Will someone know what you are worth if they don’t know your story? Blog added by Maribeth Kuzmeski on November 5, 2013
Maribeth Kuzmeski

Maribeth Kuzmeski

Grayslake, IL

Joined: September 04, 2002

Why is it that one firm can charge more for the same services? It is likely they are sharing a better presentation of value, and that others are sharing for them. The way you present your value is the key factor to being able to command the fee you believe you are worth.

Will someone know what you are worth if they don’t know your story? Recently, a renowned artist who has sold individual pieces for hundreds of thousands of dollars — including one piece for $1.8 million — set up on a Saturday in New York's Central Park selling artwork for $60. The artist, Banksy, had only three buyers all day, and one woman even negotiated a 50 percent discount for two pieces she purchased. (You can watch a video of the event here.)

The media is buzzing about this because of what people missed in Central Park. The real issue: Why didn’t anyone see the value in what he was selling? The problem: Banksy didn’t have his story. Is Banksy’s art less valuable in Central Park? Is he less of an artist? No; his story wasn’t being told. And his works had a perceived lack of value because he was selling them for $60.

This renowned artist could barely get any lookers or buyers all day. Imagine what would have happened if there had been someone nearby who was informing people that this was the skilled artist, Banksy, who was offering his works of art for one day only here in Central Park as a way of sharing his works and his good fortune with the people of New York. He would have sold out in 15 minutes.

Are you telling your story? Is anyone else telling your story? Did you know that clarifying your value and pricing with clients actually strengthens the client’s perception of your value? You may think that people know what you do, but I bet telling the simple story of what you do, how you do it and why you do it will increase your perceived value. Try it.

See also:
Ask, "What's my value to you?"
Help your clients understand the value of an annuity in simple terms
How to create value for your professional clients
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