O que fazer se suas taxas de consultoria em Inovação de Produto não estão atraindo clientes?

When I started my online consulting activity in product innovation 3 years ago, I did an extensive research to be able to set the right rate that brings my customers value vs price and at the same time provide profitability to me. 1) Define the industries that you will work in for product innovation 2) Research the top 5 consultants in each industry 3) Get in touch with them through LinkedIn or common network colleagues 4) Understand Their Pricing System and Strategy 5) Build your own system logic taking into consideration experts feedback 6) Identify your profitability targets and transform this to your pricing model 7) Survey with peers/former clients on possible projects & pricing 8) Calibrate based on their feedback

If your consulting rates in product innovation aren't resonating with clients, start by comprehensively understanding your market. Research prevailing rates among product innovation consultants in your niche, location, and experience level. Utilize online platforms, networks, and industry directories for insights. Seek feedback from peers, mentors, and past clients to refine your pricing strategy. Aligning your rates with market expectations ensures competitiveness and helps strike a balance between attracting clients and fair compensation for your expertise.

💡Get to know "the product of you"💡 Taking yourself to market needs to involve research and discovery work just as taking a product to market would. Develop insights into your consulting pricing model by running messaging and pricing tests; and be flexible until you've developed a portfolio with testimonials or pipeline of projects.

Study from the successful consultants who are able to attract the clients. Analyze the gaps in your strategy to the Top consultants. Don't mimic the same on what others do, be unique to yourself. Most of the times, many consultant delivery high value but fail to articulate the same. So first check is to ensure, am I knowing the market and delivery value. Once we are assured of delivering value, articulate the same that your market understands.

Establishing your consulting rates requires a deep understanding of your value proposition. Clearly articulate your uniqueness, the results you can achieve, and the benefits you bring to clients' projects. Showcase your expertise through testimonials, case studies, portfolios, and awards. Quantify your impact and return on investment using metrics and data. Demonstrating your value enhances your credibility and justifies the rates you set, making clients more willing to invest in your product innovation consulting services.

This is highly connected to the above. Know the market first, i.e., your target customers. Knowing what value our customers seek is important. Once we know what value our customers seek, we need to deliver and articulate the same. Pricing surely plays an important role. Whether penetration pricing works, skimming price works, or freemium works varies depending on the strategy and context. For example, in the Indian scenario, we can observe a giant in the industry initially offering everything for free. Once customers are accustomed to the product/service, they start charging a premium. So the context matters; your situation, market condition, and what you and your customer aspire to should be linked to your value strategy.

Flexibility is key when setting consulting rates. Explore various charging methods like hourly, daily, project-based, value-based, or retainer, depending on the situation and client. Consider factors such as scope, complexity, duration, urgency, and risk. Clearly outline rates and terms in contracts, proposals, and invoices. Knowing your options allows you to negotiate effectively, tailoring your approach to meet the unique needs of each client and situation.

In considering your options, I would suggest know the options that your customers have in the market. Our offering options should be unique or attractive compared to the options that customers have in the market. One attractive option I see these days for online products is - they offer it for free but give customers the option to pay as they like. The outcome is they are getting more than they actually expect to receive in terms of pricing. No doubt, the content and quality of the product/service should delight customers to encourage them to pay. Business Success = ensuring quality, attracting customers, and receiving deserved compensation. In all steps, try your best to be unique.

Building long-term client relationships is essential. Understand your clients' challenges, goals, and expectations. Communicate effectively and provide value-added services like insights and recommendations. Use surveys, reviews, and referrals to gauge client satisfaction. This knowledge fosters client retention and encourages repeat business, establishing a strong foundation for your consulting career.

Agility in business is intrinsically linked to the concept of understanding your worth and positioning yourself effectively in the market. Agility enables businesses to effectively navigate the dynamic landscape of the market, ensuring that they position themselves in a way that maximizes their value and relevance. By understanding their worth and strategically positioning themselves at the right time and in the right market, businesses can capitalize on opportunities and thrive in an ever-changing business environment.

Consider the power of networking and cultivating a personal brand. Attend industry events, connect with peers, and leverage social media to establish your presence. Share your expertise through blogs or podcasts to showcase your knowledge and attract clients. Additionally, stay updated on industry trends and continuously upskill to offer cutting-edge insights. Your network, brand, and continuous learning contribute significantly to your consulting success.