That’s NOT True
Employers will pay much more than most people think when buying courses for themselves or highly valued staff.
The trick is to tap into what they value or need most.
Employers are people and people value the little extras in life .. such as
Luxury (the feeling of)
Process (if it’s unique)
Passing Responsibility (the transfer of it…to you)
Think about the businesses that YOU pay a premium to…
What do they give you that makes you happy to pay extra?
Coffee shops; most charge a high premium on coffee fees. In return you get a distinct ambiance, great coffee, comfortable seating and (usually) good music.
Apple, Their computers and phones are really expensive. You can pay 100% – 400% premium on their computers. But in return, you get a Apple shops which provide a much better experience, a great feeling when opening the box plus good customer service.
Even the simpler, more innovative design implies clarity.
What Employers Will Pay For
Employers will pay extra if you provide some, or all, of the above.
The first step is to answer the phone correctly. These people are responsible adults that run businesses. Far too often when I speak to providers on the phone I feel like they are treating me like a school leaver. There is no need to be abrupt or appear superior!
I’m sure staff don’t set out to appear like this .. but sadly some definitely come over like this.
So start by thinking about the people you are dealing with and what they expect. Provide this as a minimum and then try to exceed their expectations. You can then base your prices on this level of service and see significant income improvements.
You will also stand out from the crowd when bidding against other providers.