What Are You Worth?

Hey,

It's Wednesday, and of course, I'm here blogging. If you're not reading my blog, poo poo on you. I have over 100 bog posts right now and I'm not a big salesman so you're probably reading these and learning all of my secrets, but hey, that's what it's all about right?

So let's talk about PRICE.

Price is a function of perceived value – YOURS and the client’s/patient's/customer's.

As you know, I'm a chiropractor, an acupuncturist, a weight loss expert, a copywriter, a drag racer, and a crazy man with lots of ideas, (oh yeah I have a new organic skin care line out as well that beats other skin care hands down and it's guaranteed to make you look better than you have in the last 20 years or your money back) and I like sharing them with you.

Now with that said, let's get back on the issue of VALUE.

Lots of ingredients go into baking the perceived value cake that you're going to offer to your customers, patients, and clients,

BUT...

for the most part, what you can charge for your services is a function of the VALUE a buyer attaches to the purchase and YOU attach to your worth.

Now I want you to think about that.

If I don't value the adjustment, what's it worth?

If you don't value what you do, how much are you really going to ask for it?

Price is a function of Value Now.

What you can CHARGE and what you actually charge is rarely the same thing.

Far too many business owners undercharge because they feel price is purely a function of competition or worse they simply don’t value what they do enough to get what it’s worth.

You've got to stop and think about that.

Go ahead, think about what I just said.

In order to charge more and get what you’re WORTH--- you’ve got to take some time and get very serious about measuring ONE thing – VALUE or results that a patient/customer receives.

Cool huh. Now what to know how to do it?

Here’s how to do JUST that.

Create a process that requires you to meet with every customer for something I call a “results review.”

Oh I forgot.

You might be doing this over the internet.

Hmmm.

Ever heard of email?

That's personal when you send them a survey through the
email and you're actually just copying and pasting it, but
they feel you sent it to just them.

Oh it's too hard to do that?

Oh okay.

I'm just trying to help you ... sorry.

You're lazy.

Oh well. Don't complain then about your VALUE.

Okay, that's enough ranting and raving. Let's
get back to business.

How you do this will depend on how you interact with your customers and patients – the KEY, however, is to position this process as a valuable to the customer/patient and not as research for YOU.

I would advise you to present the idea in the selling stages - “we know you’re going to receive incredible value and part of the way we deliver on that promise is a results REVIEW that ensures it.”

Your results review must be seen as a way for you to ensure the customer/patient received the value promised and measure actual value.

It’s also a great place to ASK for referrals!

One of two things will generally happen in these reviews

a) you’ll find you didn’t deliver, and that’s okay, because that’s how you FIX and improve

b) you’ll discover a tangible amount of value the customer/patient received and that’s awesome, because that can act as proof of value delivered and should give you the confidence to raise your prices.

Either way, this must be considered an integral part of the overall client experience and a wonderful gauge of where you and how you get better.

So...

What are you really worth?

What do you think your patients or customers think you're worth?

Do they really care?

Not if you're not sending them an email at least once a week.

Some people are destined for greatest, and others, well they're
going to read this, sit on the fence and never do anything.

Who are you?

Talk later,

Dr. Carney

PS Oh yeah, this is from me to you, since I'm a chiropractor and
I love to do outrageous marketing, and sometimes, yeah sometimes
it might go viral. Probably not, but hey, you could find value in
this post and you could forward it to someone. So go ahead, it's not
that hard to forward this.... thanks....