Undervaluing What you Offer? you May be Losing Clients and Mo-ney
Dec/090

Undervaluing What you Offer? you May be Losing Clients and Mo-ney
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Home Page Business Undervaluing What you Offer? you May be Losing Clients and Mo-ney
Undervaluing What you Offer? you May be Losing Clients and Mo-ney
Posted: Nov 6th, 2007 | Comments: 0 | Views: 6 |
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Undervaluing What you Offer? you May be Losing Clients and Mo-neyAuthor: Fabienne FredricksonCopyright (c) 2007 Fabienne Fredrickson
There’s a question in my intake packet for new clients titled, “What is holding you back or slowing your progress?”, as it relates to attracting all the clients they need and having a full practice. Having worked with hundreds and hundreds of clients over the years, I’ve seen it all. Other than “no knowledge of marketing,” one thing seems to come up over and over again, and it happened again this week, with a brand new client.
The client answered this: “Sometimes, the
Undervaluing What you Offer? you May be Losing Clients and Mo-ney
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Home Page Business Undervaluing What you Offer? you May be Losing Clients and Mo-ney
Undervaluing What you Offer? you May be Losing Clients and Mo-ney
Posted: Nov 6th, 2007 | Comments: 0 | Views: 6 |
Syndicate this Article
Copy to clipboard
Undervaluing What you Offer? you May be Losing Clients and Mo-neyAuthor: Fabienne FredricksonCopyright (c) 2007 Fabienne Fredrickson
There’s a question in my intake packet for new clients titled, “What is holding you back or slowing your progress?”, as it relates to attracting all the clients they need and having a full practice. Having worked with hundreds and hundreds of clients over the years, I’ve seen it all. Other than “no knowledge of marketing,” one thing seems to come up over and over again, and it happened again this week, with a brand new client.
The client answered this: “Sometimes, the
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Worried about going to sleep-away camp can any one offer some good advice?
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Hey I’m 12 and I’m going to sleep-away camp tomorrow. I’m worried that I won’t have any friends, and that I’ll be really homesick, can any one offer some good advice about how to make friends and not be homesick… or can any one tell me their sleep-away camp stories? (like how you made friends and stuff)
And I’m also really worried about saying goodbye to my parents. I know it’s going to be really hard. Any advice for that?
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Undervaluing What You Offer? You May be Losing Clients
Dec/090
Copyright (c) 2008 Fabienne Fredrickson
There’s a question in my intake packet for new clients titled, “What is holding you back or slowing your progress?”, as it relates to attracting all the clients they need and having a full practice. Having worked with hundreds and hundreds of private clients over the years, I’ve seen it all. Other than “no knowledge of marketing,” one thing seems to come up over and over again, and it happened again recently with a brand new client.
The client answered this: “Sometimes, the ‘Little Voice’ inside me asks, ‘Who needs my program anyway? This is basic information that I offer. People already know this stuff!’” This is so common, but in most every case, this is absolutely not accurate.
I have to admit, in the past, I too have taken for granted what I already know and teach everyday and started questioning my value in the marketplace. For example, when I was teaching holistic nutrition years ago, I sometimes wondered why people were paying me (or WOULD pay me) to teach them about whole foods versus processed foods. To me, it was a no-brainer that brown rice was more healthful than white. But to a person who grew up on Twinkies, it was crucial that I explain it to them in detail, and then the shortcuts to fitting in those brand new foods into their busy life.
I would also question the value of the cooking classes I gave once a month to 15 or 20 people crammed in my living room. As I was stirring carrots and onions on my Coleman grill in the middle of my tiny apartment, I couldn’t help but think, “Are these simple recipes REALLY of value to them?” (I’d been through serious Boot Camp at the French Culinary Institute, so this came naturally to me. ) But they kept showing up, asking questions, and referring friends. Go figure!
Even in the early years of my business coaching practice, I sometimes wondered about my value. Clients ask me daily about the secrets of marketing to get clients to call THEM and filling their practice by networking. For me, it was so ingrained and like second nature. I took for granted that I knew it, because I’d been doing it for so long and knew that it worked. I thought everyone knew it too and that it was common sense.
On the contrary! What’s common knowledge for us, is often a secret to someone else. Because we “bathe” in our information all day long, and for years, we start taking for granted what we know, even if we’re being innovative. We forget that what we know is actually a secret many others would do anything and everything to discover. It becomes the answer to their most pressing problem. It becomes the solution others have been praying for.
If you’re in this situation, you are probably OVER-estimating what everybody else knows. The more common what you teach is to YOU and the longer you do what it is you do, the more you tend to undervalue what you know.
The irony here, as I’ve discovered, is that the more we teach things to our clients in SIMPLE terms, the happier they are, the more referrals we get and the more we make. It’s not the convoluted teachings that people are looking for. It’s the practical and simple solutions.
The real shame about the whole ‘undervaluing what you know’ is that as a result, you may be undercharging for what you offer. This is actually one of the major reasons why most people don’t have enough clients. Because they don’t see value in what they offer, they don’t charge enough; therefore, there is a low perception of value from the prospective client’s point of view. They then go somewhere else for the same exact information. Talk about a self-fulfilling prophecy!
Some entrepreneurs even go so far as discounting their services, or offering a sliding scale, because of their lack of confidence and low perception of value in what they offer. In my book, discounting is a BIG no-no. Again, it portrays a devalued product or service and it’s NOT Client Attractive.
YOUR ASSIGNMENT:
* Notice that your clients came to YOU for the information you take for granted. Sometimes, they may even have known some of what you know, but didn’t have the discipline, accountability, resources, or structure to do it on their own. Many of my clients KNOW how to attract other clients, they’re successful, but they don’t have the discipline or accountability to do it on their own. So we do it together. This is actually my favorite type of scenario, because these clients are very driven and since we’re not starting from scratch in the learning process, we move at warp speed.
* Be confident in what you offer (read your testimonials over and over until your confidence comes back).
* See yourself as their problem solver. Charge accordingly and never discount your services. Ever.
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Sorensen’s Cabins Offer Uinique Stay in Tahoe Backcountry
Dec/090
Well Sorensen’s certainly has been put on the map — the Rand McNally map, that is. It’s right there as Highway 88 meets Highway 89 so this obviously is more than just a resort.
We double-checked with Innkeeper John Brissenden and, yep, there are eight souls who call this place home. And on any given summer night there are another 33 cabins full of people who have come from places like Los Angeles and San Francisco to put some distance between them and the steel, glass and asphalt of everyday life in the big city.
Out here where the mountains are high and the stress is low, Sorensen’s Resort sells what Brissenden describes as “the magic of the surrounding wilderness area. ” In fact, this wilderness is like staying in a national park without the bumper-to-bumper RVs. A network of trails and lakes are just minutes away in any direction, with the Carson mountain range always close at hand, just waiting to provide the perfect backdrop for your next family photo.
Just in case you big-city types suffer serious withdrawal, South Lake Tahoe is just a short scenic drive away – 16 miles to be precise. You can pop into town, get a fix of glitz at one of the major casinos and be back just in time to watch the deer feeding as you enjoy a quite glass of wine and a wilderness sunset.
We arrived at Sorensen’s about midnight after a too-long drive up from Sequoia National Park. Our advice: Arrive well before dark because the drive over the pass – whether Highway 50 or 88 – is deep in the mountains, winding, two-lane and potentially hazardous at night with deer crossing the road. We spotted deer (thankfully beside the road, not on it) just about every five minutes for close to a 60-mile stretch of highway.
If you do arrive late, Sorensen’s has it covered. Our cabin was already unlocked, the lights on to welcome us and an incredibly comfortable, fluffy bed was beckoning these weary travelers to a quiet, restful sleep in the woods. After all, that really is the Sorensen’s calling card: the “cabin in the woods” experience that just happens to have a few extra amenities – such as gourmet dining.
At daybreak, we got a little better look at Sorensen’s, and our awe-inspiring natural surroundings. The only resort in the Hope Valley, Sorensen’s was built adjacent to the Carson River, a favorite for anglers. Out back of our cabin, boulders of all sizes were strewn along the sloping mountainside providing a tempting, woodsy area to explore and climb to our heart’s content.
We were staying in a simple, but modern log cabin with a loft and bathroom area. The kitchen, complete with microwave, two-burner stove and a small refrigerator, was along one wall of the main cabin area. Nearby, a queen bed was covered with charming home-made quilts. The main room also included a sitting area and a dining area, as well as a free-standing wood stove with plenty of wood at the ready even though it was not needed this warm summer night.
The resort itself is actually a village of cabins, joined by meandering pathways, but separated by mature aspens, creeks, ponds and lots of natural vegetation. The cabins all have different names – we were in the Sheepherder cabin – and we learned later that the cabins differ in other ways as well. Brissenden explained that the cabins were purposely not built as cookie-cutter copies of one another, but as an “eclectic” assortment of cabins in many different styles and sizes. You have new cabins, older cabins, big cabins, tiny cabins and many theme cabins such as the Christmas cabins, St. Nick’s and the Chapel.
When Brissenden took over the resort 26 years ago, there were just two cabins, and even those were falling down. Now, $3 million and 31 cabins later, the property has filled out considerably. A sauna and gift shop also have been added, as well as a children’s catch-and-release trout pond.
Sorensen’s also operates a small gourmet restaurant on the property that has been written up in many newspapers and magazines. We didn’t get a chance to sample the resort’s famous Beef Burgundy Stew, but we did stop in for a delightful breakfast of such conventional favorites as sausage, eggs and home-made potatoes, all prepared with a flair.
That famous stew dates back to 1983, but the property itself originally was homesteaded in 1876 with a 176-acre grant deed signed by President Ulyssess S. Grant. By 1926 it had become a resort. The Sorensen family sold it in 1970 and, after an economic downturn, the resort was sold to Brissenden, a former field representative for former California Congressman Leon Panetta. The Brissenden’s step-daughter, Jennifer Camargo, has been helping to operate the resort after some time in “the big city. ”
From what we could tell, Brissenden has it exactly right when he says he sells the “magic” of the area. Since we’re California transplants – Washington state natives who spent a lot of time in the Cascade Mountains – we couldn’t wait to don our hiking boots and check out some of the many trails in the area. One trail we liked a lot was the Crater Lake trail, which you drive part of the way, then walk part of the way. With a four-wheel drive you can easily drive up from Highway 88 a couple miles and then walk a couple miles more up to the lake. This road and trail takes you up along the rim of the Valley with the views growing more spectacular with each switchback.
This part of the Sierras — which in fact is called the Hope Valley — is just loaded with walks and drives like this. For a less rigorous experience, we drove just a few miles down Highway 88 to the historic town of Markleeville and nearby Grover Hot Springs State Park. Markleeville is the seat of Alpine County, the least populated county in California and, although tiny, this town is a fun stroll – especially if you enjoy historic buildings.
The state park is a few miles out of town and offers a hot springs pool where, for $4, adults can enjoy the effects of a soak in hot mineral water. The water is 104 degrees, but nearby you can also take a plunge into cooler water in a large swimming pool.
Back near Sorensen’s, don’t miss the Hope Valley Outdoor Center – even if the furthest thing from your mind is outdoor activities. The reason is that owner Joyce Coker offers two major treats that, between them, probably will attract just about anyone visiting the area. Number one is an unusual selection of microbrews on tap in her rustic bar. There is also a special homemade chocolate chip cookie, which will be a hit with any chocolate chip lover out there.
The Outdoor Center was the last stop on our visit to the Hope Valley so, munching on our chocolate chip cookies, we headed on down the road – probably adding back all the calories we had burned off during our brief visit to Sorensen’s and Tahoe’s backyard wilderness.
AT A GLANCE
WHERE: Sorensen’s Resort is located about 16 miles south of South Lake Tahoe. From Sacramento, travel east on Highway 50 through historic Placerville (worth a stop) and on over to the junction with Highway 89. Take 89 over to Highway 88, turn left and you’re there. An alternate route is Highway 88 northeast from the Stockton area.
WHAT: Sorensen’s offers the “cabin in the woods” experience year-round. In summer, there are great hikes and drives; in winter, the resort has its own cross-country ski area. Fishing and many other outdoor activities are also available in the area.
WHEN: Year-round, except that some attractions may be difficult to reach in winter. For example, the road to Markleeville is sometimes closed due to heavy snow in winter.
WHY: This is an unusual combination of wilderness and civilization. With South Lake Tahoe being so close, it’s easy to go into town for the day or dinner. Yet the Hope Valley has true wilderness complete with mountains, trees, lakes, trails and wild animals.
HOW: To make reservations, call 800-423-9949.
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