![]() Testimonials, case studies, and social proof For example, if you’re a videographer, you could share stats about how many businesses use video content for marketing purposes. You can also use industry data to convey your value. If you have hard facts about how you’ve helped customers, it’s a good idea to place this front and centre on your website or marketing materials. Here are the highlights: Industry data and researchīrook recommends using stats and data as a way to demonstrate your value. In the clip above, Brook outlines the formula she uses for this-it’s definitely worth a watch. Once you’ve taken the time to discover what value you can bring to your clients, the next step is communicating it clearly. ![]() We put together this guide to make it easier to finding your USP-including a free USP template. This is also known as your unique selling point (USP), or value proposition. The more you listen to your clients, the easier it will become to identify what value you truly provide at the core of your business. Listen carefully to their answers in these conversations, your customers will show you exactly where you have provided value, and what they want most. When you’re on the phone or in meetings with clients, focus less on talking about yourself and instead ask lots of questions. You can send a survey to your existing customers, or use polls on LinkedIn or Facebook to gauge a larger audience. Feedback surveys are a great way to gather this kind of information. The best way to do this, Brook says, is to talk to your customers directly. You must understand what their problems are, what they want to achieve, and what they desire most in a service provider. ![]() To understand the true value you bring to your customers, you need to foster an active curiosity about them. Of course, demonstrating your value is easier said than done, especially if you aren’t used to talking about your value openly.įortunately, Brook has coached a number of business owners through this process, and she gave a few of her top tips: Be curious about your customers And you can say goodbye to the late-payers and price-hagglers who make running a business so challenging. Once you do this, you will start attracting clients who are willing to compensate you for your hard work and skill. Whenever you talk about your pricing-in person, on your website, wherever-you should focus on demonstrating your value as clearly as possible. Instead, pricing should be based on the value you provide to your clients and customers. It’s not just words on the page for a copywriter, or pushing pixels for a web designer,” Brook explains. “Value pricing is understanding what is at the heart of what we’re selling. How can sole traders overcome the issues that get in the way of them making more income? According to Brook, the best method is to shift your thinking about pricing and embrace what’s known as “value pricing.” How to change the game with value pricing And once you find a customer who is willing to pay the right price, you’ll realise those kinds of assumptions can end up losing you money.Īll these factors together mean money can too often be tight for freelancers-unless they take action and structure their pricing to start charging what they’re really worth. That kind of assumption isn’t based on anything but your own opinion. When providing a quote to a client, you may think to yourself, “There’s no way this person can afford that price tag!” Sole traders will find themselves waiting for tardy clients to pay invoices, which can cause long gaps in income.įreelancers will also make some costly assumptions, Brook explains. Instead, they put any revenue back in the business. Small business owners usually don’t pay themselves much of a salary. Why it pays to improve your pricingĪt the start of our conversation, Brook gave us three reasons why freelancers need to work hard to set the right prices.Īustralian business owners often make well under the national average in annual salaries. You can watch our full interview which is at the end of the post, or read through the article and enjoy some highlights from the video as you go. She’s worked with hundreds of Australian business owners and found that consistently, the taboo around talking about money and pricing is what holds them back.īrook joined us for a recent Freelance Legends interview to address the issue of pricing head on. And for some, even talking about costs and fees is uncomfortable.īut that’s part of the problem, according to Brook McCarthy, digital marketing expert and business coach. You may worry about how much your competitors are charging, or think you’re asking for too much. Setting the correct costs for your services can be a major point of anxiety. Brook’s guidelines for creating killer quotes and proposals.Brook’s formula for communicating value.How to change the game with value pricing.
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