When I began in sales, I was told that to make a sale I would need to demonstrate that the client would save time and money. For further emphasis, it was stated that time is money. There is much truth to these words.
Fast forward to entrepreneurship, from the start we are advised to offer free services as a demonstration of what we may provide in full. Along with most everyone I knew at the time, I followed the advice. But it went deeply against the grain of what I knew in the corporate sales arena. I always sold value that included impeccable customer service. This combination is what had my clients returning for more.
Value You Bring
The point to keep in mind as you move forward with entrepreneurial success or even in your career is to value the knowledge you do have. From prior experience, you possess unique perspective and approach for your endeavor. While it’s true someone else may have been in business longer, they do not necessarily know everything you do. Put a value on your unique knowledge.
As a community service gesture, offer to answer questions via email or on social media sites. The questions provide deeper understanding of what your audience needs and desires. The questions may also point you to developing a new product or service.
Time Spent
The note of caution comes to long-winded telephone conversations or attending events where you know full well your desired audience will not be found. Many people will justify doing so because being seen is essential for getting known. The flaw in this line of thinking is that we have so many ways today to be seen and heard without the expense that it all comes back to valuing your time and putting a price on it.
Win-Win
Reciprocity is a keyword that is frequently used in reference to reposting for those who repost for you. But in terms of you valuing your time, reciprocity needs to kick in where projects are concerned so that everyone wins with some type of remuneration. Doing business should never be one-sided. Even if you are a newbie in your field, if someone wants to work with you, there is something they see in you that is of value to them. And it is that value that should bring in the remuneration.
Recalculate
As you progress, make it a habit every six months to review the value you bring and the worth it provides others. Accordingly, adjust your rates to reflect the value you bring. Approaching this fairly and with integrity will lead you to the Smooth Sale!