I’m Cheap and Desperate

“I save you money.”

“I’m cheaper than an employee.”

Get free this, discounted that.

These are not value positions. These are bribes.

And it’s why you’re attracting cheap-minded, money-focused clients.

Bribery does not attract those who value the solutions you offer.

Bribery does not engender loyalty. The minute someone cheaper comes along, those clients are out the door in a hot second.

Because they didn’t hire you based on expertise, they hired you based on how cheap you were.

Bribery signals desperation. It portrays you as someone who is desperate instead of someone who is an expert who can truly help and is worth working with.

You can only frame yourself that way once you stop focusing your entire conversation on how little you cost and what they can get for free.

7 Responses

  1. Danielle,
    Great post, I like your comment and it really helps to keep self-esteem and self-confidence at a high level.
    Cheers
    Marie

  2. Annette says:

    Your words are always so on the spot! Self-confidence in what we bring to the table with our clients is crucial!

    Namaste

    ~Annette

  3. Natalie says:

    You definitely don’t mince words, I like that! Your honesty and straight forward attitude tell us how it is, plain and simple.
    Thank you!

  4. Bridget says:

    Thank you for this fantastic reminder. I was trying to “add value,” by outlining how affordable I was, and the discounts people would get. I want to attract clients who are happy to pay, and paying out of partnership, and not nickel and diming my work. Just edited my web copy. 😉

  5. Mirna Bajraj says:

    Excellent post Danielle! the message “save money with me” should be totally removed from our vocabulary… we will only attract bargainers… we must remark the “value” we offer to our clients. That’s our strength. Thanks for going straight to the point!

  6. Judy Reyes says:

    I’ve used this definition in my website:
    Value: when you’re looking to buy services for the best outcome or product possible, rather than shopping around for a “bargain” that may not be of high quality or have lasting results.

    I’m sure others can put it in better words. When I strive to be “the value choice” this is what I mean.
    Danielle and others, what do you think? What is your definition of “value.”?

  7. What I notice when I poke around on other industry forums and listservs is that far too many don’t understand the word “value.” That is, they don’t understand the context we are talking about when we use that word. They look at it as some kind of two-for-sale, as if it was about how much free stuff they can throw in, in order to bribe people to work with them.

    But that’s not what we mean by value at all. Essentially “value” is about what clients get beyond what they pay for. It’s about all the intangible ways we improve their circumstances, far beyond what they pay in mere dollars. And if you want to attract the value-minded clients, you have to stop using bribery.

    So when we talk about value, talk about these things:

      Reduced administration
      More free time
      Improved business operations
      Streamlined business operations
      Automated business operations
      Condensed workload
      Faster progress
      Quicker completion and implementation
      Improved service to clients and customers
      More professional image and relations
      Less work
      More energy
      More mental space
      More convenience
      Improved profitability
      Improved flexibility
      Less aggravation and stress
      Strategic support
      Improved efficiency
      Improved effectiveness

    What else can you add to this list? (Hint: DO NOT refer to freebies, discounts or other bribes whatsoever)

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