Why Articulating value is important.

“Consumers determine value by comparing the benefits they expect you to deliver with the sacrifice they will need to make to acquire your product”

God marketing talk sounds dry af sometimes right?

But this is something I’ve found is important to consider when you are in front of a potential client.

Every client you meet with is thinking “will this thing be more valuable than what I pay you for it”

Can this designer deliver what they promise?

Could I do it myself cheaper or get my cousins, brothers, sister to whip something up for me?

Do I really understand what I’m paying for here or is it a bit of a grey area?

That last one is probably most important.

If the client doesn’t understand clearly what you will do for them and how it will positively affect their business then they could go cold on the idea.

If you can’t explain clearly what they are paying for it can seem suspicious.

There is risk involved.

If you don’t come through, could they lose…

Time?

Money?

Face?

From my experience it's our job to lessen that risk as much as possible, create more certainty with the client so they feel safe buying from us.

Weigh the odds in our favor of risk versus reward.

I’ve found this only gets more important as we grow as business owners, and raise our prices.

Articulating your value clearly starts with the very first time the client encounters you in the market.

Subtle things we do or don’t do mean we get that job or we don’t.

This week I’m going to be talking about a framework we teach in our Creative Operator program called the Client Clarity Map.

It’s meant that our clients have been able to raise their prices (in some cases double them) and feel more confident pitching to bigger clients (all the while getting more yeses and less no’s)

If that sounds useful for you, leave a comment or DM me via the ‘say hi’ button at the top of this page and I’ll sort you out.

Hayden