Over the years, I’ve learned that almost every job can be worth more. A website, a logo… it doesn’t matter.
The key is providing the right amount of value, and not leaving money on the table.
This is not a post about gouging your clients. Don’t do that…This is a post about how you can deliver a better end product, and get paid for it.
When I first started out, my estimates were all wrong.
I provided exactly what my client asked for. The estimates were simple. Straight forward. To the point.
My prices were pretty low, too.
Sounds like a winning combination, right?
I spent too much time listening.
Most of the clients were just guessing at what they needed. They weren’t experts in design, and they didn’t know anything about websites.
It was my job to tell them. Not, the other way around.
Guide your client.
Start with what they asked for, then build on it. Think of ways that you could make their original ask ‘better’.
This may be helping them develop their calls to action. Or, perhaps creating some custom graphics or integrating new functionality.
You want to give them the best opportunity possible, to be successful.
Now that you have some ideas, it’s time to attach a price to them.
Think about how long these extras will take to execute. Then, present them as add-on’s or a different package (Option A or Option B).
Make it a ‘no brainer’.
Explain the impact your add-ons will provide.
If you can explain the return on investment, they should sell themselves.
At the end of the day your clients will spend a little more, but end up with something far superior.
You get to make more money too. It's a win, win!
How do you provide extra value?
Share your thoughts in the comments below.