A Conversation About Perceived Value

A client asked me how much it would cost to just reset some thinking.

I responded with a proposal: let's begin with a discovery call, then we can determine what your needs are and design a plan that works best for maximum results.

The client responded: Just give me a price

I asked: What do you think is a reasonable price for changing your belief patterns that have stopped you from growing and achieving everything you want, would be?

The client answered: $200 maximum

I responded: Ok, then I invite you to do it yourself.

The client answered: I don't know how to. That is why I contacted you!

I responded: Alright, then how about for $200 I'll teach you how to? So besides saving what you feel would be a tremendous cost, you will learn valuable skills that will benefit you in the future. I can give you all the documents you need and you can just work through them all at your leisure?

The client answered: Sounds good! Let’s do it!

I responded: Great! To get started, you are going to need some tools. A computer, printer, a calendar, pens, pencils, paper, and time.

The client answered: But I don't have all of those tools and I can't justify buying all of these for one thing.

I responded: Ok. Well then for an additional $300 I can offer you 3 sessions of my time to get you started.

The client answered: Okay. That’s fair.

The client responded: Great! We will start on Monday.

The client answered: I work Monday through Friday. I’m only available on the weekends. My evenings are my downtime.

I responded: If you want to learn from me then you will need to work when I work. This project will take a few hours so you will need to determine if you can find that time to invest in yourself.

The client answered: That means I am going to have to sacrifice my downtime or time away from making money.

I responded: That’s true. However, would you say that some of that time is unproductive? How much time do you spend on social media?

The client answered: What do you mean by that?

I responded: Why don’t you try setting a timer for a few days. Get a better idea of how much time you spend online?

Client responded: Well, this seems silly, but fine.


THREE DAYS LATER


Client Sends a message – I timed stuff like you suggested.

I responded: What did you come up with?

Client responded: I spend over 3 hours a day looking at my phone.

I responded: So, in three days you spent 9 hours doing nothing to help you move forward? Nothing to assist you in growing or developing the skills you need to achieve the goals you want? You are confirming that you spent 9 hours doing this?

Client Responds: Yes, that is what I am saying.

I respond: Did you realize that you spend 1,095 hours a year on social media? That is a total of 45 days. If you could spend 45 days doing something to help you achieve your goals instead, what would that be?



Client responds: What was your price again?



CONCLUSION:

When you pay for a service, especially a personal development service, you are in fact paying for:

  • Knowledge

  • Experience

  • Custom Skills

  • Personalized Tools

  • Saved Time Developing a Plan

  • Saved Time to Preparing

  • Professionalism

  • Work Ethic

  • Excellence

  • Discipline

  • Commitment

  • Accountability Partner

  • Someone Invested in Your Success

  • Results

If you request a proposal for self-help work to be done, please don’t disrespect a service provider by trying to get them to lower their prices.


If their proposal exceeds your budget, step back and analyze your budget, your time, and what you want to accomplish. Where can you better invest your money?


SERVICE PROVIDERS: Know your worth and be confident in it. CONSUMERS: Recognize their worth and be respectful of it.


-Deanna Byrne

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