Why is it that one firm can charge more for the same services? Likely they have a better presentation of value that they are sharing and that others are sharing for them. The presentation you make about your value is the key factor to being able to command the fee you believe you are worth.

Will someone know what you are worth if they don’t know your story? Several years ago 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 a handful of buyers all day and one woman even negotiated a 50% discount for 2 pieces she purchased.

The media was buzzing about this because of what people missed in Central Park. The real issue: why didn’t anyone see the value in what he was selling? The problem: Banksy didn’t have his story.
Is Banksy’s art less valuable in Central Park? Is he less of an artist? No, his story wasn’t being told. And, his works had a perceived lack of value because he was selling them for $60. This renowned artist could barely get any lookers or buyers all day!

Imagine what would have happened if there was someone nearby who was informing people that this was the skilled artist, Banksy, who was offering his works of art for one day only here in Central Park as a way of sharing his works and his good fortune with the people of New York. He would have sold out in 15 minutes.

Are you telling your story? Is anyone else telling your story? Did you know that clarifying your value and pricing with clients actually strengthens the client’s perception of your value? You may think that people know what you do – I bet telling the simple story of what you do, how you do it, and why you do it will increase your perceived value. Try it.