“If you think it’s expensive to hire a professional to do the job, wait until you hire an amateur.” – Red Adair

In a world where money isn’t as fast flowing as it may have been a few years ago, it can be very easy for us to forget the value and worth of a product or service, and to concentrate more on getting the best deal. But for those of us in business, how can we expect our clients to appreciate our service value if we cannot understand it ourselves?

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To achieve this, it’s important that you take the time to get to know your clients and your competition. Ask yourself what is it that your client needs from the service you offer? What can you offer to fulfill these needs? Is there anything you can give extra within the service package? Once you understand what it is that you have, you can compare it to what your competitors offer – you will then start to understand the true value of your service.

Knowing this information can prevent you from developing an awkward situation with your clients. In my own past experiences there have been times where clients have approached me for discounts or told me competitors may offer cheaper rates. I usually explain in detail the level of service I am offering to the clients and how that adds value to their project and makes them more profit.

So in short, make sure you are clearly connecting the value of your products and services to your client – with all the information they’ll soon understand that you’re the right person for the job!

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Want to reproduce this article?

Yes you can, as long as you accredit it to David Emery at Virtechs, and attach the following
bio at the bottom:
Virtechs Ltd are experts in Building Information Modelling (B.I.M.). The company provides
architectural services for a range of clients, and is one of the few companies in the U.K.
with real-world experience in 4D and 5D design on projects up to £60m. They have been
commissioned to speak all round the U.K. at seminars and other events, and have taught
users, students and university lecturers the efficient use of ArchiCAD.


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