Eleven Easy Ways to Deliver More Value (and Charge More) to Clients

As you build your relationships with your clients, it’s always a good thing to see how you can serve them even better.  Here are eleven ways you can add value to your existing services which will enable you to stand out from the competition, serve the client better, and put more green in your bank account.

As you go through the list, check them off to see which ones you are doing, and which ones sound good to add to your business.

1. Offer add-on peace of mind services

If you are in the information business, offer to run or setup a backup system, store a backup of what you just did, or otherwise keep copies of your work so that the client does not have to worry about recovery issues.  If you offer products, this may translate into an insured package that can be tracked and monitored. What kind of safety net can you think of to create for your clients?

2. Leave a cheat sheet behind

When I was in college taking statistics, the professor allowed us to bring in one sheet of paper and we could write anything we wanted on it.  You should have seen how tiny I could write.  For the final, I wrote every formula down from the whole course.  The sheet was literally covered from top to bottom with all the magic formulas from the world of statistics.

If you are in software sales or training, leave your client with a laminated short-cut list or handout that will help them fast-track their learning curves.

3. Return calls and emails within a specified time such as 3-4 hours

One way to offer a higher level of service is to set and announce service level metrics on tasks such as returning client phone calls.  In a call center, one measure that’s similar is called average speed of answer.  Define what metrics that will add value for your clients, set the values, and announce it as part of your services.

4. Offer follow up troubleshooting

Once you’ve performed your services, a client might have some follow-up questions.  Define the post-project access they will have to you in your initial contract.

5. Offer a guarantee

Do you guarantee your work?  Spell out your return policy so it’s clear up front.  The more liberal you are, the more your prospect’s trust level will go up.

6. Require a signed contract

When you submit a written agreement for a client to sign, not only is your insurance company happier, but your business looks professional and structured to your prospect.  A contract communicates business strength and expertise.

7. Set goals with the client ahead of time so expectations and direction are not assumed

Ask the client exactly what they want and put their exact words down in writing.  After you’ve completed the project, pull the clients’ words out, and ask them if they are happy with the result.  This reinforces that you’re “on their side,” helping them meet their goals.

8. Communicate your intangibles.

Let clients know about things you do for them that they can’t tangibly see, such as your commitment to continuing education, maintaining certifications or expertise, etc.

9.  Offer 24/7 on-call support

Some industries like retail and restaurants keep long, hard hours.  If you can be available to them in their hour of need, then you are more valuable to your client than someone who is less available.

10. Provide scheduled access such as taking calls at a certain time each day

Can you be available to clients every Monday from 10:00 AM to noon?  Having instant access to you during certain hours is another way to transfer value to clients.

11. Pick up the phone

Most of us routinely give new strangers 30 minutes of our time free in exchange for the goal of offering our services.  We should do the same thing periodically to existing clients.  Reach out via phone or email and offer clients a free no-obligation call once a quarter, twice a year, or whatever works for you.

Those are my eleven ideas to add more value for our clients.  What are yours?  I’d love for you to share on my blog below or my Facebook page here.   http://www.facebook.com/sandismithleyva