Skip to main content

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

Comments

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.
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.

Popular posts from this blog

Are You Ready to Monetize?

Last week I was a panelist for NAPO's Accelerated Learning Series teleclass on the subject of multiple revenue streams.  In case you missed the call, below are the questions the panelists were asked and my responses.  If you are thinking of adding a revenue stream to your professional organizing business and have questions, please post here.

What are your multiple streams of income?  I have four main categories of streams of income.

Client work including hands-on client sessions, coaching (I received my certificate of coach training with Denslow Brown and the Coach Approach to Organizers), Virtual Organizing (I received my certificate of virtual organizing training with Sheila Delson), subcontractors for large projects and when my calendar is full and Contained Home Consultant with The Container Store.Training Professional Organizers including, in-person training seminars, web-based education, downloadable business and client forms.Writing/authorship Author of Get Rich Organizing – …

Professional Organizer Industry Trends

If you are interested in the Professional Organizer Industry trends (1998-2007) such as this graph, contact me and I will share my findings with you. You can e-mail me at anne@professionalorganizertraininginstitute.com.
Niche Professional Organizers
Welcome to the first in our series of interviews with Professional Organizers focusing on their unique niche. 
This month we interviewedAnnette Admaskeof Back Up Your Life.

Anne:  Annette, Why did you become a professional organizer? Annette:  Quite simply, I wanted to help people. Longer version: I realized that my skill set—innate and professional—focused on helping people understand their needs, and then working with them to achieve their goals and “get it done”. I began my career as a stage manager in the theater, and the theme of helping people around me achieve a greater goal has remained consistent. Anne:  As a Professional Organizer, your unique niche is in helping others organize their life and legacy.  What suggestions do you have for those that feel overwhelmed by this task? Annette: First, take a deep breath! There are so many facets to life and legacy organizing, it is totally normal to get overwhelmed. Take a deep breath, and a pause, and don’t ge…