I was coaching someone recently. She said she was having trouble appreciating her value and that she knew she was undercharging her clients. I asked her what type of business she was in. She told me that she helped people reduce stress. And then I asked my favorite question. So what?
It’s a question I ask all the time.
She didn’t understand.
I asked her to tell me about one of her clients. She told me about a client whose stress was causing severe back pain.
So what?
She took pain medicine, the pain wasn’t as bad but there was always some pain and the medication made her sleepy.
So what?
Because of the pain she was always on edge. He performance at work was suffering and her temper was short. She was always just a hair away from losing control.
So what?
She worried that she would lose her job.
Obviously, this goes on much further. Is the back pain causing problems at home too? What other problems is the pain causing? Is she able to function the way she wants? What is that leading to?
The point is that the further you dig the better you will understand the value that you are bringing to your clients. The better you will understand your worth to them and why someone should pay you for your services.
Answer the following questions to help yourself understand what value you bring to your clients.
- What results do your customers get by working with you?
- What will happen to them because of the results they achieve?
- So what does that get them?
- Dig deeper…So what does that get them?
- Keep digging deeper…So what does that get them?
Have you started to uncover what you’re really bringing to your clients? Is it deeper and more impactful than you thought? Go ahead and proclaim your value by sharing your thoughts below.
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