איך לתמחר את השירות שלכם – כספים
אתם לא צריכים למצוא לו פתרונות, כל מה שאתם צריכים זה לוודא שהשירות שלכם הולך לתת לו ערך הרבה יותר גדול ממה שהוא משלם לכם ואף פעם אל תמכרו.
לא מעט מנטורים פונים אליי כדי להתייעץ ואני לא מסכים לקחת אף אחד מהם לייעוץ עסקי. בעבר, ייעצתי להרבה מאוד מנטורים, שהיום אתם מכירים. אני לא אגיד את שמם כדי לא לפגוע בפרטיות, אבל בשלב מסוים החלטתי שאני יותר לא מייעץ, לא לקוצרים, לא למנטורים, לא ליועצים עסקיים, לא לכל הגוורדיה הזאת.
אבל אני תמיד עונה לכל מי שפונה אליי ופנה אליי בחור נחמד מהתחום אומר לדני יועץ שיווקי, יועץ אסטרטגי, יועץ ממש טוב, אבל איך אני מתמחר את השירותים שלי? ניהלנו שיחה ואני רוצה לתת לכם ככה אנקדוטה אחת. מאוד מאוד חשובה. אותה במקום אחד והוא טעה בגדול, הוא אומר, אני מבקש שלושת אלפים שקלים ויש לקוחות שמגיעים אליי שעושים רק עשרת אלפים או חמישה עשר אלף שקלים בחודש איך אני יכול לגבות מהם שלושת אלפים שקלים שכל מה שהם עושים זה עשרת אלפים או חמש עשרה אלף שקל זה לפעמים שליש מכל ההכנסות שלהם זה חצי מהרווח שלהם אין להם איך לשלם לי את זה אמרתי לו חביבי הטעות שלך זה לחשוב שהם צריכים לשלם לך ממה שיש להם היום במקום לחשוב כמה הם הולכים להרוויח בזכות השירות שלך אתה באמת מאמין בשירות שלך אם אתה באמת מאמין במוצר שלך תחשוב איזה ערך זה הולך לתת להם וכמה כסף זה יכניס להם. ואז תחשוב אם שווה השירות שלך אני מעולם לא חשבתי כמה הלקוח יכול להרשות לעצמו לשלם. חשבתי כמה אני צריך לגבות ממנו כדי שזה ייתן לו מספיק ערך כדי שיהיה שווה לו לשלם אני מקווה שהבנת אם. לא תעריצו חזרה אחורה אתם צריכים לחשוב אוקיי אני אתן לו משהו שקודם כל אני לא אמכור לו השוק קטן. כי זה מה שהוא יכול להרשות לעצמו, אבל זה לא יביא אותו למטרה, אלא אני אומר מה אני צריך לגבות מהלקוח כדי שזה ייתן לו את התמורה ואת הערך שהוא רצה לקבל? רוב האנשים יש להם חשיבה על כסף אחרת לחלוטין משלכם, בן אדם לא יוציאו אצלכם שלושת אלפים שקל אבל ילך יקנה עכשיו אייפון פרו. מקס שלוש עשרה בחמשת אלפים שלוש מאות שקל למרות שיש לו את הדגם הקודם את האייפון פרו מקס שתים עשרה אבל על זה הוא כאן ישקיע עכשיו את ההבדל חברים אתם צריכים להבין שאתם לא מתמחרים לפי הכיס של הלקוח לא לפי החשבון בנק של הלקוח אתם צריכים לתמחר לפי הערך שהתוצאה של השירות שלכם הולכת לתת לצד השני ואם אתם מאמינים שזה הולך לתת לו פי עשר ממה שזה עולה אתם בדרך הנכונה? האם אתם מאמינים שזה ייתן לו פי מאה וישרת אותו לטווח ארוך?
אין לכם שום בעיה לגבות כל סכום שבעולם, תפסיקו לתמחר לפי חשבון הבנק של הלקוח אם הלקוח ירצה הוא יודע איך פורסים בכרטיס אשראי. הוא יודע לקחת הלוואה מהמשפחה, הוא יודע לקחת הלוואה חוץ בנקאית, הוא ימצא את הפתרונות.
אתם לא צריכים למצוא לו פתרונות, כל מה שאתם צריכים זה לוודא שהשירות שלכם הולך לתת לו ערך הרבה יותר גדול ממה שהוא משלם לכם ואף פעם אל תמכרו. לפי הסכום של השירות שמתאים לכיס. של הלקוח תמכרו לפי הערך שהוא אמור לקבל ושזה הולך לתת לו. מקווה מאוד שעכשיו זה היה מספיק ברור.
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