You’re often told to add value, add value, add value, but today you’ll learn when you shouldn’t add value to your clients. Firstly, when you’re offering a package, you will have a number of things in that package. They might range from five to 15 things in that package, and you’ve offered this package to your clients, but they’re still a little bit iffy. So firstly, you don’t need to add more value here. Adding more things to the package will just cause confusion. They’ve got the package. There’s enough in there if you built it out correctly.
Reach out to me if you need some ideas around how to build your package. But build it out correctly. You do not add value when they’re a little hesitant. If they’re not saying yes immediately, find out what their concerns are. There’s something that’s concerning them. It might not be the package itself; it might be some payment plans or logistics. Find out what those concerns are and then have the conversation. What happens a lot of times is we just keep packing in the value.
“Oh, I’ll give you this and I’ll give you that and I’ll give you this,” yet you’re not dealing with their concerns, not asking them great questions, and not having a conversation about how we can move forward together. So that’s when you do not add value. Please don’t do it. Make sure you’re having conversations with people and finding out their concerns.