Selling Delight

Disney doesn't just sell cruises. They sell delight.

Last week, my wife Monica and I were on a Disney Cruise Line voyage with some of our extended family. We had a fantastic time!

It wasn't just because Disney's food is better (though it's excellent) or because the shows were spectacular (they are the best of the best).

Excursions, accommodations, food, and entertainment are just table stakes.

We willingly paid a premium for the promise of delight. And we got it, especially the young ones in our party.

The destinations hardly mattered. The delight is what we paid for and what we remember.

It's no different when you sell your expertise.

Your clients aren't just paying for deliverables. Those are vital, but they're table stakes too.

Clients pay a premium for how they feel when they work with you. For empathy and the way you listen. For the safety you create. For being released from where they were stuck. For the relief of not carrying it all themselves. For more time with their family.

It's not Disney's version of delight, but it's delight nonetheless. A business owner's version.

And when you deliver that, you differentiate yourself in a remarkable and memorable way from others who do the "same thing."

The questions you need to ask about yourself and your business:

• Are you creating delight for your clients?

• How do you know?

• Does your pricing reflect it?

hashtag#professionalservices hashtag#clientexperience hashtag#pricing hashtag#differentiation hashtag#pricevaluejourney

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Are you frustrated by your pricing? Need help articulating your value? Do you need a better way to identify and close your best-fit clients? Do you want to restore the joy you used to have for your business? I may be able to help you.

I’m John Ray, a business consultant and coach, author, and podcaster. I advise solopreneurs and small professional services firms on their two most frustrating problems: pricing and business development. I’m passionate about how changes in mindset, positioning, and pricing change the trajectory of a business and the lifestyle choices of its owners. My clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants and bookkeepers, marketing professionals, and other professional services practitioners. Click here to learn more or contact me directly.

I’m the author of the national bestseller, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices. The book covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. The book is available at all major physical and online book retailers.