by Donna Toothaker
As you are contacted by potential clients, how often do you find yourself being haggled, or “talked down,” offering discounts or extras, or offering a la carte services or hourly rates to sign the client on? Are you attracting price-conscious clients, who inevitably end up demanding more for less, and sucking you dry? If so, take a good look at your marketing materials. You are probably selling hours for dollars, rather than selling value, and it is causing you to attract the wrong clientele.
To attract the right customers, sell value by offering full-service solutions to your clients’ needs. Three big drivers for customers are:
Saving money. Everybody wants to spend less on the things they need, but that doesn’t mean you should cut your prices to attract clients. Show them how spending on your service solutions can save them money. An obvious angle is hiring a contractor (VA) rather than a full-time employee with benefits. Buying a complete package of your services is also a better value than hiring several different contractors to provide the different services, which often proves more costly.
Saving time. Offering comprehensive service packages is of significant value for time-strapped entrepreneurs, or start-ups that need help systemizing or building an online presence from the ground up. Again – by purchasing a complete service package from your company, they save a significant amount of time – time they would have otherwise spent searching for database specialists, project management specialists, web designers, SEO specialists, article marketers, or copywriters…or trying to figure out how to do it all themselves.
Making money. By signing on with your company, a potential customer is signing on a team. By doing so, he or she now has the ability to use the money and time they are saving (by hiring you) to focus on building their business, increasing their income, and concentrating on being the CEO instead of managing the day-to-day details.
Infuse these three drivers in your marketing materials to sell the value people get from working with you. By selling complete service solutions, you are selling value, not hours for dollars. You will attract better clients, and instead of selling your services for dollars, you will be working on satisfying projects and living your dream, while you help your client do the same.
Donna Toothaker is CEO, founder and coach of Step It Up VA Coaching. These highly sought-after VA coaching programs have been created for established, successful VAs who wish to create the 6-figure business of their dreams. Visit http://www.stepitupva.com to receive the free report, Top 3 Mistakes to Avoid in Creating a 6-Figure VA Business.
