Discover Your Value by Serving More with John Ray
Oct 02, 2024In the latest episode of Keep What You Earn, Shannon and guest John Ray, author of The Generosity Mindset, explore the essential themes of serving to sell and articulating value to clients. Shannon highlights the pitfalls entrepreneurs face with pricing, particularly the limitations of hourly billing for service professionals.
John introduces the concept of starting with a heart of service, emphasizing that genuine help and solving client problems can differentiate you in a crowded market. By prioritizing the client's needs above mere transactions, you build trust, which often translates into long-term business success. John leans on wisdom from thinkers like Dale Carnegie and Bob Berg, noting that patience is critical. Many professionals fail to build value-driven relationships due to impatience and a transactional mindset.
Technology now enables service providers to offer more personalized and high-value services. As the supporting host points out, today's tech advancements allow for more efficient service, freeing up time to delve into deeper client needs. John uses the metaphor of being a "red phone," the trusted contact clients turn to during crises, highlighting the immense value in being this reliable resource. Although such interactions can initially seem like nuisances, they are actually significant indicators of trust and appreciation.
Balancing generosity with business sustainability is essential. John and Shannon stress that being overly accommodating isn't sustainable. John's book underscores that giving everything away can compromise your longevity in business. Self-care and boundaries are crucial; "You cannot serve if you're not in business," John wisely advises.
How do you balance generosity with sustainability? The answer lies in open, ongoing dialogues about value. Clients often forget the significance of services they initially benefitted from. Shannon’s approach of quarterly feedback emails, asking clients about the most valuable aspects of her services, is a practical method to maintain alignment and adapt as needed.
One particularly compelling discussion focuses on how clients express appreciation. Borrowing from the concept of love languages, Shannon and John explore that clients also have "value languages." Some clients appreciate financial savings, others value timely advice or emotional support. "We need to understand how our clients show appreciation," Shannon notes, to avoid assuming that less vocal clients don't see value in your services. Shannon discovered that her clients responded well to informal feedback requests, boosting her confidence and validating her pricing strategies.
John emphasizes the importance of revisiting and updating your understanding of value. Client needs evolve, so regular check-ins through conversations or structured surveys ensure you stay relevant and indispensable.
Shannon's podcast, Keep What You Earn, provides actionable strategies rooted in genuine client relationships. John's insights from The Generosity Mindset stress that true understanding of your value comes from serving more, helping you demand what you're truly worth.
To dive deeper into these insights, grab a copy of John Ray’s book, The Generosity Mindset. Connect with Shannon on Instagram at @ShannonKWeinstein, share what you've learned using the hashtag #KeepWhatYouEarn, and you might even receive a copy of John's book as a thank-you!
John Ray is a consultant and business coach who advises consultants, coaches, attorneys, and other services professionals on what are often their two biggest problems: pricing and business development. John's #1 national best-selling book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. John is also a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. John is the host of North Fulton Business Radio and The Price and Value Journey, and he has hosted and/or produced over 2,200 podcast episodes.
Go to thegenerositymindset.com to learn more about John’s book and to buy it.
Website: www.johnray.co
What you'll hear in this episode:
04:18 Address client's actual problems, not just symptoms.
09:11 Connect clients to solutions, add value efficiently.
11:52 Value clients, discern fit, avoid long-term resentment.
14:39 Understanding client gratitude improves value exchange.
18:15 Quarterly, clients answer two specific, valuable questions.
If you like this episode, check out:
Lowering Your Price to Sell More?
Product or Experience - What is More Important?
Want to learn more so you can earn more?
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Watch this episode and more here: https://www.youtube.com/channel/UCMlIuZsrllp1Uc_MlhriLvQ
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