Last week, we had a little “mid-year pep talk.”
After a good locker room session, it’s good to enter Q3 and Q4 with a solid gameplan. And a solid gameplan, of course, means good plays.
As it relates to your business, we’re talking about the actual offerings you convey to any given customer.
For Chick-fil-A, it’s the chicken sandwich. For TOMS, it’s a “one-for-one” pair of shoes, and for McDonald’s, it’s the McRib . . . sometimes.
Your offering is only as good as the ease in which you can describe it.
Let’s break that down.
Establishing Clear Pricing For Your Customers
“Mystification is simple; clarity is the hardest thing of all.” -Julian Barnes
The first thing we’ll address is pricing. Why? Because it’s the first thing a prospective client wants to know. When they ask (and they will ask) about your price, the last thing you want to do is beat around the bush.
Prospects will know when you’re avoiding the price of your offering.
Set your price based on the value of your offering. And when you do . . . stand your ground with confidence. You know what your offering is worth, and you shouldn’t have to fluctuate the price on every sale just to make it work. This is obviously easier said than done, but it’s incredibly powerful in practice.
Ways to Pay
Although this is another tip on price, it’s just as important.
Cell phones are expensive. And even though cell phone companies should also stand their ground (because we’ve now seen what they’re worth to people), many have payment plans that make phones an easier palm-sized-pill to swallow.
Offer your customers different ways to pay — whether that’s all-at-once or month-to-month. Also, give them multiple options for the method of paying: phone, fax, mail, online, etc.
Clear and Upfront
This is where clear, succinct communication comes in handy.
If you’re face to face, can you articulate your offering in 10 words or less? 20? If you haven’t already, sit down with your team and nail down a brief elevator pitch so that you’re ready to give an answer at all times.
When online, create solid copy that is simple, easy to read and includes the pricing upfront.
This is two-fold . . .
Please include your contact information in any and all offerings — online or in-person (have those business cards ready).
And then, once they reach out, make sure you’re quick to follow up with them about your product and how it can help. You do not want to miss an opportunity to create a raving fan.
The remaining months of summer are a perfect time to hone in on your offering. The sun is out, the good times are rolling and people are ready to spend.
Now go tell them what it is exactly they should buy.
I’m grateful for our chance to serve you and your business — and we are dedicated to its success. We care just as much about your top line, as we do your bottom line.
Can other accountants say that?
Feel free to share this post with a business associate or client you know who could benefit from our assistance. While these particular articles usually relate to business strategy, as you know, we specialize in tax preparation and planning for families and business owners.
Dickmann Tax Group