can you leave behind a toy? a cheat sheet?
by sandi smith leyva
the accountant’s accelerator
want to charge more for your services? one way is to offer clients more value. your fees and your value to the client should go hand in hand.
here are nine ideas to increase your value to your clients:
1. offer a guarantee.
you might feel like offering a guarantee is taking on a lot more risk than you’d like to, but this is a myth. when you offer a guarantee, you help to lower the perceived risk your client feels they might have when deciding to do business with you. this greatly increases the number of clients who will take that chance, even if they don’t know you very well yet. the surprising truth is that very few people will take the time to ask for a refund, making the increased sales far more valuable than the few returns you’ll need to process, if any.
more on small-firm growth strategies: 3 ways to get to ‘yes’ with prospects | 5 cures for the summertime blues | design your business around your strengths | two daily rituals: focus and measure | 5 cool ways to streamline data sharing | 3 tips for following up with prospects | 5 ways a deadline can help close a deal | 7 ways to get new revenue from old clients | 9 ways to increase sales through ‘power networking’ | 3 ways to test your revenue forecast | whip out the wow factor for clients | if you’re a ‘best-kept secret’ cut it out! | take advantage of 4 key marketing strategies
set limits, qualifications and perhaps money on your guarantee, such as time frames, restocking fees and requiring products to be mailed back in good condition. that way, you reduce your risk of running into the few people who will take unfair advantage of the system.
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