Doug D’Anna’s latest ‘e-Wealth Daily’ article is titled “Fulfill Your Promise and You Can Decide What You’re Worth”. [‘e-Wealth Daily’ Article]


Doug D’Anna’s latest ‘e-Wealth Daily’ article:

Fulfill Your Promise and You Can Decide What You’re Worth

As I continuously say to my clients, “I charge more because I do more — and because I guarantee better results.”

The bottom line is — in a lot of cases — how you position yourself with others will determine whether or not you get what you want from them. You can increase the quality of your
work. That’s always a good way to demand more money. But then what? When you are already the best at what you do, giving your work the most attention you can, then what?

Guarantee results.

Educating yourself and becoming an expert will only take you so far. To be sure, it will enable you to speak the language of the people you serve. The more useful you are, the more
money you will make, regardless of how many hours you work or even the quality of your work.

If you want to rise up to the next level, then you need to think differently. You need to increase your perceived value. In my own business, it was simply a matter of putting my money
where my mouth was and guaranteeing results. Look at the competition: What are they doing? How they are doing it? What did it take for them to get there? Most importantly, look for that “special something” that you can add to your repertoire, which will make you stand head and shoulders above the rest of the crowd.

If you’re making far less money than you want to, or if you have any other unrealized dreams, now is the time to take a good, hard look at yourself and see what you can do to add
value to yourself. I took a long, hard look at my skills and I realized that I could be demanding far more from my clients. I just needed to figure out how to approach them.

You need to identify the benefits you bring to your client, employer or other contact. I have colleagues who have refused themselves millions of dollars by not identifying what their
clients really want: added value. They never raise their rates because they are afraid that they will lose clients. This fear paralyzes them.

Trust me; people are more than willing to pay you more if you can make them more money or bring them more success, power, winnings, or whatever. I want you to remember something: if there were a layoff at your place of employment tomorrow, there is no way you could guarantee that you wouldn’t be the first to go.

And I don’t care what your position in the company is or how well your boss says you perform. I’ve seen top executives let go because of the company’s spending cutbacks. And they all
heard the same thing as they walked out the door, severance package in hand: “It’s nothing personal.”

So, why do we think that it’s such a personal thing to ask for more money? You should never be afraid to negotiate your added value in any situation.

You need to make it your job to reshape your prospect’s way of thinking about the value that you — and only you — bring to the table. It’s that simple. If you want more money,
you need to persuade the customer — whether that customer is a client, your boss, or the man or woman of your dreams — that you have value. Make that person understand the value that
you bring to the table and how it will benefit him or her. But also learn to listen before you make your pitch.

In sales seminars, they teach you that it is wrong to go to a client, lay your product or service on the table, and talk about how it’s just what the client needs. Instead, they teach you that
you must find out your client’s primary buying motive before you speak. You must determine their needs and their wants first.

Listen to the responses before you position yourself. Customers will buy into you for their own reasons, not yours, and they are in control, not you. Find out what those reasons are. When you let people speak, they get a feeling of being in control. Little by little, they remove barriers during the conversation and begin to share with you the information that you need. If you take the stance of a salesperson, you will present yourself as someone who genuinely wants to fill a need.

The same techniques used by honest salespeople could also work for you in achieving what you want: the money you want, the contract you want, the position you want, or the raise you want.

e-Wealth Daily

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The e-Wealth Daily Bulletin brings you daily tips, advice and breaking news related to home businesses, small businesses and internet marketing. Our team of experts gives you the information you need to take your business pursuits to the most profitable level. Founded by Adrian Newman in 2003, the e-Wealth Daily Bulletin and www.ewealthdaily.com are a division of Lombardi Publishing with online newsletters reaching over 100,000 subscribers each month.

* IMNewsWatch would like to thank e-Wealth Daily for granting permission to reprint this article.

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