5 Ways You May Stop Clients from Seeing the Value in What You Do

womanstopsignDo your clients truly value your work, allowing you to charge what you’re worth, and trusting you to do more for them?

You may think you’re describing your work’s true value in conversations with clients and prospective clients, when you’re really not. Your clients may not be getting it.

If you’re not able to charge what you’d like to, it may be because you’re not communicating well enough — and if that’s the case, you can’t blame them for not knowing.

It’s not your clients, it’s you

This takes digging and thinking and putting some meat on the bones of how you talk to clients. It may be more you, than them.

Take a look at these five ways you may be talking about your work that stop clients from seeing how valuable you are:

1.) You may be doing work you don’t believe in

If you’re not well placed in your work or if you’ve chosen the wrong niche — if you really want to be a dog trainer instead of the copywriter you are (but you became a copywriter because it seemed more sensible, or your parents wanted you to be a copywriter) — it’s going to show in your work. It’s going to show in the way to talk about how you serve your clients. And it’s not going to sound as good to prospective clients as it does when they’re talking to someone who really really believes in the importance of their work as a copywriter.

You’ve got to be passionate, and sound passionate, about what you do in order to interest people in working with you — you’ve got to be so passionate that they can’t help but see the value in it. If you can’t be passionate about your work, find a way to be passionate about the way you deliver it.

Or do something else.

2.) You may be offering what you think your clients need, instead of what they actually want

People value what they want, not what you think they need — it’s that simple. The first rule of marketing success is to find a starving market, not to provide something you think is cool and then talk people into buying it.

Do you know what your clients really want? How can you talk to them about it?

3. You may be talking from your point of view instead of your client’s

Things often look very different from the client’s point of view — have you put yourself in her shoes? Have you put your offer in language that shows you understand what she’s up against? I love the C.S. Lewis quote, “What you see and hear depends a good deal on where you’re standing.” Yeah, and the same goes for what you value.

How does your offer look from the client’s point of view, and can you describe it from there?

4. You may be doing what everyone else is doing, or saying what everyone else is saying

Do you blend in with the crowd? Does your message sound exactly like your competitors’ messages? Do you “exceed customer expectations” or help your clients “get to the next level,” “live the life of their dreams,” or blah blah blah blah blah . . . Nobody values that stuff.

Heck, no one even hears it anymore.

5. You may be telling them what you are, instead of what you can do for them

Do you tell people you’re a coach or a web designer or a therapist and leave it at that? Very few clients are looking for people with titles. Most clients are looking for solutions to their problems, results, transformations, or things that will make them feel great.

What burning issue can you talk to your clients about?

If you think you’re doing pretty well on this list and your clients still don’t value what you do, well, it may be time to look somewhere else in the client pool — somehow, you’ve got the wrong clients for you.

Or, find something else to do that people will value. And then, find the people who will value it.

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