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Keep Your Existing Customers – Create Value in Everything You Do
By Steve Hurst | May 9, 2008
This concept is so crucial to the success of your business that by not doing this means you are leaving money on the table. If you are not creating value in everything you do in your business, you are going to be struggling all the time. In order for you to be successful, your customer has to see the “perceived” value in your products and services. If they don’t, they will go elsewhere.
One of the biggest questions I’m asked all the time is “How can I raise my prices/rates?” The answer to this question can be “many different ways” but the first way to start is by creating value in everything you do.
To illustrate this point, let me give you an example. This will work for any and every kind of business. For this example, I’m going to pick a service business, a computer repair technician. Most of the computer businesses that I have coached and consulted with, when they first see a customer or client, they go through a routine of checking items on the computer, a standard routine. Generally, if they’re checking out the computer, they’re looking at the cables making sure all are connected, checking other hardware components, software, you’re standard routine.
They tend to do all this as a “part of doing business”and it’s a process they take for granted. My suggestion is to “create a value” in this “checklist” of items that they are doing. I’m not saying you have to charge for this, but create a value. For the clients that I have coached , I suggest creating the “X (number) Point Diagnostic Checklist Analysis.” I have them figure how many tasks they actually do, assign a number to it and then create a value. Most of my clients create anywhere from $50-$400 (depending on if it’s home or business) value for this service and offer it to their customer or client as a “free” service.
Now here’s what they’ve done. These businesses have taken a task that they normally “give away” and created a value that their customer can understand and given it to them for free. Now the customer perceives the value of the services provided.
And this can be done with any business. Look at the functions, services, opportunities that you provide to your customer (and usually take for granted) and start creating value in everything you do.
When you create value in everything you do, you’ll start seeing major increases in your business.
To Your Success,
Steve
www.spnmarketing.com
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