Are your sales efforts value-driven?
This week, I’m re-reading an e-book I downloaded last year. The topic is how to switch from a cost or hours-based pricing model to a value-driven one. This fall, I’m taking its ideas to heart.
For example, your service or product shouldn’t be an expense for your client, it’s an investment in future growth. You don’t need to bill per hour if you ask for a small percentage of their increased profits. Part of this is educating your prospective buyer, and part is moving away from the “cost plus” revenue model that many of us use.
As I see it, most of us are in the “add value” business. We help our customers reach more prospects, increase their productivity, or make their lives better. Our job is to find out what our clients want, what their goals are (even if they don’t really know), and help them achieve their goals.
Want to read this book? Click here.