Few people would disagree that the key to selling professional services is demonstrating the value of what you’re proposing to do. But it can be tough to quantify the expected value of a service–and even tougher to get clients to agree with your estimate.
Whatever the challenges of communicating value to your client, it’s always worthwhile to try to quantify it. Every service offer has at least one objective (or several), which might be to increase, improve, reduce, or create something. You might add other categories to the list, such as what you can help clients avoid, for example, but you get the idea.
In the chart below, I offer 34 alternative sources for client value, organized into four categories. When you examine your service offer or sales proposal with these categories in mind, it’s easier to imagine the range of possibilities for expressing client value. This list is not exhaustive, but it should prod your thinking.
I’ve created the world’s shortest e-Book (one page) with this chart for you to use. Download the The World’s Shortest eBook: 34 Sources of Client Value.
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