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How to Quantify the Value to Your Clients
Manage episode 344150907 series 3349708
İçerik Mark Wickersham tarafından sağlanmıştır. Bölümler, grafikler ve podcast açıklamaları dahil tüm podcast içeriği doğrudan Mark Wickersham veya podcast platform ortağı tarafından yüklenir ve sağlanır. Birinin telif hakkıyla korunan çalışmanızı izniniz olmadan kullandığını düşünüyorsanız burada https://tr.player.fm/legal özetlenen süreci takip edebilirsiniz.
Value is a slippery fish.
It’s hard to get hold of. It’s hard to grasp.
That is… until you can put a number to it.
Once you can put a number to value, it suddenly becomes clearer.
When you can quantify value for the client, they will appreciate what you do much more, and be far more willing to pay you the high price that you deserve.
The thing is, everyone values things differently. Value is subjective – (that’s why it’s so difficult to put a number to it).
So, how are we supposed to come up with a number that represents value to each individual client.
The simple answer… just ask them!
If you use the right questions (and then use the right techniques to explain the price), not only will you be getting pretty close to the client’s MAXIMUM willingness to buy, they will also be super happy to pay you that price.
In this episode you will learn:
✅ The contrast principle – and why it’s the most important communication technique
✅ What can you quantify?
✅ How to quantify the unmeasurable
✅ Why numbers are only part of the value story
✅ Taking it to another level with extrapolation
If you can put a number on value, you can easily come up with a value-based price, and your clients will be desperate to buy from you.
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