What is Your Value? / PromoJournal - Cliff's Notes
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Pause for a moment and ask yourself this question
If a client wanted NOTHING from you but your talent, your work ethic, your creative mind…what exactly would an hour of your time be worth?
Understanding this, you will take your business to the next level and raise your personal bar of professionalism, - but you must have an answer.
Salespeople are uncomfortable about this question, some see it as it’s bragging, or self-absorbed. At the beginning of most of my seminars, I ask this question, “What would you charge someone for one hour of you consulting time?” Sadly, I have had people say ten or twenty dollars an hour. You are worth much more than that, the conclusion you come to is critical.
Take a moment to analyze your last two new clients.
Now the first few orders.
You sell a two-thousand-dollar order and made 32% or $320.00, and you’ve determined that you’re worth $100.00 and hour and you spent 6 hours or $600.00 worth of your time, creates a $280.00 deficit - not so good.
Salespeople who analyze their personal hourly value (not many), rarely take into consideration ALL the time they spend working. Think about the many times you’ve:
Doing this is a must some of the time, but is it ever accounted for in the equation?
The truth, many have no real idea how many hours they work during the week. Why are these numbers regarding about hourly value, what does it all mean and who cares? You should.
These and others, are valuable services, aren’t they valuable?
Years ago, my friend Ric MacPherson posed this question of identifying my hourly value, I had no idea. After thinking, reviewing, and analyzing my work habits, I sadly determined that I was working for about the same pay as if I were flipping burgers at the local diner. In retrospect it was one of the best business gifts I had ever received. Asking the question and thoughtfully determining my true value, gave me a launch point on a more profitable, less stressful path. I was successfully helping clients launch new products, aiding in brand development, helping with client and employee moral; I needed to get paid for my work. Clients started seeing me differently, appreciating the value I bought and miraculously, I started getting paid for what I was delivering.
Knowing the actual dollar amount and stating it!
This newfound insight helped me determine which projects to take and/or pass on, I focused on the PROFITABLE clients verses the client with the “…I know this isn’t a big order, but they get bigger, so sharpen your pencil…” line – those days were over.
I encourage readers to constantly analyze all aspects of their businesses; define the key metrics that work for you – the key here - always seek improvement.
Remember, your personal & professional perception, you can’t expect clients to figure it out – they won’t. When you attend an educational workshop, meet with a consultant, read a trade magazine, network with peers, your value increases, each time – if you apply the information. With this additional knowledge you become a greater asset to your client, you now can exercise that information and help the client achieve greater success. Show clients through your own marketing efforts what you are doing to increase their value. TELL THEM, SHOW THEM and DEMONSTRATE and SHARE new ideas, technology, concepts and how it will benefit them.
I write about this because I BELIEVE that each of you, irrespective of your own perceptions, are worth much more than you give yourself credit.
However, you become complacent and petrified at the notion that maybe, just maybe, you could get paid for your time and creativity. You can. It is the most precious commodity you have, once it’s gone…it’s gone. There is no bank for time.
Take the time to evaluate what your time is worth. Create the same exercise for your sales staff. Have tools in-place to help grow their book of business ensuring their longevity and profitability with your company. They’re worth it! YOU’RE worth it!
For nearly 40 years, Cliff Quicksell, MAS+, MASI, with his company, Cliff Quicksell Associates, has been speaking, coaching, training, and consulting both nationally and internationally, to association members and small business groups, on more effective ways to market themselves, their products, and services; as well as motivating their personnel. In 2021, Cliff was inducted into the PPAI Hall of Fame. Recognized by PPAI for his creativity, he has won the prestigious PPAI Pyramid Award over 30 times, the Printing Industry's PSDA’s Peak Award for creativity 5 times, and Regional Association CPPA’s Peak Award 6 consecutive years with a total of 8 awards. Cliff has coached countless others with the same level of results. Cliff received PPAI's Ambassador Speaker of the Year Award six consecutive years; and was the inaugural recipient of PPAI's Distinguished Service Award. Named one of top six industry speakers and trainers, he was recognized by PPAI in the book, "PPAI at 100", as having a significant influence in education in their industry. He was recognized by Counselor Magazine as one of the Top 50 Most Influential People in the Promotional Products Industry. Cliff’s BLOG 30 Seconds to Greatness won the 8LMedia Award for Most Passed Around Content. Cliff’s most recent book, 30 Seconds to Greatness, is available on his website www.QuicksellSpeaks.com Connect with him on LinkedIn or via email at cliff@QuicksellSpeaks.com Cliff will be launching a new company in the next couple of months geared specifically for small business owners and entrepreneurship. Connect with Cliff to get connected to his podcast and upcoming events.
