Don’t Focus On The WRONG Thing

Fees are based on value, not on your time, which has no value to the client. You can always make another dollar, but you can’t make another minute ~ Alan Weiss Charging what your worth is less complicated than one might think. It boils down to two concepts. First, know the value of the results you deliver and second, know what you’re worth.

But for so many entrepreneurs they find the task of charging what their worth daunting. Why? Because they are focused on the wrong thing.

Instead of focusing on value, they are focused on benefits.

So how do you switch the focus to the VALUE of the results you deliver and away from benefits?

Here is four simple but powerful questions you can ask your clients to uncover and reveal the value of the results.

1. What will the outcome mean to you and your business/organization/family?

2. What is this worth to you/organization/family on a annual basis?

3. What is this costing you/family/organization in not getting help in achieving these results or in not taking care of this problem?

4. What does this mean from a qualitative/quantitative perspective?

These questions are going to help you get the heart of the matter for your clients and help reveal to them the importance of solving the problem they are faced with.

When asking the questions remember to be patient and persistent. You are looking for good, quality, detailed answers NOT answers full of fluff and air.

Asking these questions will make you look like a super star genius in the eyes of your clients as you uncover the truth behind their problem. Ultimately, this makes getting to a “YES” decision that much easier.

Practice them, try them on for size and let me know if it’s helping you focus on the RIGHT thing!

Maureen Campaiola, known by her clients, asthe DARE Coach is President of DARE To Be Phenomenal. As an accomplished business coach, author, speaker and entrepreneur Maureen spends her time in the trenches working on solving the unique problems of women business owners and entrepreneurs. She can always be counted on to deliver smart, innovative solutions to turn a hectic and draining business into a thriving, highly lucrative, smooth running, and fun money making reality. In addition, she is the founder of the wildly successfulSuccess Minded Women’s Business Network where like-minded and highly motivated women connect, support and engage in joint ventures. To learn more about how you can step into your greatness, accelerate your business, AND achieve all the personal and business success you desire visit: www.daretobephenomenal.com or email: maureen@daretobephenomenal.com