Psychological Dance Steps
To be successful in your solo or small firm professional services practice, there are a few “psychological dance steps” you must absorb. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.
TRANSCRIPT
John Ray: [00:00:00] Hello. I’m John Ray on The Price and Value Journey. To successfully build your professional services practice, you must learn a few psychological dance steps- I guess I would call them – with yourself.
John Ray: [00:00:15] You must understand the value of your intervention to the client. You must understand that it’s not about what I’m worth. The IT is the client’s perceived value of the outcomes you create for them.
John Ray: [00:00:32] You must not allow this realization to affect your confidence in yourself or the services you provide. Speaking of confidence, you must be told you’re too expensive on enough proposals to know your pricing is close to where it should be. You can’t be so needy for affirmation that you allow objections to cause you to discount to win business, and that move will fail anyway.
John Ray: [00:01:05] You must be bold enough to walk away from clients who you know are a bad fit for your practice, not just for you, but for them. You must be humble enough to acknowledge that you’re not the best provider for all clients. You must be grateful for the confidence clients place in you. Humble enough to recognize that you must always look for ways to deliver value, whether that benefits you or not.
John Ray: [00:01:40] You must realize that clients change, and you may not be the best fit for them indefinitely. And you must realize, of course, that you change as well.
John Ray: [00:01:51] And with all of this, you must give yourself a little grace and realize that you’ll never get it all exactly right. I know that’s true for me.
John Ray: [00:02:04] I’m John Ray on The Price and Value Journey. If you’d like to find our episode archive, go to pricevaluejourney.com. If you’d like to connect with me directly, email me at John@johnray.co. Thank you for joining me.
About The Price and Value Journey
The title of this show describes the journey all professional services providers are on: building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing which reflects the value we deliver.
If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.
The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.
John Ray, Host of The Price and Value Journey
John Ray is the host of The Price and Value Journey.
John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.
In his other business, John a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.
John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Nashville Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,100 podcast episodes.
