Why You Are Not Paid What You Are Worth
January 23, 2012 in Business Ideas, Featured, Headline
If you are not getting paid what YOU think you are worth then I suspect that there are a number of possible reasons.
The top two most obvious reasons are:
- 1. Customers don’t think you are worth it
- 2. You are not asking for the right fee/price
If the answer is Customers don’t think you are worth it then this is because of one of the following reasons:
a) They don’t know you’re worth it (the obvious answer)
b) You’ve not proved that you are worth it
In either case, the answer is because of your lousy marketing.
More often than not (especially for professional service firms) the issue is not one of competitive price (despite what the failing PSFs tell you). Normally the customer is not comparing your service with another competitor on price. Often he is not comparing your service with another competitor at all.
A third possibility to answer why Customers don’t think you are worth it would be:
c) You are not worth as much as you believe you should be
And if the answer is 2 – You are not asking for the right fee, then sort out the basic problem which was 1 – Customers don’t think you are worth it, and then ask for the right fee.
Robert Craven shows MDs and owners how to grow their sales and profits and focuses on how to do this in recessionary times.
He is a keynote speaker and the author of business best-seller ‘Kick-Start Your Business’ (foreword by Sir Richard Branson). His latest book “Grow Your Service Firm” is out now!
