What do you offer?
Be clear about what you do. Make sure people know exactly what services you offer, and what services you don’t offer. This will help eliminate any confusion, and create value for your time by not wasting it. For the same reason, you should always list your rates clearly on your website or wherever you sell your service. That way people know exactly what they are getting and exactly how much they are paying for it.
How do I know you’re any good?
Constantly update your portfolio. If you don’t have anything on your website to give people an example of your previous work, then it will be difficult to get them to buy your services. Plus, as you improve at your service, you’ll want to update your portfolio to reflect your current skill. In the same light, when you get a great review, use it to your advantage. A good testimonial is like someone vouching for you. Highlighting glowing reviews lets people know that your good at what you do and that you take pride in what you do.
Why Should I Choose You? And What’s Going to Keep Me Coming Back?
Getting a prospective customer to choose you over the competition initially can be challenging. One way to get a leg up is to offer free or heavily discounted consultations that are easy to book. This will allow you to open a dialog with the customer, and convince them that your service is the way to go. Once you have your foot in the door, your new focus should be client retention. To keep your client from straying, you should offer value-added services that make it too good for him/her to leave. For instance, if you were a chiropractor, you could offer a free five minute massage with the purchase of a 30 minute chiropractic adjustment. Customers who feel like they got a bang for their buck are more likely to be loyal. So make sure to go that extra mile.
What Should I Expect?
When dealing with a customer, it is very important to manage expectations. If you are given a project for instance, you should be very open and honest about how long you think it will take and how much it will cost. This way nobody gets slighted. Don’t say you can get a project done in a certain amount of hours, when realistically you can’t. Then you’ll either have a quarrel with the customer, or have to work unpaid hours, decreasing the value of your time. Either way, its a sticky situation, and one you definitely do not want to find yourself in.
Know the value of your time.
Your time is your product, so sell it like a pair of shoes. People have to pay for it. Don’t hand out freebies if there is nothing to gain in return. Wasting your time costs you money, and actually decreases the value of your time, which costs you a lot more money. And nobody’s a fan of that.