Do You Deliver Routine Professional Services … Or Memorable Client Experiences?

June 29, 2012

One of the best ways of exceeding expectations is by re-framing your routinely good services as memorable experiences for your clients.

When you are good at what you do, it looks easy to do your work. And the better you become,the more routine your work appears.

While this may improve your efficiency, it also raises the very real risk of clients undervaluing your work.

To minimize, if not totally eliminate this risk, shift your clients’ attention from your efficiency to the value that they receive from your service.

The value that clients enjoy is the help they receive in making the transformation from where they are to where they want to be.

By emphasizing this transformation, you will help clients shift from perceiving your work as routine professional services to enjoying a memorable experience.

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2 Responses to “Do You Deliver Routine Professional Services … Or Memorable Client Experiences?”

  1. davidrfrick Says:

    Great post Larry.

    The sign of an accomplished professional is making ‘difficult’ tasks look simple and easy.

    I love the irony that we may pay more incrementally (per hour) for an expert, but less in total due to their efficiencies in achieving their goal.

    Value is everything!

  2. Larry Easto Says:

    Two things happen when we shift our billing focus from hourly-rated to value-based.

    First, instead of stumbling over our hourly rates, clients get really excited abut the value they will receive.

    And second, we can generate more income from performing essentially the same service.


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