I recently read this blog by Jackie Nagel and knew I had to pass her information on to you. Often we think in order to draw in clients, we need a "good deal" so they'll want to try out what we offer. Here Jackie explains why that isn't the best idea.
Time is money when you’re in the service industry. Furthermore, you bring knowledge and expertise to the relationship with your client. Your time -- and expertise -- is not worth less because someone uses your services more often. In fact, one could argue that frequency of use is more valuable to the client. You know their history and are intimately familiar with their needs and values. Essentially, you save them time and money from not having to ramp up a new service-provider.
A more effective pricing strategy is to delight your clients through superior service that solves their problems and produces the results they want…and results they didn’t know they wanted!
If you’re drawn to do something special for your clients, consider providing a special surprise at the conclusion of your engagement. List your fee for your services minus a modest “client appreciation” fee that says, “We appreciate your business”. You’ll delight your clients while maintaining the financial integrity of your business.
In what ways have others delighted you? What do you do to delight others? We would love to hear your thoughts.
Jackie Nagel, Founder of Synnovatia, works exclusively with small business owners and entrepreneurs to improve business performance and accelerate business growth. This article first appeared on Synnovatia. You can connect with her here: Linkedin | Twitter |Facebook | Google +
