Five Steps To Getting The Fees You Know You Deserve - Deliver Your Value...
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Step Five: Deliver Your Value
Deliver your value and satisfy clients. Satisfied clients means repeat business, increased business with current clients, and referrals -- the holy trinity of success in a service firm.
The Good And Bad News
The bad news is, it is hard work to understand and articulate your value. The good news is, by demonstrating your value in the sales and marketing processes, you position yourself as a trusted advisor early on. So few firms make the effort to know, articulate, and sell their value. When you do, you differentiate yourself by the very act of positioning yourself not as "just a provider of a commodity service", but instead as the seller and deliverer of value.
About the Author:
Written by John Doerr.
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