All of my clients want to sell more value added services. And it’s because when our clients buy value added services from us, we get the opportunity to really make a difference. We get to provide valuable advice to point our clients in the right direction.

It doesn’t matter whether you sell legal services, accounting services or migration services. When you’re able to do more for your clients than draft agreements, prepare tax returns or apply for a visa, that’s when you’re really able to help your clients.

And that's where your business is more profitable. 

I was speaking to a client a little while ago about how we could reshape the way his clients used his services. Instead of using him for one off assignments or just to do the administrative work, have his clients start seeing his firm as a group of advisers they can go to for help when they need it most.

We implemented one simple strategy and helped him generate an additional 15% revenue from value added services. 

Promise to remove uncertainty

Most clients hate uncertainty around fees. That could mean they don’t call you as often as they need if you charge by the hour.  Or they want to restrict and define the scope of work upfront to avoid budget blow outs.

What if you promised to remove this uncertainty for them? Imagine how your clients would feel if you promised to never charge them for a phone call or to answer a short email?

My client put together a service package that allowed them to do this for his clients that typically only worked with him on discreet projects. This package would be revisited every quarter to ensure it was fair on both my client and his clients. 

By doing this, he increased each clients’ annual spend by an average of 15%. 

How could you make this strategy work in your firm?