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How can you persuade a client to see the value in your services beyond price?

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As an account manager, you know that your services are worth more than just a price tag. But how can you convince your clients to see the value that you bring to their business, beyond the numbers? In this article, we'll share some tips and strategies to help you persuade your clients to appreciate your services and build long-term relationships.

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John Cunningham

We work with B2B organisations to transform and improve their sales processes, capabilities and results.
Mohsen D.

Change Strategist ? Operations Manager
Asha Kanta Sharma

Assistant Manager - Finance & Accounts Decimal Technologies | Fintech | Financial Accounting

1 Understand your client's goals and challenges

The first step to persuading your client to see the value in your services is to understand what they want to achieve and what problems they face. By listening to their needs, pain points, and expectations, you can tailor your solutions and proposals to match their goals and address their challenges. You can also use this information to highlight how your services can help them overcome obstacles, save time and money, increase revenue, or improve customer satisfaction.

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Mohsen D.

Change Strategist ? Operations Manager
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1. Demonstrate Expertise: Showcase your knowledge and experience. 2. Focus on Benefits: Emphasize what they gain, not just cost. 3. Case Studies: Share success stories from similar clients. 4. Customization: Tailor services to their unique needs. 5. Clear Communication: Explain the long-term advantages. 6. Address Concerns: Alleviate doubts or objections. 7. Quality Assurance: Highlight consistent high quality. 8. Compare Competitors: Show how you outperform others. 9. Guarantees: Offer satisfaction or results guarantees. 10. Free Trials or Samples: Let them experience your value.

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Asha Kanta Sharma

Assistant Manager - Finance & Accounts Decimal Technologies | Fintech | Financial Accounting
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To convince clients to see the value in your services beyond price, you need to understand their specific needs, highlight key features and benefits, provide case studies and success stories, emphasize quality and expertise, customize solutions, focus on return on investment, educate on long-term value, provide demonstrations or trials, compare total cost of ownership, address risk mitigation, use visuals and multimedia, leverage client testimonials, highlight innovation, offer added value services, engage in consultative selling, provide excellent customer support, create a compelling value proposition, and build and foster relationships. Tailoring your approach to each client's unique situation enhances the likelihood of successfully ties

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2 Communicate your value proposition clearly and confidently

The next step is to communicate your value proposition to your client in a clear and confident way. Your value proposition is the unique benefit that you offer to your client, that sets you apart from your competitors. It should answer the question: why should your client choose you over other options? To communicate your value proposition effectively, you should use specific examples, case studies, testimonials, or data that demonstrate how your services have helped similar clients achieve their goals. You should also emphasize how your services align with your client's values, vision, and mission.

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3 Show your expertise and credibility

Another way to persuade your client to see the value in your services is to show your expertise and credibility in your field. By sharing your knowledge, insights, and best practices, you can position yourself as a trusted advisor and a thought leader, who can help your client make informed decisions and achieve better results. You can also showcase your credentials, awards, certifications, or endorsements that prove your competence and reputation. By showing your expertise and credibility, you can build trust and confidence with your client, and make them more likely to listen to your recommendations and suggestions.

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4 Address your client's objections and concerns

Sometimes, your client may have objections or concerns about your services, such as the cost, the timeline, the scope, or the quality. To persuade your client to see the value in your services, you need to address these objections and concerns in a respectful and professional way. You can do this by acknowledging their perspective, providing facts and evidence, offering alternatives or compromises, or asking questions that challenge their assumptions or fears. You can also use testimonials or referrals from other satisfied clients to reassure them of your reliability and performance.

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5 Follow up and follow through

The final step to persuading your client to see the value in your services is to follow up and follow through on your promises and commitments. By keeping in touch with your client, providing regular updates, delivering on time and on budget, and exceeding their expectations, you can demonstrate your value and quality. You can also ask for feedback, testimonials, or referrals from your client, to show your appreciation and interest in their success. By following up and following through, you can strengthen your relationship with your client, and increase their loyalty and retention.

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Hannah Malloy

EdTech | Sales Ops | Military Spouse
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In every touch that you have with customers, you need to think "Okay, and?" If you aren't adding value and setting a next step, you're doing yourself and the customer a disservice. Sharing testimonials and collaborating with internal teams to provide additional layers of support are helpful value-adds. It should never be just a check in to see if they have made a decision, but something to make them want to say "yes!"

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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John Cunningham

We work with B2B organisations to transform and improve their sales processes, capabilities and results.
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Value is always personal; what I consider to be valuable you might not. The ultimate key to convincing your prospect that what your selling is worth the price you’re asking, is to understand what they value the most and to build your sales proposition around that. The account manager/salesperson who does this best wins (every time).

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How can you persuade a client to see the value in your services beyond price?

1

2

3

4

5

6

1 Understand your client's goals and challenges

2 Communicate your value proposition clearly and confidently

3 Show your expertise and credibility

4 Address your client's objections and concerns

5 Follow up and follow through

6 Here’s what else to consider

Account Management

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How can you persuade a client to see the value in your services beyond price?

1

2

3

4

5

6

1 Understand your client's goals and challenges

2 Communicate your value proposition clearly and confidently

3 Show your expertise and credibility

4 Address your client's objections and concerns

5 Follow up and follow through

6 Here’s what else to consider

Account Management

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