Why Should I Pay You? (Part One)
When I was asked “Why should I pay you?” a few decades ago, I felt I had to defend or explain the value of what I do. As I’ve grown and begun to reflect on the past, it is clear to me that anyone asking why they should pay for my service — or questions my pricing — is probably not my ideal customer or at least a less-than-ideal customer.
These days, the minute I see someone hesitate over my fee, I let go. I realize that I make what I do look easy because I’ve been doing it almost 30 years. I’ve learned to clearly articulate my answers.
Sometimes I think anyone can do what I do. But consider this: If you were to start a tee-shirt business today — which I did about 30 years ago — where would you start? Do you have a list of wholesalers? Do you have a relationship with them? Do you go to wholesaler trade shows and get to know them?
If you want to do what I do every day — establishing and growing entrepreneurship ecosystems — are you connected with a wide network of entrepreneurs? Are you involved in their circles? Do you know who would be a good fit for what you are presenting, or do you just want to take your chances?
From my perspective, you don’t need to pay me. Maybe you shouldn’t pay me! Experience is a great teacher. Perhaps you should go out there and give whatever you want to do a try. Then, once you’ve tried and learned that there are things you should be doing, you are welcome to come back to me — maybe at that point you should pay me double since I will be saving you time, and showing you how to get the results you desire!
Stay tuned for Part TWO, coming next week
BEFORE YOU GO
We see our blogs as opportunities for dialogue. Please share your thoughts as comments.
- What value does your product or service bring to your customers?
- How do you judge the value you create for your customers?
- What other tips and tricks do you have to ensure that you provide value?
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Faris Alami is Founder and CEO of International Strategic Management, Inc. (ISM). He works internationally, presenting Exploring Entrepreneurship Workshops and other entrepreneurial ecosystem — related ventures.
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