Post on 12-May-2015
description
How to Create Value, Attract More Clients and Charge Higher Rates to
INCREASE SALES!
Ray ReyesChief Executive Officer
Latitudes Training, Coaching and Consulting
www.latitudescoach.com
1
How to Increase Sales
• Create value• Attract more clients• Charge higher rates
6 principles to creating value1. Know your client2. What problems can you solve?3. Understand your client goals4. Do Customer Centric Marketing5. State your purpose6. Be an expert!
Create Value
Know Your Client
• Impact of the project on your client• Create a system• What is really important to the client?• Case studies• Problem solver or vendor?
Create Value
What problems can you solve?
• Win more business?• Communicate with existing customers?• Train employees?
Create Value
Understand your client goals
• Make more money? • Save time? • Be more competitive?• Know the ROI to show your client YOUR
VALUE• ROI for prospects
Create Value
Know the benefits
• What in it for the CLIENT?• Good translation – Bad translation• Competitive edge• Looking to the Future
Create Value
Client Centric Marketing
• It’s all about the CLIENT• How are you Helping, Giving or Serving?• Don’t focus on what you do• Share the problems you have solved
Create Value
State your purpose
• State your “WHY” before your “WHAT”• Passion attracts passion• Well defined Mission Statement• Be bigger than life
Create Value
Be THE expert!
• Focus, Focus, Focus• Expertise = Client needs
• Broader scope, more work, lower rates, less money.
• “Jack of all trades, master of none”.
Create Value
1. Focus, focus, focus be the expert2. Join your clients’ marquee associations3. Go to industry events4. Clients’ trade publications5. Communicate your expertise 6. Communicate your VALUE on your
website
Attract More Clients
Focus, focus, focus1. Identify a single industry2. Possibly a single discipline3. Stay updated4. Know the players5. Get involved
Attract More Clients
Communicate your expertise
1. Achievements and accomplishments2. What problems you have solved for other
clients?3. Work history4. Skills, training, technology5. Education
Attract More Clients
Communicate your VALUE
1. Website (mobile app)2. Blogs3. Emails4. Business cards5. Newsletters6. Client testimonials
Attract More Clients
Go to industry events
1. Client trade shows2. Award dinners and gala’s3. Association conferences4. Volunteer5. Holiday fund raisers
Attract More Clients
Client trade publications1. Advertise2. Contribute articles3. Subscribe
Attract More Clients
Associations1. Join the Association that your marquee
clients are members of2. Develop key relationships3. Become a Preferred vendor4. Be a guest speaker5. Co branded marketing
Attract More Clients
“Pricing builds or destroys value faster than almost any business action.” Frank Cespedes, Harvard Business School
Charge Higher Rates
1. Never compete on price 2. Solve a Problem3. Provide Value-Added Services4. Be the Expert5. Create Loyal Customers
Charge Higher Rates
Competing on price1. There’s only 1 of you- NO VOLUME
DISCOUNTS2. Be able to say NO3. There’s only 1 Wal-Mart
Charge Higher Rates
Be a problem solver1. Understand the project2. Ask questions3. How can you solve the problem?4. Identify and communicate the “pain” or
“goal” for the project
Charge Higher Rates
Be the expert!1. Remember YOU are the expert2. Explain the end-to-end translation process3. Understand the review process (reviewer) 4. Know your clients industry 5. Their industry – Your translation6. FOCUS
Charge Higher Rates
Loyal customers1. Constant Communication2. Ask them critique you (easier than asking
for a referral)3. Set expectations early4. Under sell Over deliver5. Try to get to know them outside the office
Charge Higher Rates
REMEMBER THE KEY TO CHARGING HIGHER RATES IS TO:1. Never compete on price 2. Solve a Problem3. Provide Value-Added Services4. Be the Expert5. Create Loyal Customers
Charge Higher Rates
Increase Sales!
•Am I creating value?•Am I doing what I need to attract more clients?
•Can I charge more?
Charge Higher Rates
THANK YOU!
rreyes@latitudescoach.com
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raymondreyes
www.latitudescoach.com
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