Are you losing customers because you can't prove the value of what you do?

Are you a consultant, coach or other service professional who delivers high value service to your clients, but you struggle to tell your story? Is it hard to pin down the real return-on-investment that clients get from your work?

Does this lack of proof, perhaps in the form of testimonials or case studies, make closing sales hard? Does the lack of a great story to tell mean that you are constantly having to chase new business, instead of prospects finding you? Do you hate it that so much of your time is tied up with sales and marketing, instead of just being able to focus on doing what you do best — serving your clients?

Your best clients know your value. Even though sometimes, they don't know that they know. They do. And you hold the key to unlocking this value story. It is something that you do very well already. In fact, you do it nearly every day. It is quite simply — having a conversation with your clients. Not just any run-of-the-mill conversation.

We are talking about having a Client Value Conversation. This entire site is dedicated to teaching you how to have this kind of conversation yourself with your own clients. There is much here to learn. You will get good at this.

But this is a very different conversation. In Client Value Conversations, you dig deep to discover what pain your clients were suffering when you started working with them. Then you dig even deeper, to explore precisely how you worked together to overcome that pain. You want to know exactly what they valued in what you did. Not just your ideas and concepts, but what you personally brought to the process that made it work. Consider this example.

Every coaching or consulting client always says this —

"They are such a good listener! That's what makes them so good." Think about it. All anyone has to do to make you think they are listening is shut their mouth. You want to know what you did to make your client feel listened to. This is just one small piece of your value story, but it is an important one.

But we are not done yet. We know what their pain was and what you did to help them, but what were the results of your work together? What was their actual ROI, their return-on-investment? In the best value stories, you can put a hard-dollar amount on that value. In other cases, the return may be in soft-dollars, such as increased self-esteem, less stress, or the like. But unless you dig for this ROI, and unless your clients actually say the words describing that ROI, this value story remains locked away.

"Duh, talk to my clients? Is that all you got? If I could get my clients to give me that information, I would have 50 testimonials on my website. People everywhere would hear about me and come flocking to my door. I would have to beat them away with a stick. 'Talk to my customer?' Yeah, right!

I know your pain. Getting testimonials from clients is just about the most perplexing and difficult process that any consultant, coach, or professional service provider faces when trying to build a marketing engine that will open the flood gates to a continual stream of "perfect clients."

But after doing over 1,000 Customer Value Conversations over my lifetime, I have developed a system that works every time with every client. You can get good at this, and there are many resources on this site to help you.

"Oh, that's the catch. You want us to hire you to do these for us." Ok, you found me out. This was really all about me. Just kidding. Yes, I still do testimonial interviews for a few selected clients. But that is not the focus FeeResistance.com. Why?

I discovered I was doing my clients a disservice by letting them off the hook, when it came to having these client value conversations with their Raving Fans. You see, nothing can replace you in this process. It is essential that you do these interviews. Why?

Here is what happens when you do these interviews yourself with your clients.

You eliminate fee resistance in clients.
You eliminate fee resistance in you.
You clarify your Unique Selling Proposition.
You increase revenue per client.
You improve consumption of your services.
You document hard-dollar ROI stories.
You create powerful testimonials without even asking for them!
You close more sales with prospects.
You create information products that attract clients to you.
You convert clients to evangelists.
You build powerful niche markets that make business easy

That is a lot to promise, and I know you have doubts. I know you have questions. All I ask is that you set those doubts aside for a moment and check out some of the resources on this site.

I also know you want some free content that can get you started doing these conversations. Here is where you should start. Click on this link that will take you to the articles page. Click on "The Scariest Question You Will Ever Ask Your Client." This article will give you a very clear idea of how Customer Value Conversations work. But at the end of the article, you will get a special bonus.

Would you like to have specific scripts you can use with your clients and prospects to start Client Value Conversations? I mean the precise wording you can use to launch these discussions? At the end of the "Scariest" article, you will find a link to those scripts. When you click on the link, you also get to receive another free bonus.

Fee Resistance: Reports from the Field. These are actual Client Value Conversations done by myself with clients and with students who take my Client Value Conversation Teleseminar. This is the real deal in action. These will be downloadable audio files you can listen to for free.

"Free, free, free, doesn't anyone want to sell me something!" Of course! If you would like to get really good, really fast at doing these conversations, then I suggest you consider taking my Customer Value Conversation Teleseminar. Clicking on this link will take you to a page that tells you more.

But please start with the free stuff. The "Scariest Question" article will inspire you. The "Scripts" with get you started. Then if you want more help, I will be here to serve.

Ciao,

Bill Metcalf

Do you want your customers to become your Evangelists?

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How I've Helped My Clients Do Great Things

"You need to have Client Value Conversations with your clients. I learned it from Tony Robbins years ago. But Tony never taught me to take it to this level that Bill is doing. It's changed - not only my business and my marketing - but my life as well."
Get the rest of Robin's story >

"All I can say is, if the only thing I get out of the training you are about to take me through is this one meeting, I would be satisfied - very satisfied. My first conversation with my client was absolutely incredible! He shared so much so openly that I feel flattered, as if he has invited me into his world to be a partner in his plans."
Get the rest of John's story >

"I thought I was doing Customer Value Conversations already. I discovered I really wasn't. Learning to do CVCs has allowed me to take a position of power in my business, close sales more easily, and start to create a business that will give me the life I desire."
Get the rest of Erin's story >

"The first "conversation" with my client was excellent. The lunch went for about an hour & forty five minutes, well past the time he had allotted for the meeting. He said he was really pleased that I had called the meeting and that they were really in need of someone to help steer them through their technological issues."
Get the rest of Michael's story >

"Bill's got a heart of gold. I just don't think you can find a better guy. You can't find someone who has a better understanding of how the testimonial works, how to structure the testimonial, how to get the testimonial, how to use the testimonial."
Get the rest of Sean's story >

"Not all brilliant people can teach. A lot of gurus want to just pontificate, take the money and walk away. Bill is not like that at all. He is the antithesis of that. He will make sure you "get it."
Get the rest of Vickie's story >

"The service Bill is offering is so novel and so obviously valuable that I told him immediately that my More Clients subscribers should know about it. Since then, I've used his services and have been even more impressed."

- Robert Middleton