You must make the invisible VISIBLE and toot your own horn or there will be no music.
The importance of communicating value to clients for a Scalable Business Model
Trust is an essential component of any business relationship.
Without it, clients would be hesitant to invest their time, money, and effort into a product or service. A fundamental aspect of building trust is providing value to your clients.
However, the value that you provide is not always linear. In other words, you may not be able to predict exactly how much value you will provide at any given time. This is particularly true in areas such as strategic planning, succession planning, operational issues, or crisis management.
Many businesses have a monthly price for their services, which provides a consistent offering and is the cornerstone of a scalable model. This consistent communication creates an enormous amount of intimacy and trust with your clients. However, it is also important to remember that you cannot predict when you will create six figures or more of value for your clients.
To ensure that your clients are aware of the value that you provide, it is essential to make the invisible visible. In other words, you must be able to communicate the value that you are providing to your clients.
To do this, don’t be afraid to toot your own horn and highlight the value that you are providing to your clients. If you had a 90-minute conversation with a client and created six figures worth of value, it is important to let them know!
While it is essential to make the value explicit, you must also remember that you will not capture every dollar of value. This is particularly true when you have a scalable model, and the goal is to scale rather than capture every dollar of value. It is important to strike a balance between providing value and having a profitable model.
Trust is absolute, clients need value reminders.
Taking Action:
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About the Author:
Shannon Vincent has dedicated his entire career to working with accountants in various capacities. He has consulted with Top 100 firms to Sole Practitioners, helping them create sustainable and profitable businesses. A member of the California Society of CPAs, he received a Bachelor’s Degree in Economics with an emphasis in accounting from University of California, Santa Barbara, and now resides in the San Francisco Bay Area. Shannon is passionate about helping firms develop a strong and valuable strategic direction so that they can see success into the future.
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