THE BEST (AND EASIEST) WAY TO MARKET YOUR SERVICES

In a service business, no matter who you are dealing with, your first question should always be this:  “How can I make this person’s life easier?” This will go a long way in differentiating your service business from all the others.

How can you over-deliver?  Train yourself to provide so much value that your client can’t help but say “wow!”

For example, any accounting firm can prepare taxes. What makes yours special? Your clients need to know what makes you best suited to understand their pain points.

You never want to use your client’s goodwill with you for the sole purpose of increasing the fees of your business colleagues through referrals. This is particularly bad if they offer absolutely nothing of value to your client.  This attitude will eventually destroy your business.

Your client should always know that if they have a question or problem and they pick up the phone and call you, that you will have a solution. They know your network is extensive and filled with quality experts. Even if you don’t have the expertise to solve the problem, you can tap your network for the answer.

And your network is only happy to oblige, because you have surrounded yourself with people just like you, people that always over deliver, many times without expecting anything in return.

But I have to make money, you say? Yes that is true. Part of making money is establishing yourself as a trusted expert. This takes time and repeated exposure to your target market.  One of the easiest ways to do this is for others to market for you. Satisfied clients are only happy to talk about you and recommend you to others.

This is the value you receive when you do extra work for your client, not expecting payment for every phone call or meeting.

Remind yourself of all you have to offer when setting fees for your services. Quote your prices to reflect your value, and you will be more than happy to assist your clients with the extras.

Clients shouldn’t have to put up with bad service.  I don’t tolerate that in my life and I try to help people learn not to tolerate it in theirs. As a business person, your time is valuable. Don’t waste it on a poor service provider. If a service provider is doing something that bothers you, tell them. If they don’t fix it, ask yourself how much they really care about you, your business, and your success.

 

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