Tell Your Prospects How You Save Them Money | B.I.R. Building Relationships

This is an excellent post from Building Industry Relationships that highlights another aspect of presenting value when courting clients. For service industries, value is the main offering that successful companies provide. Often the term is used in reference to perceived value, or “the relationship between the consumer’s perceived benefits in relation to the perceived costs of receiving these benefits.” In this case, Karen Davis discusses the more conventional meaning of value – saving money.

At a time when people are pinching pennies, let them know how you your services can save them money in the long run. Their time is money. Their research effort is money. Their mistakes – money. Show your prospect the financial benefit of choosing you.

- The financial benefit of choosing you over your competition, whether you’re in a job interview or trying to sign a contract.

- The financial benefit spending a little more time in the pre-design phase before moving on to construction documents.

- The financial benefit of moving forward with the project today rather than waiting a few months.

- The financial benefit ordering the finish material now, not two weeks before it’s scheduled for installation.

Clients like to hear how you can save them money. Showing and telling them how hiring you can give them a higher return on their investment could seal the deal.