I have a motto in sales: “It’s never about the sell, it’s always about aligning values and adding value.” In saying that, you may know how to align values with your clients by making what’s important to them important to you.
Furthermore, you may understand and have the ability to add value to customers, but what is your real value?
By “real value” I mean what value do you put on your time and skills?
I meet different people from all walks of life every week and nearly all of them have varying levels of “perceived” value. Often it’s not their “real value” this is measured, more so, their own opinions (accurate or otherwise) of what they are worth, which is more often than not, only a reflection of their self worth. Sometimes people even let customers determined their value; which is counterintuitive, as most customers want more for less, not less for more!
Get daily business news.
The latest stories, funding information, and expert advice. Free to sign up.
I recently hired a gardener to curb my ever expanding weed problem. In meeting him, I was interested to learn what his “value” was per hour. His response was $30 per hour. Interesting, I thought. Similarly, today, I met with my accountant who charges me over $300 per hour. Perhaps I’m paying too much or too less? But that’s simply my opinion of their value.
Males are destined to live on average to the ripe old age of 77, females, slightly longer. On average we work over 70% of our adults lives. Therefore, what you do and how you are rewarded for your precious time is indeed precious.
I think your life is worth more than $30 an hour, it doesn’t matter what you’re doing. And if everyone in your space is charging $30 per hour that doesn’t mean you should charge the same. You need to come up with ways to add more value and then charge accordingly.
Just remember, it’s often the little things that cost nothing that people value most.
For more Selling Strategies advice, click here.
Trent Leyshan is the founder and CEO of BOOM Sales! a leading sales training and sales development specialist. He is also the creator of The NAKED Salesman, BOOMOLOGY! RetroService, and the Empathy Selling Process.