Know Your Value, Know Your Price

RELATED CONTENT

Defending Your Value—And Price—With Challenging Clients

In these difficult times, clients may start raising objections to your pricing strategies. You must be crystal clear on your genuine value to defend your fees while preserving the relationship.

Changing Their Perceptions Is in Your Power

Pay close attention to what clients are saying. You'll find out if their assessment of your value is a match with what you're trying to deliver, and you'll learn what you need to do to be more effective in their eyes.

Investors' Expectations: Turn Dreamers Into Realists

Help clients narrow the gap between their perceptions, the realities of the financial marketplace, and expectations of market reactions to events. Even those who invest for the long term experience the markets in the short term, and they look to us for explanations. Clients will mark down your value if you're oblivious to what's happening or lack an understanding of these dynamics.

Why Do You Do What You Do?

When you meet with prospects, you need to explain what you do. For yourself, you need to answer why.