Last year I shared the idea of “perceived value”, as that’s really what matters in a business transaction. You certainly need to provide actual value, but it’s how your customer perceives it that really matters.
In a TEDx talk, Casey Brown shared a similar story about charging what she’s worth. She had the same conclusion as David Salyers did in the link above – perceived value is the key.
Casey’s talk is fairly short (around 8 minutes) and I encourage you to check it out here:
As Casey mentions, it can be difficult to “toot your own horn”, but your value needs to be clearly seen by your potential customers. Ideally your work will speak for itself, and your clients will tell their friends, but make sure that your value is easily visible by anyone looking.
There are a lot of people and companies out there that provide tremendous value that is hard to recognize, and they pay the price for it. If people can’t easily see and appreciate the value you bring, it will greatly diminish the growth that you’ll be able reach.
