At the end of a meetingย or having submitted proposals, there might be that niggling feeling, did we go in too high or played it safe because we wanted to secure the business?

It’s a common emotion, but with planning, you can overcome this anxiety. Being clear and confident about your value, focusing on the exceeding your client’s experience can be a great place to start.

Here are some tips to help you achieve this:

โœ… ๐—ž๐—ป๐—ผ๐˜„ ๐—ฌ๐—ผ๐˜‚๐—ฟ ๐—ฉ๐—ฎ๐—น๐˜‚๐—ฒ:
Recognise the value you offer your clients -how much you improve their situation – by applying your skills, expertise, experience, and unique service offerings.

โœ… ๐—ฆ๐—ฒ๐˜ ๐—ฐ๐—น๐—ฒ๐—ฎ๐—ฟ ๐—ฝ๐—ฟ๐—ถ๐—ฐ๐—ถ๐—ป๐—ด:
Be transparent about your services’ fees and be prepared to discuss them upfront, with no hidden fees or unexpected charges.

โœ… ๐—ค๐˜‚๐—ฎ๐—ป๐˜๐—ถ๐—ณ๐˜† ๐—ฌ๐—ผ๐˜‚๐—ฟ ๐—ฉ๐—ฎ๐—น๐˜‚๐—ฒ:
You should be able to show the benefits clients gain from working with you or your business, such as time or cost savings or increased revenue, supported by relevant data โ€“ i.e. case studies or worked examples.

โœ… ๐—ก๐—ฒ๐—ด๐—ผ๐˜๐—ถ๐—ฎ๐˜๐—ฒ ๐—”๐˜€๐˜€๐—ฒ๐—ฟ๐˜๐—ถ๐˜ƒ๐—ฒ๐—น๐˜†:
Understand what you want and what constitutes a mutually beneficial agreement. Define your BATNAโ€”your best alternative to no dealโ€”and be confident to walk away if necessary.

โœ… ๐—จ๐—ป๐—ฑ๐—ฒ๐—ฟ๐˜€๐˜๐—ฎ๐—ป๐—ฑ ๐—–๐—น๐—ถ๐—ฒ๐—ป๐˜ ๐—ก๐—ฒ๐—ฒ๐—ฑ๐˜€:
The better you understand yourย client’s needs, including their pain points, desired outcomes, and the underlying job that needs to be done โ€”as Clay Christensen would say โ€”the more effectively you can tailor your pricing strategy to align with the value they will receive.

โœ… ๐—ข๐—ณ๐—ณ๐—ฒ๐—ฟ ๐—ข๐—ฝ๐˜๐—ถ๐—ผ๐—ป๐˜€:
Present clients with packages, each with varying levels of features and benefits, which allows the client to select the option that best fits their needs and budget while also allowing you to upsell or cross-sell additional services and make more revenue.

โœ… ๐—™๐—ผ๐—ฐ๐˜‚๐˜€ ๐—ผ๐—ป ๐—Ÿ๐—ผ๐—ป๐—ด-๐—ง๐—ฒ๐—ฟ๐—บ ๐—ฅ๐—ฒ๐—น๐—ฎ๐˜๐—ถ๐—ผ๐—ป๐˜€๐—ต๐—ถ๐—ฝ๐˜€:
Prioritise building long-term relationships based on trust and mutual respect while providing value. Demonstrating your commitment to their success can increase the likelihood of repeat business and referrals.

โœ… ๐—˜๐˜ƒ๐—ฎ๐—น๐˜‚๐—ฎ๐˜๐—ฒ ๐—ฎ๐—ป๐—ฑ ๐—”๐—ฑ๐—ท๐˜‚๐˜€๐˜:
It’s crucial to reassess your pricing strategy regularly. For instance, I recently spoke with a client who hadn’t adjusted their fees in four years. When they finally did, it led to client complaints. It’s essential to keep your fees relevant and not delay increasing them.

By implementing these strategies, you can prevent missed opportunities to increase revenue while delivering on customer experience.