September 24, 2020

“How do I educate buyers about the value of my services?” and more...

In today’s group coaching session, we had a bunch of good questions that touched on topics like:

How to educate buyers about the value of your services
How to determine the financial value of an “upstream” contribution like branding
How to capture, manage, and publish your “big ideas” to build your authority
How to get started in a psychographic niche market
How to convert job postings into consulting engagements
How to escape the hamster wheel of always having to learn new technologies
What to do if your self-worth is preventing you from raising prices

We also did a 20 minute home page teardown that I think will be very helpful to anyone struggling with an ineffective website.

Good stuff!

Here are some of the questions I answered today:

What are your thoughts on using your content to help educate the buyer on the value of your services? I’m a vertically positioned management consultant (ad agencies), and I have a platform speciality. I deal with software implementation so the "costs of implementation failure", or "the value of an erp system"; or education about metrics and benchmarks ("Gross Profit per employee should be $150k") so that they may have a clearer valuation prepared. (timestamp: 1m 21s)

If the value of my services are upstream and I can’t define a financial ROI for my services, you recommend pricing feelings instead (eg. customer satisfaction). In this scenario, how do you determine project value with the Why questions? (timestamp: 8m 31s)

It seems like to build authority, capturing and managing ideas is essential. How do you get good at capturing ideas as you have them, and nurturing them to become part of your toolkit, your content, your reference material, and your products? What kinds of workflows and techniques have helped you? And how do you manage your Big Ideas? Do you keep them in a specific place so you can refine and re-use them over time? (timestamp: 17m 59s)

It seems to me that self-worth is a huge barrier in raising prices. Do you agree and if so, how would you coach someone to realise their limitations are self-imposed? (timestamp: 27m 15s)

What’s the best practices you’ve seen implemented by people successfully pursuing the psychographics specialization in terms of nailing it down properly and keeping ’scanning’ for prospects? And is it a sensible move for someone in a situation of needing to earn in the short-term, or better staying with a easier specialization and then rethinking it psychogs when financial pressures loosen up? (timestamp: 35m 8s)

When I see a job description which might seem like a perfect role for me, how do I convince them that it’s best to outsource it to me on a contractual basis, rather than keep it in-house. Especially when the company says things like they want someone who will want to grow with the team and with the business? (timestamp: 47m 31s)

How can I overcome the sometimes endless litany of technologies that appear as a requirement for a role? On the one hand, I don’t want to be the cook, the bottle washer, and the waitress. But at the same time I need to show enough depth about their problem. If I start taking tech tools I’m experienced with off my list, will I not lose on potential opportunities, looking for something that doesn’t exist? (timestamp: 53m 38s)

(If you’re curious, you can review the entire list of past questions here)

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Yours,

—J

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