<img class="aligncenter size-full wp-image-6133" src="http://beyondbridges.net/wp-content/uploads/2015/12/unique-selling-proposition-e1418250350839-653x339-1.jpg" alt="unique-selling-proposition-e1418250350839-653x339" width="653" height="339" />Good sales practice is to always sell value. Easy right? But, Lawyers, Accountants, Plumbers, Electricians, Taxis, Personal Coaches ...... all sell their services by the hour.
I don’t want to buy 30 hours of my accountants time, or 512 hours of my web developers. I need my taxes done or my web site built. That’s what I am paying for. Unfortunately we are trained to think that way. It’s wrong. For both seller and buyer.
I have long argued that the idea of charging cost plus margin, by the hour/day is for the birds. Value is where it is at. The challenge is having enough belief in yourself that you consider what you have to offer is worth it. It’s a big hurdle that Shawn is hitting head on. Good for him. Now if I could do the same for myself !!!!
Cost is the time and money it takes to make the product.Price is what you sell the product for. (Assuming it’s higher than your cost, then the difference is your profit.) Value is what your product is worth in the eyes of the people who buy it.
<a href="http://beyondbridges.net/wp-content/uploads/2015/01/Value.jpeg"><img class="alignleft size-thumbnail wp-image-3338" src="http://beyondbridges.net/wp-content/uploads/2015/01/Value-150x146.jpeg" alt="Value" width="150" height="146" /></a><a href="http://99u.com/articles/38599/what-should-i-charge-how-to-justify-your-freelance-rates" target="_blank" rel="noopener noreferrer">This is a nice piece</a> form <a href="http://99u.com" target="_blank" rel="noopener noreferrer">99U</a> around justification of freelance rates .... <strong>I just think the rules are equally valuable to anyone selling.</strong>
Bottom line according to 99U – think of your value.
Bottom line from me – same thing. Whatever you are selling sell the value, the RoI, because people don’t buy your stuff – they buy what your stuff will do for them.