Newspaper article Coffs Coast Advocate (Coffs Harbour, Australia)

Undervaluing What You Offer?

Newspaper article Coffs Coast Advocate (Coffs Harbour, Australia)

Undervaluing What You Offer?

Article excerpt

Byline: Deborah Jackson

UNDERVALUING what you offer could be costing you both clients and money.

Here's how to spot the tell-tale signs and start turning things around.

What is holding you back?

One way to get to the bottom of what's going on in your business is to ask yourself tough questions, like aWhat's stopping you from moving forward?a

Recently a client answered that question by admitting aSometimes, the little voice inside me asks, a[approximately]Who needs my services and programs anyway'?a

aThe information I offer is basic. People already know this stuff.a

This feeling is quite common among small-business operators, but in my experience, is rarely true.

Don't overestimate what everyone knows

Because you're immersed in your information all day long, sometimes for years on end, it's natu- ral to start taking what you know for granted.

If you're in this position, you're probably over-estimating what everybody else knows.

The more you do that, the more you tend to undervalue your own knowledge.

But what's common knowledge for you is actually a secret that many others would do anything and everything to discover.

It becomes the answer to their most pressing problem.

It becomes the solution they've been praying for.

And that's when they call on you.

I've discovered that the more we teach things to our clients in simple terms, the happier they are, the more referrals we get and the more money we make.

It's not the elaborate teachings that people are looking for.

It's the practical and simple solutions.

Sometimes, your clients really do know some of what you know, but they need you and your advice anyway.

They may not have the discipline, accountability, resources or structure to implement the information on their own.

They might not have the systems in place, or they may simply prefer to spend their time on other things. …

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