If you are in a career that requires you to make your own schedule and you choose the
commission you charge each client, then the amount you charge may vary from client to client depending
on what services you offer each. The service industry is complex in the way that each
service is tailored to the customer.
When I started out in Real Estate that was probably
one of the hardest parts of learning the ropes. Was learning my value and
learning how to communicate it. You first need to provide
value for your client, which you of course do, secondly
you need to know what that value is, and then you need to quantify that amount. Here are
some tips to getting clear on these three points.
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| http://www.thedcladies.com/2012/01/10/the-informational-interview/welcome-handshake-before-business-meeting/ |
1)
Who is your niche
market- What makes you different from your competitors? If
you are new, being eager to learn and full of energy is a great start. Choosing
a niche is a way for you to distinguish yourself from the others in your field. It
will give your clients confidence when they learn you specialize in say, working first time home buyers or planning events for non-profit fundraisers.
Whichever you choose, it is a good idea to focus on one in particular. This
does not mean you cannot do the other jobs, definitely do them, just spend a
little more time working on getting new clients in your niche.
2) What
is your value- This is an
important one to be clear on, it sets boundaries and expectations right from
the beginning? There are certain things
that are part of your job and others that are not. It is never a good idea to
make a promise you cannot keep or answer a question you do not know the answer
to. Having an elevator speech is a great way to start to think about your
value, it is a 30 second informal speech that you create, that basically tells
people your name, companies name, what you do for people and how you do it
different and maybe a phrase about your background. There are professionals
that can help you in creating this speech. You want it to be fun, easy to
remember and catchy. Joining
Toastmasters and/or any networking group is the perfect way to improve your public
speaking skills and professionalism.
3) How
much do you charge- What are
your industry standards? Remember it is better to go up then down; you want to be affordable
but not the cheapest person in town. If
you know your niche and know the service you provide is valuable you can start
by showing your client a portfolio of some past jobs. Impressing them and
creating a need for what you offer. Not too many people mind paying a fair
amount, especially if you show all the benefits of working with you first. If
you do not have any past jobs to show them, then you can make a mock portfolio
of examples, saying this is what it will look like etc. Be clear on the
services you provide, no generalizations, there is no room for assumptions.
Your results should be measurable.
Asking the client questions about what their expectations are, and getting them to be a part of putting the package of service
you will be providing is a great way to individualize their experience. Leave
room for changes and let them know that small adjustments can be made along the
way. Decide on the best way to communicate and what times work best for them. Scheduling the
next meeting and creating an outline right there on the spot is an efficient
way to let them know you are prepared, organized and ready to work!
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