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January 02, 2014 at 09:06 AM
Why aren’t more people coming to you for the services you offer? You bring value, your clients know you do a great job for them, and you charge a fair fee. So why doesn’t the word spread about you as fast as it may for some other financial professionals?
Word spreads when there is something interesting to say. Lead generation and prospecting is successful when the messaging you use, and others use about you, is interesting and powerful. It is highly likely that if someone else is doing more business than you, it is because they have a better presentation of their value. The presentation you make about your value is the key factor to being able to not only drive more people to you, but command the fees you believe you are worth.
Who’s Banksy?
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.
The media was buzzing about this because of what people missed in Central Park. The real issue, however, is why no one saw the value in what he was selling. Was Banksy’s art really less valuable in Central Park on that day? Was he less of an artist? No, his story wasn’t being told. And, his art had a perceived lack of value because he was selling each for $60. This renowned artist could barely get any lookers or buyers all day!
