Although Professional Service Providers don't supply commodity 'stuff' or tangible goods, they still need to be wary of how they, and therefore their customers, view their services.
A service business charges for activities, such as fixing a leak. A higher level of service business might charge for the time a customer spends with them, for the 'experience', such as an evening spent at the theatre.
But a Professional Service Provider operates on an even higher plane, causing the customer to demonstrably achieve certain outcomes. Professional Services are 'transformation' businesses.
The customer holds the Professional responsible for guiding the transformation, but if the customer is not willing to follow the advice given, the results and thus the value outcomes are impossible to achieve.
It is crucial to accept that there is absolutely no similarity between guiding a transformation and a selling a commodity product, or even a bundle of services. In facilitating a transformation, the professional is 'touching the customer's soul' and by touching the soul the Provider becomes virtually impervious to competition.
If you agree with these thoughts and would like to find out more about pricing your services so you can make sales without selling and get paid what you're worth, visit www.sws3.co.uk to download 30 more free practical ideas you can implement straight away in your business.
“Professional Services are transformation businesses.
The Professional is touching the customer's soul.”
Professional Service Providers who charge for their time or their materials, or whose prices are influenced by their competitors can find out how to get paid what they're really worth at www.sws3.co.uk.
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