There’s Value in Consistency
Clients and prospects value consistency. There’s not much of a revelation in that statement. What’s interesting, though, is that clients and prospects value consistency so highly that it can show up in odd or even negative ways. Here’s a story to illustrate the point. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.
TRANSCRIPT
John Ray: [00:00:06] And hello again. I’m John Ray on the Price and Value Journey. Consistency is important, even when it’s negative. Consistency is a trait we must cultivate as professional services providers because it’s so important to our clients. It’s so important for us to be consistent, as consistent as we possibly can in the work that we do on their behalf and just showing up and doing so on a regular basis. Not only though, with our work, but in what we ask of our clients to help bring about their transformation.
John Ray: [00:01:02] I joke with some of my clients that when they hire me, I’m their mother, and I will bug them about what’s needed and what we need to have to keep everything moving along. Consistency is so important that even when the issues are negative, the client values that consistency.
John Ray: [00:01:38] Years and years ago, as it seems, I was a securities analyst with a major regional investment firm. My clients were institutional funds, and I regularly made trips to see them, to update them on the various bank stocks, because that’s the industry I covered, that they were owned and that they were interested in. I remember being in Boston visiting a fund manager, and we were in his office talking. And we were well into the meeting when his secretary opened the door, rushed in with a note, and someone was on the phone for him.
John Ray: [00:03:00] He looked at the note and he said, “Sorry, John. Just a minute. I really need to take this call.” He took the call and listened. He didn’t say much. He just said, “Yes. Yes. Okay. Yes. Thank you,” and concluded the call. And he looked at me, and apologized, and he said, “This is someone whose call I always take. So, thank you for allowing me to do that. It’s not that he’s always correct. In fact, he’s never right. He’s never right about any of the calls or predictions that he makes. Period. But there’s value in that. So, remember that, John, there’s value in consistency.”
John Ray: [00:04:19] So, even when the situation or the circumstances aren’t favorable, there’s value in consistency. Clients value consistency.
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 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, 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.
