Sell on Value

Professional Service arenas are so competitive, with such a low barrier to entry, survival requires differentiation.  Value selling services is where the exceptional separate themselves from the ordinary. Luxury and premium consumer brands sell on value, not price. Some toilet paper has higher value, with advertising focused on that value, but it is still typically sold on price.

Sometimes, selling services is pursued similarly to selling products, on features, functions, and comparative price. You focus on the solution to the problem you are solving, but then ultimately drop to a price discussion, or the customer pushes you down to a price discussion.  Avoid the path to reverse engineering your proposal to an hourly rate. Focus the discussion on the value of what you are offering.  Arm yourself with value propositions in advance of the discussion, so you are ready to pull the customer away from comparative price to value.

  • Problem(s) Solved
  • Return on Investment
  • Increased Revenue
  • Improved Reputation
  • Reduced Costs
  • Increased Productivity
  • Expedited Results
  • Risk Mitigation

While the customer might not know what they need, which drives them to just wanting a smart person for a month, you should know what they need, and how you can deliver it for them. You should also know the value of that solution, not the price.

What is success worth?

I hope this helps.

If it did, please COMMENT and SHARE!

Osetion helps clients build, grow, and evolve their service businesses.  Feel free to connect, follow, or call to discuss how Osetion can help your organization develop, sell, and deliver service solutions to you customer’s problems.

Leave a comment