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The Value of Showing Up

January 18, 2023 by John Ray

The Value of Showing UpJohn Ray
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The Value of Showing UpThe Value of Showing Up

“I’m a great plumber because I show up.” My recent experience with a plumber illustrates the high intangible value clients often place on just showing up.

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. The value of showing up. Recently, we had a leak in our basement, which was coming from a crack in the main water line from the street. We got a recommendation for a plumber. I called the guy, and he came out that day to check out the problem. “Give me a couple of days and I’ll get you an estimate”, he said. Well, that didn’t seem like a big weight, particularly as long as it takes to get home services help these days. The leak was minor and manageable, until it wasn’t. Days went by as I chased this plumber for an estimate and a time that he could come fix the problem. Finally, I got an estimate, but then I couldn’t get him to come and follow up on the work so I just gave up.

I got another recommendation. And after talking to this guy, he came out that very evening on a Friday night, mind you, diagnose the problem, proposed a solution, named his price, and said he could get going at 10 a.m. the next morning. That’s Saturday. Needless to say, he got hired. And the next morning, after finishing the work and preparing to leave, I told him he was a great plumber. “I’m a great plumber because I show up”, he said.

Well, I’m not offering you a searing new insight to say that showing up is one of the table stakes of having a business. But here’s the larger point, how you show up, whether early, late or not at all, is an intangible, one of thousands that are deciding factors on whether you get engaged. As my new plumber implied in his comment, he gets hired because of an intangible which has nothing to do with his proficiency at plumbing. When I hired him, I didn’t ask him what plumbing school he attended, his certifications, or experience. It didn’t matter to me because his expertise was assumed. I’d received a recommendation from someone I trusted. The referral was what gave him the opportunity for my business and intangible is what got him hired.

For professional services providers, it’s the same for you. Word of mouth and referrals may be the wellspring of your practice, but intangibles are what you scoop up the water with. Yes, cultivate the clients who refer you and cultivate your strategic referral partners. But you’ll be even more informed about why you’re closing business if you’ll make it a practice of asking your clients early in the engagement a question somewhat like this. What was the tipping point that made you decide to hire me? Ask questions like this and you’ll discover the intangibles which gets you hired.

I’m John Ray on the Price and Value Journey. Past episodes of this series can be found at pricevaluejourney.com or on your favorite podcast app. And if you go to a pricevaluejourney.com, you can sign up to get notification of my new book and updates on my new book as they come out. It’s coming out in 2023 and the book is called The Price and Value Journey, Raise Your Confidence, Your Value, And Your Prices to Grow Your Business Using the Generosity Mindset. You’re also welcome to email me directly, 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 The Price and Value Journey
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 is 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, 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 1,700 podcast episodes.

Coming in 2023:  A New Book!

John’s working on a book that will be released in 2023:  The Price and Value Journey: Raise Your Confidence, Your Value, and Your Prices to Grow Your Business Using The Generosity Mindset. The book covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. For more information, contact John below.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Filed Under: North Fulton Studio, The Price and Value Journey Tagged with: intangibles, John Ray, plumber, Price and Value Journey, pricing, professional services, professional services providers, referral partners, showing up, solopreneurs, the value of showing up, value, value pricing, word of mouth

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Studio Partner

In addition to operating the North Fulton studio of Business RadioX®, John Ray is the owner of Ray Business Advisors, LLC.
 
 Because pricing is the fastest way to change the profitability of a business, John advises business owners on how to change their pricing and make more money. His clients include attorneys, CPAs, consultants, technology companies, and retail store owners.
 
His blog, “The Price and Value Journey,” regularly features examples and stories which help business owners in their own pricing journey. John is also a speaker on pricing at numerous chambers, business events and seminars. John also helps small to mid-sized companies achieve their profit and growth goals as an outside CFO.
 
John is extremely active in the North Fulton community. He is on the board of the Greater North Fulton Chamber of Commerce (GNFCC), and serves in a variety of capacities there, including Chairman’s Circle, member of the Executive Committee, member of the Finance Committee, Chair of the Small Business/Entrepreneurship Economic Recovery Task Force, and Chair of the Small Business Awards Committee. John was named the 2018 Harry Rucker Jr. Volunteer of the Year by GNFCC.
 
In 2011, John founded Backpacks of Love, a grassroots, all-volunteer organization which serves children and their families in the north metro Atlanta area who are homeless or otherwise in severe need. Backpacks of Love delivers backpacks of food, purchased and packed by volunteer sponsors, to 18 different elementary, middle, and high schools in north Fulton County and Forsyth County.
 
In 2015, John was named Small Business Partner in Education of the Year by the Greater North Fulton Chamber of Commerce for his work with Backpacks of Love. 
 
John is a Deacon in the Episcopal Diocese of Atlanta and is currently assigned to Holy Comforter Episcopal Church in Atlanta.

 

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