Selling Your Services - Watch Out For the Mindsets You Create
Whether you realize it or not you are creating a mindset about you and your business from the first point of connection with a potential client.
Many service providers make a critical mistake that costs them more than they realize.
Worse yet, they often have no idea of the impact of a seemingly harmless decision.
The first thing you must never forget is that you are in business to make a profit.
The second thing you must never forget is that every working relationship must be a win for your client and a win for you.
When these conditions are not met, you must walk away.
In an effort to get clients or get more clients many service providers think they should offer to work for a brief period of time for free.
The idea is that if you show a potential client how your service benefits them through personal experience they will then hire you to work with them on a long-term basis.
Wrong.
When you do this you've just created the mindset that your service has almost no value.
Why else would you give it away for free? Plus you've almost guaranteed yourself a low quality client if they do hire you.
Here's why offering your services for free or at a loss creates a negative impact.
Giving your services away or at a loss makes it seem like your service is of so little value you have to give it away.
Plus when you care more about the outcome than your client you can't expect a great outcome for either party.
The potential client who agrees to work with you for free enters the relationship with unrealistic expectations.
They expect you to produce a miraculous outcome in their free experience.
You know that's not likely.
If it were that easy to produce the outcome they wouldn't need you.
The potential client tends to be a spectator rather than a participant.
That means you don't get the cooperation and commitment you need to do a good job.
Plus they will often abandon the opportunity you've given them part way because they simply lack the commitment to follow through.
A free approach damages your ego, it costs you more than your time, and it doesn't produce the type of clients or referrals you expect.
Many service providers make a critical mistake that costs them more than they realize.
Worse yet, they often have no idea of the impact of a seemingly harmless decision.
The first thing you must never forget is that you are in business to make a profit.
The second thing you must never forget is that every working relationship must be a win for your client and a win for you.
When these conditions are not met, you must walk away.
In an effort to get clients or get more clients many service providers think they should offer to work for a brief period of time for free.
The idea is that if you show a potential client how your service benefits them through personal experience they will then hire you to work with them on a long-term basis.
Wrong.
When you do this you've just created the mindset that your service has almost no value.
Why else would you give it away for free? Plus you've almost guaranteed yourself a low quality client if they do hire you.
Here's why offering your services for free or at a loss creates a negative impact.
Giving your services away or at a loss makes it seem like your service is of so little value you have to give it away.
Plus when you care more about the outcome than your client you can't expect a great outcome for either party.
The potential client who agrees to work with you for free enters the relationship with unrealistic expectations.
They expect you to produce a miraculous outcome in their free experience.
You know that's not likely.
If it were that easy to produce the outcome they wouldn't need you.
The potential client tends to be a spectator rather than a participant.
That means you don't get the cooperation and commitment you need to do a good job.
Plus they will often abandon the opportunity you've given them part way because they simply lack the commitment to follow through.
A free approach damages your ego, it costs you more than your time, and it doesn't produce the type of clients or referrals you expect.
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