Written by: Vickie Sullivan | November 13, 2018
How to Redefine Your Value to Clients
During a recent meeting, I was asked a fabulous question: What is the one solution that would solve a lot of other problems?
He applied this question to my business, but I see another use. If you introduce this “one solution/multiple uses” idea to your client relationships, would that broaden your impact? Would it redefine your contribution? You betcha.
Here’s why you want to consider this strategy: Many clients define your value based on what you’ve done for them. They assume that’s all you do. So, when these clients have another need, you are not top of mind because you’re the go-to resource for whatever they needed in the past. I call this getting stuck in the “one hit wonder” category.
Listen: How to Get Beyond Being Perceived as a One-Hit Wonder
This is a tricky strategy to pull off. If you come in too general, you won’t get hired because folks won’t know what to do with you. And the worst scenario is for clients to think you are constantly on the upsell. But if you can show how your approach can be applied in multiple ways, you can create deep client partnerships that make a huge impact.
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