In several articles I have talked about this. The business model with which I agree, that I implemented in my professional practice and that I teach to my clients is a model of high added value services. What does this mean? It is a complete service, of high quality, of a lot of dedication with which your client is so delighted, that responds to what he really needs and that feels so accompanied in the process, that money becomes an accessory and, although he It costs (because nobody said that all our clients will have an economic pass in which money does not affect), feel that you are taking much more than you leave.
Why should you choose this model of high added value services?
You should not confuse the offer of professional services with the sale of products or goods. Even when the products are infoproducts (so known to those who “pack” your knowledge such as courses, training, books) the strategies used are quite different. Because the objectives are different. Once you create an infoproduct or when you have a good to sell, you want it to reach as many people as possible. You are looking for massiveness because the investment has been made only once and what you are looking for is return over and over again.
But when what you offer is a service that requires your dedication, your time, your professional ability and your knowledge, do you see yourself working with 100 people at the same time? I think the answer is clearly NO. Unless you are willing to give poor quality services, compromise your physical integrity working 14 hours a day or damage your credibility by not complying with your services, it is not a good idea.
Massive or Exclusive?
Of course you can think of having several dozen clients when you have a business structure of collaborators and partners, but as I always remind you, people like exclusivity, we feel good when a provider of our services shows us his face, he is there for us and is dedicated to our problem as if we were one of its few and exclusive clients (even in processes prior to the delivery of the service, such as the sale). In any case, it will always be your decision to go for one or another strategy. What you should take into account is which is more convenient and profitable for the business stage you are in.
For example, I have a wide dedication for each of my clients, which would not allow me, for example, to work with 20 people at the same time. This is vital in my professional practice and it can be in yours, because the strategies that you must implement, far from taking you to the massive, must achieve for your clients the exclusivity and specialization that they not only want, but also need.
The high added value services strategy
But of course, this is not so easy to implement so that your business is profitable and can live with less than a dozen clients, although it is not impossible either. Today I share with you 4 of the most important keys that you should consider to generate High Added Value services:
Key number 1: Results-oriented services
That is where the true added value is. If your service helps a client break free from a problem, then what you offer is a solution-oriented service. If your service helps a customer to solve a need, then you are offering a service oriented towards transformation. In any case, your value-added service is helping a customer go from state A to state B. And your customer will pay for that transformation or solution, and not for what you will do to help them navigate that path.
Key number 2: Values implementation more than information
As you have surely heard me say several times, what is valuable is not the information but the implementation of that knowledge. One way to highlight your services is to offer a lot of support that helps your clients get started. One of the reasons why my clients have decided to work with me has to do with this point: accompaniment, help for unlocking, problem solving, these are factors that will make your client feel frustrated along the way and that's where you should act. to ease the burden. Remember, the hardest part is not learning the tools, but putting them into practice.
Key number 3: Post implementation is also vital
When most suppliers or business partners feel like their job is done, you can stand out by demonstrating that you still have more work to do to assist your customer. This is where you will be differentiating yourself: post implementation, follow-up, periodic support, the format you choose and that best suits your style of service, but accompany your client even when he achieved his goal, because the most important thing now that he has already got there, is to be able to maintain and continue improving (something that is often difficult without proper guidance).
Key number 4 - Exceeds your expectations with more added value
But for this, you must know their expectations. You always have something else you can offer him. Additional training, a book, a gift subscription, etc. Find that they are additional that your client loves but that they do not cost you more money. This is essential so that you continue to keep the business within the profitable margin, even while you are offering more and more to make your client delighted with your services.
I hope you found these 4 keys interesting to transform your offer into irresistible services with high added value. Which of these keys will you implement first? What specifically will you do in your service to transform it into a High Added Value Service?
