You Are Not in Business to Be “Money-Saving”

You’re not in business to be “money-saving.”

You’re in business to make a positive difference in the lives and businesses of your clients.

And that costs money.

If you make your message all about being “money-saving,” if that’s the very first and foremost thing you’re talking about, that’s code for “cheap.”

And guess who that attracts? Cheap clients who don’t want to pay for anything.

If you make those people your clients, you will always be broke.

So, ask yourself. Are you in business to be cheap or are you in business to make a difference in the lives of your clients?

If it’s the latter, then focus on that message, NOT on discounts and savings and free this and that.

When you do that, you’ll get clients ready and willing to pay well because they aren’t there for the free or cheap buffet, they are there to have a difference made in their business.

4 Responses

  1. This was a good reminder for me Danielle. It’s frustrating to have clients that don’t value your hard work to make their businesses more successful and as much as I’d like to expand my income I know offering cheaper or downplayed rates won’t be a solution.

    I’m definitely keeping this in mind while restructuring my website. Thanks, btw- love all your post!! 🙂

  2. Lisa Santos says:

    Danielle, this is great post! I couldn’t agree with you more. I have found myself so many times practically giving away my services to clients and all I get is “pain the butt” clients who expect more but don’t want to pay for it. Thank you for this reminder on how I you should always handle my business.

  3. Catherine says:

    Ugh! This particular post is one of those “tough love” kind of subjects for me. I completely agree with you, Danielle, and I agree with both Olivia’s and Lisa’s comments as well. I know that what I do offers a valuable service to my clients, and that my time, experience, and expertise is a valuable commodity, but I am often guilty of being led “down the garden path” and allowing a client to make me feel like I’m being “greedy” or “self-serving” by asking them to pay my prices.

    Being new to the “online” form of my kind of business (Virtual Administration and Business Management), it is not unusual for me to question whether I am pricing myself out of business or not. Then I remind myself that pricing my services too low sends the message that I may not have confidence in my abilities, or that my services are not quite “up to standard.” I have learned that business owners will pay my prices once they discover my work ethic and begin to trust me. As such, I’ve learned how to put first things first: build the relationship, gain their trust, and then get to work!

    Thanks, Danielle, for reminding us that our time and expertise is just as valuable as our clients’ time and efforts. After all, isn’t that why we do what we do — so our clients can focus their time and efforts on what is important to them? It’s OUR difference that makes the difference for them. (Gee… I think I have a new mantra!) 🙂

  4. Yeah, there are two root causes that perpetuate this problem:

    1) Talking to the wrong audience (i.e., cheapskates, people who have been conditioned by the Internet to have a yard-sale/vending machine mentality); and

    2) Not knowing how to create a proper marketing message in the first place, which results in “bribery” (i.e., bribing people to work with you because you’re “affordable” and “money-saving” and “cheaper than an employee” and all the myriad similar messages).

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