How do you add value?
What problems do you solve? What do you do to deliver a great customer experience?
There are a lot of posts aimed at entrepreneurs and small business owners around setting prices, not charging by the hour but by the result that’s only possible because of the years of studying and experience they have.
Totally true.
But it’s hard when you’re working in an industry that’s full of people charging by the hour. Chasing money. Lowering their prices to win a job.
If you know that you’re offering added value, that you’re solving your customer’s problems and you’re delivering great customer experience then you’ve already given your customers something else to care about.
If your customers are still coming across as if all they care about is the price take a moment and consider it.
8 in 10 consumers are willing to pay more for a better customer experience (source).
If there are cheaper alternatives to your business out there, why is your customer still talking to you about price?
Simply because they want everything you offer – what you sell, the added value you offer and the great customer experience. If they didn’t want that, they’d have gone to your cheaper competitor already.
They need to decide to just buy on price, or pay more and get a whole lot more.
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On the other hand, if you’ve read this and aren’t sure where you’re adding value, whether you’re solving your customer’s problems or if your delivering great customer experience, then don’t you think you should start? Find out from your customers what they want to achieve, what stops them, what slows them down. Then do something about it. It doesn’t have to be big, just a small improvement can make a big difference.