How do you establish value?? Please share your methods!!

I'd like to get views from warriors on how you establish value with your customers.

I'll start with mine.

From my experiences I've learned that, for the most part, the best value solution for a given problem is usually not the cheapest option.

I've also learned that for various reasons, I didn't want to pursue a pricing strategy based on offering the cheapest solution. Rather I wanted to concentrate my efforts on being paid for the value I provide.

That's easy to say but prospects will not simply accept, on your word, your solution as the best value proposition for them.

Here's how I position what I'm offering.

1. I believe strongly in educating prospects. In my mind educating=selling. Wherever possible, your marketing materials should educate your customers. I see many websites that don't do this which IMO is a mistake. Web real estate is cheap. Use it to educate and pre-sell your products and services.

When talking to clients, whether on the phone or face to face, you should be educating them. You don't need to get into the nuts and bolts minutiae but thoroughly answering their questions, addressing their concerns and giving a broad overview of what you're going to be doing and why is important. It establishes rapport with the client. Positions you as an expert and hopefully gives your client a sense that you really care about their business and the outcome of whatever service or product your providing.

But don't take my word for it. Think back to when you've had a service performed. Let's say you're having car problems. You take your car to the shop. They inspect it, tell you what's wrong and throw out a price for repair.

The second shop you go to also inspects the car. They come to the same conclusion that a repair is needed but they dig a little deeper while providing you with additional information. Maybe the part failed prematurely and the mechanic discusses possible scenarios with you about what could have caused it and what you can do in the future to prevent it. The mechanic also shows you the part lets you know what it does, why its important and what will happen if its not repaired.

Which shop would you want repairing your car??

2. The service your offering is secondary to your knowledge and experience. So, if you're selling mobile websites well that's not really what your selling. Your selling your knowledge of how to make a mobile website generate customers for your client.

If you're just selling a website, you're a commodity and can be easily replaced. But when you position your knowledge and experience as primary, and that a website just happens to come with the deal, you become much harder to cross shop.

Also emphasize benefits of whatever service or product your providing. Remember you don't buy a drill because you want a drill. You buy a drill because you wan a hole.

Find out what your clients wants and talk to them in those terms, emphasizing those items.

3. You're a businessman/woman..ACT like it.

This was a problem I had. I was overly stiff. I'd converse like had a stick up my A**. Very formal, and now looking back on it, I'm sure I didn't make the impression I wanted.

Remember you're a business owner, same as your prospect. Get rid of the automaton act and be a real live person. Talk to them on their level not like you're some poor soul grateful for whatever scraps they might throw your way.

That's all I got.

Please share your methods and views.