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Communicating Your Value



If you have attended my Professional Organizer Training and Education Program webinar or seminar you know the underlying message I repeat over and over is the importance and impact of communicating your value to your client.

I came across this video of Don Hutson on the subject of selling your value. It reiterates what I say and more. Bottom line, if you clearly communicate your value, your client will pay your price.

Your client's perceived value of your service must be equal to or greater than your price. For example here is what a client of mine said after working with me,
"It’s amazing; my desk is no longer a catchall. Nobody touches this space except me now—before I was the only one who didn’t use this space. I can find any piece of paper I am looking for and I know where to file paper when I receive it. I am so appreciative of Anne, I can’t say that enough. She coached me through the entire process. I feel so much calmer now that I can make decisions and manage my paper. I am in control and can navigate our “command central” with ease and confidence. You, Anne, not only cleared the clutter from my home, you cleared the clutter in my head. I have ADD and this is a freedom I’ve never felt. Thanks a million for your help Anne, you have made me so happy and you are worth every penny and much more!"Angela Coel
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Janet Barclay said…
It can be so challenging when prospective clients call and their first question is "How much will it cost?" Remembering to emphasize the value of the service before answering that question can make or break the deal in many cases.
July 10, 2009 at 7:09 AM
Anne said…
I agree. When a potential client asks me about my fee, I turn the question around and ask, "before we discuss fees let's talk about why you called--what is concerning you?" I want to talk with them about how I can help and the benefits [value] they will receive from my help before I talk about my fees.
July 11, 2009 at 7:32 AM
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