How to Eat the Elephant
Published on Nov 22, 2015
Increase revenue for your knowledge work firm: licensed professionals, consultants, freelancers, and others with intellectual property offerings.
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PRESENTATION OUTLINE
How to Eat the Elephant
in Knowledge Work Firms
by Susan Trivers
Photo by Rafael Souza ®
There's an Elephant in the Room:
Photo by Arno Meintjes Wildlife
Why?
-Ineffective marketing
-Commodity Offerings
-Charging by the hour
Why You are the Best Marketer
- Only you know your value completely
- Only you can tell success stories
- Only you can create rapport with the economic buyer
- This is important because...
2. Know the Value Your Work Generates
These are your customer's outcomes
Why You Must Sell the Outcomes
- That is what they will pay you for
- That is what meets their business objectives
- That is what meets their personal objectives
Personal Objectives:
Status
Recognition
Fulfillment
Photo by Francesca Special K
3. Value-based Fees
Never charge by units of time
Why Your Fees Must be Value-based
- The fee is tied to your customer's obejctives
- You deliver the value quickly
- You're paid for quality not quantity
- This is the only WIN-WIN option
- And...
You free yourelf to acquire more business
Which leads to revenue growth
Susan Trivers is
The leading voice on growth and oportunity
www.susantrivers.com
Photo by Jeff Kubina
