Know Your Worth Tip #2

The problem with knowing your worth is that you might be looking in the wrong place.  You think you’re valuable for one reason and your client think it’s another. That’s why it’s good to ask.

It’s also a good idea to confirm that you’re solving a problem that your market wants and will pay for.  It’s so easy to  fall in love with your services, knowing you can help, without realizing that, eh, nobody cares about that.

The end result is that you struggle to make sales and doubt whether you’ve got anything worth offering at all.  I’ve been there. I once did a ‘lunch and learn’ series for the local architectural society.  People flocked to the sponsored sessions but didn’t book any follow-on training.  I was puzzled.

Architects like the idea of being better communicators.  They want less drama with their clients and to chase fewer clients for payment.  However, their margins were so small they couldn’t dream of paying for consulting help for a ‘nice to have’ solution. They needed a custom solution that fixed a pain point before opening their wallets.

Solve the problems your client urgently wants to fix

How much for a cup of water in hell?  It’s pretty much priceless (I’m guessing, of course-lol)  To find the problems your clients are dying to solve (at a very good rate), here are a few tips.

1. Find top 10 sites where your clients hang out A google search for  ‘your topic + forum’ will reveal plenty of places to eavesdrop. Search these sites for their resources and links to add to your list of ‘listening places’

2. Scan the forum headings for discussions.  You can test your theories.  If there’s only two posts on your subject matter, 2 views and no replies, you get the idea it’s not a popular problem.  Conversely, if you see multiple discussions with lots of views and replies you are on to something!

3.Read the post and all the comments.  You’ll get a ton of goodies- blog post ideas, new product ideas,  ideas to avoid, and new people to follow or connect with. Most importantly, you’ll get a sense of what people are already doing to solve the problem and where your specific solution can be helpful. You’ll know how much solving the problem is worth to them.

For instance, my clients are independent workers, people who work at home for themselves.  One of the most popular topics on the various communities I’m a part of is is non-payment by clients.  That topic always has the most comments.  Further research shows that self-employed folks lose about $6k a year because of this problem.

When I put 2 + 2 together, it’s clear that a service or product that helps you have more productive conversations around payment expectations and non-payment is a winner.

It’s totally empowering to see your clients interests, needs, concerns in black and white and build your value from that.  No more guessing or hoping.  It’s almost like taking an order.

 

How do you find the specific problems that  your clients want solutions for?

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