Do you know your value? Value is defined as relative worth, merit or importance, with relative being the operative worth. That means that you and your knowledge are more important to some than to others.
For instance, you are obviously a lot more valuable to your family than you are to total strangers. Your knowledge, experience and expertise are worth a lot more to your ideal clients than a general target market. The funny thing is that many times the person, who values your expertise the least, is you.
And that is a major problem, because that hurts your business in a few ways.
Whether you are selling services or even tickets to your events, you have to communicate the value that you bring to the table. In service oriented business, whether it is coaching, consulting or done-for-you type services, like virtual assistance, accounting or web design, your expertise is the basis for everything. If you undervalue your expertise, your prospective clients won’t want to work with you. Sure you may get some clients, but your business will suffer.
It is the same way with your events. You provide tremendous value with your workshops and seminars, but unless you communicate that on your registration page, your seats will stay empty.
If you don’t value your expertise, you will not charge the rates that you deserve. If you offer done-for-you services and something takes you 15 minutes because you are so good at it, you charge just for the 15 minutes, rather than the tremendous value it provides for your client. Those 15 minutes could be saving your client 10 hours and hundreds, if not thousands of dollars. Charge for results, not for your time.
Another symptom of not knowing your value is overdelivering. Of course, it is not bad to give your clients more than they are expecting. That is part of excellent customer service and will create loyal clients. The problem comes in when you give too much.
For example, at your seminar you want to give so much value and so much information to your attendees that they end up overwhelmed. They go home with total information overload and completely unsure of what steps to implement. Unfortunately, when your attendees go home with pages full of action items, they end up doing exactly… nothing. That hurts your success rate AND the ultimate value your attendees get from you.
Value is extremely important in all aspects of your business, your sales and your event marketing. In fact, it is one of the 5 essential keys to filling your workshops and seminars.
To learn more about value and the other 4 keys to filling your events, join me for a complimentary webinar.