Are your sales efforts value-driven?
This week, I’m re-reading an e-book I downloaded last year. The topic is how to switch from a cost or hours-based pricing model to a value-driven one. This fall, I’m taking its ideas to heart.
For example, your service or product shouldn’t be an expense for your client, it’s an investment in future growth. You don’t need to bill per hour if you ask for a small percentage of their increased profits. Part of this is educating your prospective buyer, and part is moving away from the “cost plus” revenue model that many of us use.
As I see it, most of us are in the “add value” business. We help our customers reach more prospects, increase their productivity, or make their lives better. Our job is to find out what our clients want, what their goals are (even if they don’t really know), and help them achieve their goals.
Want to read this book? Click here.
It’s a new season, let’s welcome it with new thinking.
We join a networking group to find new clients, learn about our partners and grow our companies. As seasons change, we can get complacent and set in our ways, but we don’t have to.
Every change in the weather can help us change our marketing skills. As we feel fresh breezes, we can learn new techniques to let people know who we are and what we’re great at doing.
Since it’s back to school season, consider taking a short course in your specialty; attend a workshop or training seminar.
These focused events usually get our creative juices flowing and bring us a wealth of new ideas; take advantage of them!
Boy, getting work is a lot of work.
One of the odd things about running a business is that the busier you are, the less time you have to market yourself. When you don’t have any work, you wonder how you might have lined up new prospects, but when you’re doing well, you often think things are great and won’t change.
Of course, that’s never true. It’s always important to plant seeds that grow into new opportunities every month, whether you’e flush or scrappy. Are you meeting new people? Revisiting prior acquaintances or prospects? Getting your message out?
You should make time to market yourself when it isn’t so important so when you are finally between gigs, you still have a stream of new opportunities lined up. Good luck!
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Creating a great email campaign isn’t exactly art…its more like creative science. For those of us who like quick takes, heres a short video explainer. Enjoy! Continue reading How to create Awesome Emails (video)