If you are in the professional services business, you know how vital it is to build relationships successfully.
Often, your product is something that is intangible – advice, coaching, training, etc. Even if it is coupled with a concrete deliverable like a website or investment deal, it is not something they can hold in their hands.
So, how can you position your service in a way that merits your fees? One way is to start working on a small project together.
Offer a lost-leader service engagement that allows you to show-off your expertise. When someone is able to experience your knowledge and professionalism, trust grows. Through a series of conversations, you can better understand their goals and how your unique services can fit.
Over time, it becomes a more natural next step to move into a deeper, long-term agreement. You earned their trust and respect.