10 Ways to Charge More for Your IT Services

How to make more without (always) doing more!

Increase Prices

Higher prices can increase perceived value.Higher perceived value can increase sales.Modest increase can have significant impact.Most customers would be willing to pay.But service must be good!

Remove Non-profitable Items

Concentrate on higher profit per time spent.Unless item is deliberate loss leader.Weigh up benefits of such items carefully.Ditch any that don’t make the grade.

Log More Time

Doesn’t mean do more hours of work.Log every minute you actually do work.No more free lunches!Use a tool (PSA) to log time more efficientlyLog it or lose it!

Add Value

Clients pay more if they see more value.Better guarantees for service provided.Use SLA to ensure you meet service levels.Measure against past SLA data.Show how it is improving over time. Clarify exactly the service they are guaranteed.

Increase Perceived Value

Promote new benefits to existing services. Add tiers for higher levels of service.Reposition biz so it seems to offer more value. For example compare books to self-study courses which seem like higher value and often cost much more despite same material.

Collect & Publish Testimonials

Help convince unsure potential clients.A good testimonial can help close the deal. Your clients know better what matters to them.Customer opinion is typically considered more valid by their peers.

Educate Your Customers

Make sure they know the true service value. They need to know that you’re an expert in the field who will resolve their problems.With your help their business can grow.Ensure they know how much they benefit.Quantify precisely what you provide them.

Check Your Competition

If everyone else charges more than you, then you can charge more also. If their customers willing to pay that much, should be willing to pay you that much. Compete on quality, not price.

Build Up Your Brand

Brands seen as offering more value.Brands considered worth paying more for.Spruce up your website, get a new logo.Make your brand highly visible everywhere. Dominate the social network channels.Be seen everywhere your customers gather.

Don’t Fear Losing Customers

Specifically those who are not profitable. Better to have higher paying customers which you can take better care of.Too many unprofitable customers will result in a worse service, which hurts your reputation.

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Professional Services Automation for IT Service Providers

by CommitCRM