The Desert of Arizona
Cloudy 58 Degrees
We experts sometimes do horrendous things to ourselves. One of the easiest is to keep value in our heads instead of getting it out in the world where it can do some good.
I think most of us can agree that the perceived value in the minds of our clients about what we do is extremely important. That’s something that can vary drastically from client to client.
It doesn’t matter how valuable YOU think it is, it only matters how valuable THEY think it is.
So here’s a question:
What is the value of value not perceived?
Absolutely nuttin’!
If you look at the work you do with clients, I bet it’s not too difficult to see a repeating process or journey you take them on. Some clients need the entire process, others just need a piece or two.
When you get a new client, you don’t have to make up the journey from scratch. You simply look at your process, figure out where the client begins, and execute.
This saves an enormous amount of mental and emotional energy AND it allows you to improve your REAL asset (the process) over time.
But it also allows you to increase the chances that the value you are providing actually gets perceived.
This “process” you have can get drawn out on a piece of paper, it can be given a name, it can even become the thing you’re known for! It is the methodology you employ to help a client move from point A to point B.
But it’s not so valuable if you keep all of that magic in your head and just talk about “deliverables” with clients.
You can’t do the prestidigitation in the dark recesses of your mind and expect a client to notice and pay for it.
Do it all out in the open. Do your diagnosis out in the open where everyone can watch the moving parts.
It’s a real challenge to get people to pay for things they can’t see or properly understand.