Sell Your Value & Charge What You're Worth

Sell Your Value & Charge What You’re Worth

Sell Your Value & Charge What You’re Worth

How do you set your prices?

Sell Your Value & Charge What You’re Worth

How do you set your prices?

• Expenses + Labor + Profit

Sell Your Value & Charge What You’re Worth

How do you set your prices?

• Expenses + Labor + Profit • Expenses X 2 (Keystone Markup)

Sell Your Value & Charge What You’re Worth

How do you set your prices?

• Expenses + Labor + Profit • Expenses X 2 (Keystone Markup) • Expenses x 3, 4, 5…

Sell Your Value & Charge What You’re Worth

How do you set your prices?

• • • •

Expenses + Labor + Profit Expenses X 2 (Keystone Markup) Expenses x 3, 4, 5…

Based upon competitor’s prices

Sell Your Value & Charge What You’re Worth

Are you making enough PROFIT?

Sell Your Value & Charge What You’re Worth

What are you selling?

Catering?

Sell Your Value & Charge What You’re Worth

What are you selling?

Photography?

Sell Your Value & Charge What You’re Worth

What are you selling?

Officiating?

Sell Your Value & Charge What You’re Worth

What are you selling?

Live music?

Sell Your Value & Charge What You’re Worth

What are you selling?

Materials, expenses and your time?

Sell Your Value & Charge What You’re Worth

What are you really selling?

The EXPERIENCE of doing business, specifically with you!

Sell Your Value & Charge What You’re Worth

The experience starts before you even know they’re interested.

Sell Your Value & Charge What You’re Worth

What are you really selling?

The RESULTS of doing business, specifically with you!

Sell Your Value & Charge What You’re Worth

They’re shopping for the results

Sell Your Value & Charge What You’re Worth

They buy the results

Sell Your Value & Charge What You’re Worth

They review the results

Sell Your Value & Charge What You’re Worth

How many buying signals happen before you get an inquiry?

Sell Your Value & Charge What You’re Worth

By the time you get the inquiry…

…they need your WHAT…

Sell Your Value & Charge What You’re Worth

By the time you get the inquiry…

…do they need you to do it?

Sell Your Value & Charge What You’re Worth

Value is not the same as Price

Sell Your Value & Charge What You’re Worth

You set the price…

Sell Your Value & Charge What You’re Worth

…your customer determines the value!

Sell Your Value & Charge What You’re Worth

Value is determined by the price each customer actually pays

Sell Your Value & Charge What You’re Worth

Will they pay more for a higher value?

Sell Your Value & Charge What You’re Worth

It’s their perception of value that matters

Sell Your Value & Charge What You’re Worth

The money follows their priorities

Sell Your Value & Charge What You’re Worth

What are their priorities?

April vs May

Sell Your Value & Charge What You’re Worth

Do you know your value?

Sell Your Value & Charge What You’re Worth

Do you believe your value?

“I wouldn’t pay my prices!”

Sell Your Value & Charge What You’re Worth

Your WHAT vs Your WHY

Sell Your Value & Charge What You’re Worth

The Golden Circle

WHAT HOW WHY Very few organizationson know Every Some organizations organizations know the WHY they do they do.

HOW planet they knows dowhat it.

WHAT These they are WHY is not about making the things do. These that are make thethem money.

That’s a result.

WHY special products orthey set them sell or apart the is a purpose, cause or from services their competition. they offer. belief. It’s the very reason your organization exists.

Simon Sinek

Sell Your Value & Charge What You’re Worth

Your WHAT

Sell Your Value & Charge What You’re Worth

Your competitor’s WHAT

Sell Your Value & Charge What You’re Worth

Your Your competitor’s WHAT If they can’t tell the difference… the lower price wins!

Sell Your Value & Charge What You’re Worth

Your WHY is unique to your company… and to each person who works there

Sell Your Value & Charge What You’re Worth

This is selling your WHAT

Sell Your Value & Charge What You’re Worth

This is selling your WHAT

Sell Your Value & Charge What You’re Worth

This is selling your WHAT

Selling your WHY

Sell Your Value & Charge What You’re Worth

Selling your WHY

Sell Your Value & Charge What You’re Worth

Sell Your Value & Charge What You’re Worth

How do these add value?

• • • •

Family-owned Husband-Wife team 20 years experience The largest in your area

Sell Your Value & Charge What You’re Worth

Packages vs A-la-carte which is a better value?

Sell Your Value & Charge What You’re Worth

Which is easier for you to sell?

Option 1 All A-la-Carte

Option 2 One Allinclusive package

Option 3 Multiple Packages

Sell Your Value & Charge What You’re Worth

Which is a better value?

Option 1 All A-la-Carte

Option 2 One Allinclusive package

Option 3 Multiple Packages

Sell Your Value & Charge What You’re Worth

“…although Àla Carte pricing provides the most information, couples actually rated it as less informative than pricing packages.”

WeddingWire WedInsights Vol. 6

Sell Your Value & Charge What You’re Worth

Discounting changes the value Value is the price the customer actually pays

Sell Your Value & Charge What You’re Worth

Discounting without taking anything back gives away your profit!

Sell Your Value & Charge What You’re Worth

If they don’t perceive a higher value with you, the cheaper price wins!

Sell Your Value & Charge What You’re Worth

Sell Your Value!

Sell Your Value & Charge What You’re Worth

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Sell Your Value & Charge What You’re Worth

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Sell Your Value & Charge What You’re Worth

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