When Ego Gets In The Way Of Marketing-www.70qq.cn

Legal By Julianne Weinmann, Weinmann Marketing Lets face it. All of us are motivated, at least to some degree, by self-interest. Its a survival mechanism. We see the world through the filter of our own eyes. When you sometimes feel defensive in your business dealings, especially in a declining economy, its understandable, but when it .es to marketing your professional services, letting your ego get in the way can spell disaster. When designing a marketing strategy, its not just important to view your services and your offer from the clients point of view, its critical to your success. I have often listened to professionals lament that clients dont want to pay their feesor that clients .plain that fees are too high.and that clients are too demanding and dont understand what it takes to deliver results for them. And frankly, thats ego talking. Realize this: its not the clients job to understand what it takes for you to achieve results for them. Rather, its your job to educate the client on this point and to work as efficiently as possible to reduce your clients cost. And if your clients are protesting your fees, then they just dont get your value. Take a step back from the emotion and your ego. Take a deep breath. Then realize: 1. Clients will almost always question fees, thats their job. They are supposed to protect their own budgets and it is in their own financial interest to get the best deal on services that they can, and professional services are no exception. 2. Clients are less likely to question your fees if your fees are .petitive, if the value the client receives for the fee is obvious, and if the experience of doing business with you on every other level is rewarding. 3. Sometimes a .plaint about fees can be a disguise for the real .plaint, which your client may never have the guts to share with you. So, besides nursing a bruised ego, what do you do when clients .plain? Realize the three points above, educate the client, use marketing tools to make your value obvious, and continually improve the client experience. With regard to fees, sometimes the billable hour can be your worst enemy. Get creative with client contracts and consider providing project estimates, a results-based fee like contingency, a flat fee, or other fee arrangement. Heres a radical idealet the client choose from alternate fee arrangements. For those hidden .plaints, try eliciting feedback in multiple ways and the real .plaint will eventually surface. When it does, fix the problem. Ask for feedback by mailed survey, with a feedback form on your website, on social .working sites and in follow-up phone conversations. After every appointment, clients should be asked, how do you rate the service you received? About the Author: 相关的主题文章: