about their problem. When the problem was solved they felt that was because of the person they were working with not just the service. The best working relationships and outcomes are not based on just providing the service. The best outcomes for the clients come from working with people who care about what they are doing and how they can help you. The ones that go that step beyond to make sure that the client is happy and fulfilled with the outcome. Your value is multiplied over and over when your clients feel that satisfaction of a problem solved by a person who cared.
“Your credentials do matter but what matters more is what you can do for your clients and how you do it.”
Basing this kind of service solely on price is a losing proposition. People looking for the kind of help that goes beyond someone just telling them what to do and then walking away or not listening to them and their needs are looking for the kind of service provider who cared about their problem. Of course‚ there are those that haven’t had this kind of help. They have never paid for these kinds of services in the past or have paid for some bargain service and got some help but not enough. These people need you to tell them more about how you can help them‚ more about you and how you provide your services.
How do you talk about your service when you meet someone new? What do you say about how you provide your service? What you say‚ your message must inspire them to see what more you can do for them. Your message should leave them saying “that’s exactly what I need in my life‚ that’s what my business is missing”. It should inspire them to take action. You are selling a service that you need them to take action on.
How do you provide your service? Do you start with the reason you got into this field? Was it because you knew you could help someone with your knowledge and expertise? Do you take the time to listen to your clients‚ find out about them and why they have the problem you can solve? Then you work with the client to help them solve that problem. This is what inspires others to you and your business. When you are offering all of this and have a clear message about how you provide your service you attract and inspire the people who need you the most.
“Inspiration does not have a price tag hanging on it.”
My advice‚ think about why you are the field you are in‚ what can you do to help and how you are why makes your service differently. Then go out and tell the world about it‚ you will be surprised how many people you will inspire!
“Usually when you walk away from a bargain service offer you think to your self‚ “I got what I paid for and nothing more.”
Need help with the defining your why‚ your message and how to explain what you do in a way that inspires others to take action. My Capture Your Essence Online™ program is designed to help you create a website with the right message‚ content and look for you and your business.
I work with my clients to help them take their knowledge and experiences and turn them into a message that attracts their ideal clients. My program is designed to get the right information for your website to stand out and attract the people you want to work with.
Capture Your Essence Online™ creating good looking sites with the information people are searching for.
Contact me today to learn if this process is right for you. You have nothing to lose and everything to gain.