May 6, 2025 • 20 mins
In this episode, I’m giving you a behind-the-scenes look at a fresh way to structure and offer your ergonomic services—one that’s flexible, scalable, and way more aligned with what clients actually need (and can afford).
Whether you’re working with office setups or on the shop floor, I’ll walk you through how to use a value ladder approach and hybrid service options to reach more people, show up as a true partner, and create long-term client relationships.
You’ll hear real-world examples of what this looks like in action—from discomfort surveys and quick workstation check-ins to pop-up ergo clinics, “first aid” hotlines, and quarterly risk screens.
If you’ve ever felt stuck offering the same one-off assessments over and over, this episode will open up some new, practical ideas you can start using right away.
Are you a healthcare professional curious about how office ergonomics assessments could fit into your services? I’ve got you covered with some valuable (and free!) resources at www.ergonomicshelp.com/free-training.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Darcie (00:00):
Hey there.
(00:01):
Today on the show we're divinginto a fresh approach for
packaging your ergonomicservices, one that helps you
meet a wide range of clientneeds and budgets without
overcomplicating your offers.
Darcie J's video record (00:14):
Welcome to the Business of Ergonomics
podcast.
I'm your host, Darcy Jeremy.
I'm a board certifiedprofessional agonist with over
15 years of experiencedelivering ergonomics programs
to employers of all differenttypes.
In this podcast, I share whatother healthcare professionals
are already doing and being withergonomics assessments.
(00:38):
And how to land those clientsthat you dream of.
Without further ado, let's jumpinto this episode right now.
Darcie (00:46):
So I have something really special for you today.
What you're about to hear is abehind the scenes look of what
members get in my program.
Accelerate the business ofergonomics.
Accelerate is designed to giveprofessional ergonomists value
added resources deliveredstraight to their inbox every
(01:06):
month.
Whether it's helping you writereports faster, stay current
with up-to-date content, or justsave a lot of time.
So what I want you to do is grabyour notebook.
And get ready to explore a freshnew way to deliver value to your
clients.
That is very much outside thetypical box thinking.
(01:27):
We're looking at this throughthe lens of hybrid ergonomic
services and using a valueladder approach to better serve
your clients and add tons ofvalue here.
This is gonna be.
Totally relevant, no matter whattype of industry of ergonomics
that you specialize in.
(01:49):
Let's do this.
Darcie J's video record (01:51):
Today's focus is helping you rethink how
you offer your ergonomicservices.
Especially in small to mediumbusinesses who are budget
conscious and maybe evenhesitate to bring someone in.
And by all means, add whatyou're doing in your own
services, whether you're a pt,ot, other ergonomics types of
services you're gonna walk awaywith some plug and play service
(02:15):
ideas, plus a new way tostructure your offers using the
value ladder strategy.
This isn't about being creative,it's about removing the friction
that keeps potential clientsfrom saying yes to your services
so,
Darcie J's video recordin (02:30):
Let's get real here.
Most small to medium sizedbusinesses wanna do things
right, but struggle with budgetconstraints, gossip or fairness
concerns.
If one person gets equipment,I'm sorry, Shelly.
If Linda gets a new chair,because she needs it, doesn't
mean everyone is entitled to geta new chair too.
(02:52):
There's the fear of opening thefloodgates with equipment
requests time, especially whenteams are lean.
So how do we meet them wherethey're at let's break down this
hybrid service mindset.
Traditional services tend to belinear, right?
If someone complains of any sortof ergonomics risk, you come in,
(03:12):
you assess, you report, and thenit's done.
But hybrid ergonomic services dosomething a little bit
different.
We're looking at combiningeducation.
Risk identification and somesort of tiered support to those
people who really need our help,versus those people that may not
have as much pain or discomfortor ergonomic need by this
(03:34):
framework, you're gonna be ableto help more people.
You're gonna show the leadershipof that company that you are
proactive.
And really at the end of theday, the most important thing I
feel is that we are reducinglong-term issues for those
people as well.
This mindset shift makes you astrategic partner, not just a
(03:55):
hired assessor.
And there is way more value forus as a strategic partner.
For us as ergonomicsconsultants, not only does this
mean there's more valueprovided.
It means that there is amutually beneficial, very
long-term relationship there.
Okay, so here's a real lifeexample of what this looks like
(04:17):
in action.
A company tells me that theycan't afford to assess everyone
or buy new chairs for all.
Instead of doing just a one offergonomic assessment for the
loudest voice and then bouncing,we delivered a discomfort survey
to spot the hot spots beforeanything ever started.
(04:38):
Then we hosted a one hourtraining for all staff how to
adjust your workstation and usas ergonomics providers.
We already know that this isgonna solve approximately 80% of
the ergonomic issues for thosepeople who might have some
concerns or maybe in a low levelamount of pain when it comes to
(05:00):
musculoskeletal issues.
So everyone is encouraged whoparticipated in that training to
go back to their workstation andapply what they've learned and
make any adjustments.
After we spend two to fiveminutes.
It's very quick and we doergonomic checks to verify the
setups that everything is donecorrectly.
We're not doing a full ergonomicassessments, we're not taking
(05:22):
measurements and we're not doingreports.
Behind the scenes, we've alreadyreviewed all the ergonomic
surveys and we triaged thosepeople who may need more help,
more consulting, more additionalstuff, we did these two to five
quick ergonomic checks.
I'm also going through andflagging the people that need
(05:42):
more help as well.
That's not gonna be solvedwithin the two to five minutes.
This is proactive, it's costeffective, and it's equitable.
Let's dive into the value ofthis hybrid approach.
So you just help the companyavoid singling people out, a
necessary equipment purchasesand long reports that they
probably won't read.
(06:03):
You gave them.
A company wide culture shift,visibility into discomfort,
trends, targeted support, and aplan for follow up.
So not only does this type ofservice model build long-term
trust, you are shifting fromthat assessor to that authority
figure in ergonomics.
(06:25):
And because of this, it willusually lead to repeat work.
Let's dive into this a littlebit more.
Let's look at the creativehybrid packages for office
settings.
Using three to five of thesetypes of services can build up
that value ladder and fill in atleast the middle rungs of it
with value added services thatclients need.
(06:46):
What and desire?
The first one we're gonna talkabout is pop-up.
Ergo clinics, and think of thisas like drop-in hours, but for
ergonomics, and you can go onsite, whether it's remote or
in-person, and employees wouldsign up for a 10 minute
ergonomic check-in.
The second year is ergonomicsfirst aid hotline.
(07:08):
This could be a monthly virtualoffice hour, even 30 minutes,
that will provide value foremployees to ask questions.
This is especially helpful forremote or hybrid workers.
The third do it yourself.
Ergonomics champion program.
This is where you would trainone to two internal people on
(07:30):
basic workstation setups.
They're not gonna be able tohandle moderate to complex
stuff, but basic ergonomics,yes.
How you can provide value hereis that you can give them
checklists, maybe short videos,maybe give them a priority
aspect to some contact or phonecalls with you so that you can
(07:52):
help their teams achieve whatthey want.
Next up onboarding, ergonomicssupport.
This is where every new employeegets a 15 minute consult or
checklist.
And this keeps issues frombecoming injuries.
Number five is where you providevalue to.
Organizations, if they are doingan office move, maybe they're
(08:14):
moving floors, or if they'replanning a Reno and they need to
incorporate some soundergonomics principles.
This is where you would help HRor facilities design new spaces
to ensure any sort of ergonomicconcerns are eliminated from the
get go.
And as an ergonomic consultant,I know that you probably have a
list.
How often have you jumped into aworkplace and it's a brand new
(08:38):
reno and it looks beautiful, butthere are some core ergonomic
principles that just were nevermet, and it could have to do
with acoustics of the room, thedesk placement relative to the
window placement, the lighting,the types of chairs and desks
that were purchased.
There's just so much opportunityhere.
The last idea here is astraightforward way to get
(09:01):
everyone's awareness ofergonomics issues up.
It's just a training that occurshalfway through the year to
encourage ergonomic practices orother value added trainings that
you think the organization needsand wants?
Next, let's dive into thecreative hybrid packages for
industry settings.
We're building up the middlerungs of that value ladder.
(09:24):
And you might wanna choose threeto five of these or more based
on how you are running yourergonomics service business
number one here is on the floorcoaching day, and this is where
you shadow team leads or workersfor a few hours and you make
some live tweaks to how theylift, carry, stand, and reach.
(09:45):
The next option here is LIFTtraining, and if you've ever
done this before, you know thatthe valuable training is.
Using actual job tasks.
You wanna make this short andyou wanna make this hands on and
you wanna make it in areas thatpeople are already working in.
So go to the shop floor andactually get this done.
So this is actually about anopportunity to combine
(10:10):
education, skill, practice, andcoaching.
Next up is the ergonomics riskblitz.
You might have heard the term.
Kaizen events before from theToyota or Lane Manufacturing
Movement.
This is where you assessmultiple jobs quickly using a
very simple tool or strategywhere you look at risky
(10:36):
movements and then you delivertrends and the top three risks
to management.
Number four, accommodationtriage.
So this is where you wouldrecommend.
Reasonable adjustments and anymodified duties that would be
required to bring that personback to work safer and make a
gradual return to work plan ifnecessary.
(10:57):
Next up is proactive quarterlyscreens.
So you might wanna set up arhythm here every three months
screen at risk roles if thetrends emerge.
The risks get caught early, istruly proactive when there's a
safety week at thatorganization.
(11:18):
Provide an ergonomicsminiseries.
This can include any of theopportunities that we talked to
up to this point.
You can use handouts, quickwins, something to get
ergonomics to the forefront andlet them know the system
involved.
If a worker has discomfort orpain or concerns, what is the
(11:39):
process that they have to takeso that information gets to the
right person, and thecountermeasures are put into
place like you going in anddoing the ergonomics assessment.
One last point here and it's atthe bottom because I think it's
the most important because notonly does it relate to this in
industry, but also in office.
(11:59):
So I wanna address it now, theway that you present this
information.
Is so key in how you work withthe company, the messaging or
the communication.
So the way you wanna talk aboutthese services is how it works,
the use case, and the objectionsolves.
So put yourself into yourclient's shoes and what might be
(12:24):
some of the concerns that theyhave, whether it's money.
Budget time, people might not beengaged.
Those are all relevant concerns,but you wanna put yourself in
their shoes to craftcommunication that actually
addresses their need.
So not only the use case and howit works, but the objection is
(12:45):
so key in your communication ofthese services.
Let's introduce this idea ofvalue ladder, and this is gonna
work.
If you are in office or industryor manufacturing, wherever you
are, these are sound principlesthat are gonna move the business
forward.
It all comes together here.
The reason why it is so valuableis that it's a way to organize
(13:09):
your offers so that people canease in.
This system is the opposite of afire hydrant of information.
It's very valuable.
Why?
Each run or level of your valueladder builds trust and gives
the client results.
And the most common sensesolution to one rung of a value
(13:34):
ladder is your next serviceoffering.
And at the end of the day, thismeans that you are giving people
an easy way to get started, evenfor free.
And this removes hesitation andbuild long-term relationships.
Okay, so let's dive into anexample of a value ladder.
And I wanna really encourage youjust to start jotting down ideas
(13:58):
of what would be very valuablefor your clients.
And you really need to putyourself into your client's
shoes to find a good matchbetween your skillset and what
you've heard that they wouldreally need and find valuable.
So for this example, you alwayswanna set up a value ladder with
(14:20):
a no brainer, and that usuallyis like a lead magnet or a
freebie.
And these freebies can be likeinfographics, checklists, et
cetera.
It really could be anythinghere.
And then the first rung of thatvalue ladder would be something
that would be lower price pointand allows you to get the yes,
(14:43):
simple.
It's something that they need,want and desire.
Then we move into the secondrung of the value ladder.
This is something that takes alittle bit of commitment, but
not a whole lot.
There's a lower price point, andit's something that this company
probably already needs, so theyare looking for this.
This could be a combination ofdiscomfort, survey plus
training, and that example thatwe already looked at when I
(15:07):
first started today's training.
It could involve a gap analysisor a discovery call, and to get
that information, just go tomodule five.
Then next up on that valueladder is assessments,
coachings, and training.
That could be an element of atuneup day coaching, any of
(15:29):
those things that we've chattedabout before.
And then we have the highest ofthe high, the premium level, and
this is the highest levelbecause there is more value
here.
This requires more of your time,but there is more of an impact
too.
This could include opportunitieslike.
An annual retainer or like awhole ergonomics process and
(15:51):
program that includes follow up.
And the value here is that allof these services are lined up
with each other.
The freebie builds confidenceinto.
Your discomfort survey andtraining, and that shows the
opportunity to do someassessments.
You've demonstrated your valueand your knowledge and your
(16:12):
expertise through assessments,coaching, and training, the only
next logical step in my opinion,is a full thorough process or
having you in on a retainer sothat you can answer those very
difficult questions as they comeup because they're gonna come
up.
So here is a sample industryvalue ladder.
All in all, it's like verysimilar, right?
(16:35):
We're starting with somethingthat would be very valuable as a
lead magnet.
It could be maybe the top fiveindustrial ergonomic risks.
PDF.
And then as you can see, thetypes of services here are
increasing in value.
So in the intro rung, we mightwanna look at the ergonomic
(16:55):
blitz walkthrough as anopportunity.
Another term for a blitz is thatKaizen event, where you limit
this to only three job areas.
Or perhaps you wanna do like thegap analysis or the discovery
call from module five and givethem a report.
Next up, the value ladder islooking at something that adds a
(17:18):
little bit more value, sothere's gonna be a little bit
more impact and it's gonna costa little bit more money.
Some examples here would becoaching, like lift training or.
Any sort of opportunity withthat.
And maybe risk identificationtoo.
And then let's look at thehighest or the premium level of
the value ladder.
(17:39):
These are services that aregoing to be costing more money
because there's more impact.
There's more value, it takesmore of your time.
And these include ergonomics,risk identification solutions.
Job demands, analysis, support,and return to work consulting.
Could be a retainer here.
(17:59):
There's so much opportunityhere.
And again, each of these stepsis designed to build trust and
offer higher value.
Let me address the elephant inthe room.
If a company calls you in.
To do a one-off assessment,we're not gonna say wait.
Let's get you on the bottom rungof the value ladder and move you
through these steps.
Before I can offer an ergonomicsassessment, we're gonna put out
(18:22):
the fire and then look foropportunities to serve them and
at least let them know about thetypes of services that you offer
and how that will bring valueand address objections at the
workplace.
What this means for you as anergonomics consultant, you now
have a new lens to look at yourservices through.
(18:44):
You're not limited there's somany flexible services to solve
the real underlying causes, likethe root causes of what's going
on in that organization thataddresses the budget, the time,
and any sort of uncertainty thatorganization might be
experiencing.
By doing this method, yourservices become easier to say
(19:07):
yes to.
So I have some homework for youto do.
Don't worry.
This is value added and it'sgonna get you to build some
momentum in how you talk aboutyour services.
So I want you to choose one ofyour services, whether it's an
assessment or training, any ofthe things that we talked about
today, and I want you to startadapting it to your ideal
client.
I want you to think about thepain points, the budget level.
(19:31):
And prior experience withergonomics and how that relates
to you communicating the valueof what you do.
Darcie (19:59):
Thanks so much for tuning in today.
I know the audio was a bit tinin parts.
I'm already working on improvingthat for future episodes, so
thanks so much for bearing withme on this.
If you are just getting intooffice ergonomics assessments,
or if you already haveexperience and you're ready to
grow your consulting business,I've got programs to support you
(20:21):
no matter where you're at.
You can find all thedetails@ergonomicshelp.com.
Before you go, what was yourbiggest takeaway from this
episode?
I would love to hear it, and ifyou found this helpful, please
share it with a friend or acolleague and give it a review
or a like.
It really helps to find morepeople who might be interested
(20:42):
in the show and growing theirergonomics, skillset, and
practice.
I'll see you next time.
Hey there.
(00:01):
Today on the show we're divinginto a fresh approach for
packaging your ergonomicservices, one that helps you
meet a wide range of clientneeds and budgets without
overcomplicating your offers.
Darcie J's video record (00:14):
Welcome to the Business of Ergonomics
podcast.
I'm your host, Darcy Jeremy.
I'm a board certifiedprofessional agonist with over
15 years of experiencedelivering ergonomics programs
to employers of all differenttypes.
In this podcast, I share whatother healthcare professionals
are already doing and being withergonomics assessments.
(00:38):
And how to land those clientsthat you dream of.
Without further ado, let's jumpinto this episode right now.
Darcie (00:46):
So I have something really special for you today.
What you're about to hear is abehind the scenes look of what
members get in my program.
Accelerate the business ofergonomics.
Accelerate is designed to giveprofessional ergonomists value
added resources deliveredstraight to their inbox every
(01:06):
month.
Whether it's helping you writereports faster, stay current
with up-to-date content, or justsave a lot of time.
So what I want you to do is grabyour notebook.
And get ready to explore a freshnew way to deliver value to your
clients.
That is very much outside thetypical box thinking.
(01:27):
We're looking at this throughthe lens of hybrid ergonomic
services and using a valueladder approach to better serve
your clients and add tons ofvalue here.
This is gonna be.
Totally relevant, no matter whattype of industry of ergonomics
that you specialize in.
(01:49):
Let's do this.
Darcie J's video record (01:51):
Today's focus is helping you rethink how
you offer your ergonomicservices.
Especially in small to mediumbusinesses who are budget
conscious and maybe evenhesitate to bring someone in.
And by all means, add whatyou're doing in your own
services, whether you're a pt,ot, other ergonomics types of
services you're gonna walk awaywith some plug and play service
(02:15):
ideas, plus a new way tostructure your offers using the
value ladder strategy.
This isn't about being creative,it's about removing the friction
that keeps potential clientsfrom saying yes to your services
so,
Darcie J's video recordin (02:30):
Let's get real here.
Most small to medium sizedbusinesses wanna do things
right, but struggle with budgetconstraints, gossip or fairness
concerns.
If one person gets equipment,I'm sorry, Shelly.
If Linda gets a new chair,because she needs it, doesn't
mean everyone is entitled to geta new chair too.
(02:52):
There's the fear of opening thefloodgates with equipment
requests time, especially whenteams are lean.
So how do we meet them wherethey're at let's break down this
hybrid service mindset.
Traditional services tend to belinear, right?
If someone complains of any sortof ergonomics risk, you come in,
(03:12):
you assess, you report, and thenit's done.
But hybrid ergonomic services dosomething a little bit
different.
We're looking at combiningeducation.
Risk identification and somesort of tiered support to those
people who really need our help,versus those people that may not
have as much pain or discomfortor ergonomic need by this
(03:34):
framework, you're gonna be ableto help more people.
You're gonna show the leadershipof that company that you are
proactive.
And really at the end of theday, the most important thing I
feel is that we are reducinglong-term issues for those
people as well.
This mindset shift makes you astrategic partner, not just a
(03:55):
hired assessor.
And there is way more value forus as a strategic partner.
For us as ergonomicsconsultants, not only does this
mean there's more valueprovided.
It means that there is amutually beneficial, very
long-term relationship there.
Okay, so here's a real lifeexample of what this looks like
(04:17):
in action.
A company tells me that theycan't afford to assess everyone
or buy new chairs for all.
Instead of doing just a one offergonomic assessment for the
loudest voice and then bouncing,we delivered a discomfort survey
to spot the hot spots beforeanything ever started.
(04:38):
Then we hosted a one hourtraining for all staff how to
adjust your workstation and usas ergonomics providers.
We already know that this isgonna solve approximately 80% of
the ergonomic issues for thosepeople who might have some
concerns or maybe in a low levelamount of pain when it comes to
(05:00):
musculoskeletal issues.
So everyone is encouraged whoparticipated in that training to
go back to their workstation andapply what they've learned and
make any adjustments.
After we spend two to fiveminutes.
It's very quick and we doergonomic checks to verify the
setups that everything is donecorrectly.
We're not doing a full ergonomicassessments, we're not taking
(05:22):
measurements and we're not doingreports.
Behind the scenes, we've alreadyreviewed all the ergonomic
surveys and we triaged thosepeople who may need more help,
more consulting, more additionalstuff, we did these two to five
quick ergonomic checks.
I'm also going through andflagging the people that need
(05:42):
more help as well.
That's not gonna be solvedwithin the two to five minutes.
This is proactive, it's costeffective, and it's equitable.
Let's dive into the value ofthis hybrid approach.
So you just help the companyavoid singling people out, a
necessary equipment purchasesand long reports that they
probably won't read.
(06:03):
You gave them.
A company wide culture shift,visibility into discomfort,
trends, targeted support, and aplan for follow up.
So not only does this type ofservice model build long-term
trust, you are shifting fromthat assessor to that authority
figure in ergonomics.
(06:25):
And because of this, it willusually lead to repeat work.
Let's dive into this a littlebit more.
Let's look at the creativehybrid packages for office
settings.
Using three to five of thesetypes of services can build up
that value ladder and fill in atleast the middle rungs of it
with value added services thatclients need.
(06:46):
What and desire?
The first one we're gonna talkabout is pop-up.
Ergo clinics, and think of thisas like drop-in hours, but for
ergonomics, and you can go onsite, whether it's remote or
in-person, and employees wouldsign up for a 10 minute
ergonomic check-in.
The second year is ergonomicsfirst aid hotline.
(07:08):
This could be a monthly virtualoffice hour, even 30 minutes,
that will provide value foremployees to ask questions.
This is especially helpful forremote or hybrid workers.
The third do it yourself.
Ergonomics champion program.
This is where you would trainone to two internal people on
(07:30):
basic workstation setups.
They're not gonna be able tohandle moderate to complex
stuff, but basic ergonomics,yes.
How you can provide value hereis that you can give them
checklists, maybe short videos,maybe give them a priority
aspect to some contact or phonecalls with you so that you can
(07:52):
help their teams achieve whatthey want.
Next up onboarding, ergonomicssupport.
This is where every new employeegets a 15 minute consult or
checklist.
And this keeps issues frombecoming injuries.
Number five is where you providevalue to.
Organizations, if they are doingan office move, maybe they're
(08:14):
moving floors, or if they'replanning a Reno and they need to
incorporate some soundergonomics principles.
This is where you would help HRor facilities design new spaces
to ensure any sort of ergonomicconcerns are eliminated from the
get go.
And as an ergonomic consultant,I know that you probably have a
list.
How often have you jumped into aworkplace and it's a brand new
(08:38):
reno and it looks beautiful, butthere are some core ergonomic
principles that just were nevermet, and it could have to do
with acoustics of the room, thedesk placement relative to the
window placement, the lighting,the types of chairs and desks
that were purchased.
There's just so much opportunityhere.
The last idea here is astraightforward way to get
(09:01):
everyone's awareness ofergonomics issues up.
It's just a training that occurshalfway through the year to
encourage ergonomic practices orother value added trainings that
you think the organization needsand wants?
Next, let's dive into thecreative hybrid packages for
industry settings.
We're building up the middlerungs of that value ladder.
(09:24):
And you might wanna choose threeto five of these or more based
on how you are running yourergonomics service business
number one here is on the floorcoaching day, and this is where
you shadow team leads or workersfor a few hours and you make
some live tweaks to how theylift, carry, stand, and reach.
(09:45):
The next option here is LIFTtraining, and if you've ever
done this before, you know thatthe valuable training is.
Using actual job tasks.
You wanna make this short andyou wanna make this hands on and
you wanna make it in areas thatpeople are already working in.
So go to the shop floor andactually get this done.
So this is actually about anopportunity to combine
(10:10):
education, skill, practice, andcoaching.
Next up is the ergonomics riskblitz.
You might have heard the term.
Kaizen events before from theToyota or Lane Manufacturing
Movement.
This is where you assessmultiple jobs quickly using a
very simple tool or strategywhere you look at risky
(10:36):
movements and then you delivertrends and the top three risks
to management.
Number four, accommodationtriage.
So this is where you wouldrecommend.
Reasonable adjustments and anymodified duties that would be
required to bring that personback to work safer and make a
gradual return to work plan ifnecessary.
(10:57):
Next up is proactive quarterlyscreens.
So you might wanna set up arhythm here every three months
screen at risk roles if thetrends emerge.
The risks get caught early, istruly proactive when there's a
safety week at thatorganization.
(11:18):
Provide an ergonomicsminiseries.
This can include any of theopportunities that we talked to
up to this point.
You can use handouts, quickwins, something to get
ergonomics to the forefront andlet them know the system
involved.
If a worker has discomfort orpain or concerns, what is the
(11:39):
process that they have to takeso that information gets to the
right person, and thecountermeasures are put into
place like you going in anddoing the ergonomics assessment.
One last point here and it's atthe bottom because I think it's
the most important because notonly does it relate to this in
industry, but also in office.
(11:59):
So I wanna address it now, theway that you present this
information.
Is so key in how you work withthe company, the messaging or
the communication.
So the way you wanna talk aboutthese services is how it works,
the use case, and the objectionsolves.
So put yourself into yourclient's shoes and what might be
(12:24):
some of the concerns that theyhave, whether it's money.
Budget time, people might not beengaged.
Those are all relevant concerns,but you wanna put yourself in
their shoes to craftcommunication that actually
addresses their need.
So not only the use case and howit works, but the objection is
(12:45):
so key in your communication ofthese services.
Let's introduce this idea ofvalue ladder, and this is gonna
work.
If you are in office or industryor manufacturing, wherever you
are, these are sound principlesthat are gonna move the business
forward.
It all comes together here.
The reason why it is so valuableis that it's a way to organize
(13:09):
your offers so that people canease in.
This system is the opposite of afire hydrant of information.
It's very valuable.
Why?
Each run or level of your valueladder builds trust and gives
the client results.
And the most common sensesolution to one rung of a value
(13:34):
ladder is your next serviceoffering.
And at the end of the day, thismeans that you are giving people
an easy way to get started, evenfor free.
And this removes hesitation andbuild long-term relationships.
Okay, so let's dive into anexample of a value ladder.
And I wanna really encourage youjust to start jotting down ideas
(13:58):
of what would be very valuablefor your clients.
And you really need to putyourself into your client's
shoes to find a good matchbetween your skillset and what
you've heard that they wouldreally need and find valuable.
So for this example, you alwayswanna set up a value ladder with
(14:20):
a no brainer, and that usuallyis like a lead magnet or a
freebie.
And these freebies can be likeinfographics, checklists, et
cetera.
It really could be anythinghere.
And then the first rung of thatvalue ladder would be something
that would be lower price pointand allows you to get the yes,
(14:43):
simple.
It's something that they need,want and desire.
Then we move into the secondrung of the value ladder.
This is something that takes alittle bit of commitment, but
not a whole lot.
There's a lower price point, andit's something that this company
probably already needs, so theyare looking for this.
This could be a combination ofdiscomfort, survey plus
training, and that example thatwe already looked at when I
(15:07):
first started today's training.
It could involve a gap analysisor a discovery call, and to get
that information, just go tomodule five.
Then next up on that valueladder is assessments,
coachings, and training.
That could be an element of atuneup day coaching, any of
(15:29):
those things that we've chattedabout before.
And then we have the highest ofthe high, the premium level, and
this is the highest levelbecause there is more value
here.
This requires more of your time,but there is more of an impact
too.
This could include opportunitieslike.
An annual retainer or like awhole ergonomics process and
(15:51):
program that includes follow up.
And the value here is that allof these services are lined up
with each other.
The freebie builds confidenceinto.
Your discomfort survey andtraining, and that shows the
opportunity to do someassessments.
You've demonstrated your valueand your knowledge and your
(16:12):
expertise through assessments,coaching, and training, the only
next logical step in my opinion,is a full thorough process or
having you in on a retainer sothat you can answer those very
difficult questions as they comeup because they're gonna come
up.
So here is a sample industryvalue ladder.
All in all, it's like verysimilar, right?
(16:35):
We're starting with somethingthat would be very valuable as a
lead magnet.
It could be maybe the top fiveindustrial ergonomic risks.
PDF.
And then as you can see, thetypes of services here are
increasing in value.
So in the intro rung, we mightwanna look at the ergonomic
(16:55):
blitz walkthrough as anopportunity.
Another term for a blitz is thatKaizen event, where you limit
this to only three job areas.
Or perhaps you wanna do like thegap analysis or the discovery
call from module five and givethem a report.
Next up, the value ladder islooking at something that adds a
(17:18):
little bit more value, sothere's gonna be a little bit
more impact and it's gonna costa little bit more money.
Some examples here would becoaching, like lift training or.
Any sort of opportunity withthat.
And maybe risk identificationtoo.
And then let's look at thehighest or the premium level of
the value ladder.
(17:39):
These are services that aregoing to be costing more money
because there's more impact.
There's more value, it takesmore of your time.
And these include ergonomics,risk identification solutions.
Job demands, analysis, support,and return to work consulting.
Could be a retainer here.
(17:59):
There's so much opportunityhere.
And again, each of these stepsis designed to build trust and
offer higher value.
Let me address the elephant inthe room.
If a company calls you in.
To do a one-off assessment,we're not gonna say wait.
Let's get you on the bottom rungof the value ladder and move you
through these steps.
Before I can offer an ergonomicsassessment, we're gonna put out
(18:22):
the fire and then look foropportunities to serve them and
at least let them know about thetypes of services that you offer
and how that will bring valueand address objections at the
workplace.
What this means for you as anergonomics consultant, you now
have a new lens to look at yourservices through.
(18:44):
You're not limited there's somany flexible services to solve
the real underlying causes, likethe root causes of what's going
on in that organization thataddresses the budget, the time,
and any sort of uncertainty thatorganization might be
experiencing.
By doing this method, yourservices become easier to say
(19:07):
yes to.
So I have some homework for youto do.
Don't worry.
This is value added and it'sgonna get you to build some
momentum in how you talk aboutyour services.
So I want you to choose one ofyour services, whether it's an
assessment or training, any ofthe things that we talked about
today, and I want you to startadapting it to your ideal
client.
I want you to think about thepain points, the budget level.
(19:31):
And prior experience withergonomics and how that relates
to you communicating the valueof what you do.
Darcie (19:59):
Thanks so much for tuning in today.
I know the audio was a bit tinin parts.
I'm already working on improvingthat for future episodes, so
thanks so much for bearing withme on this.
If you are just getting intooffice ergonomics assessments,
or if you already haveexperience and you're ready to
grow your consulting business,I've got programs to support you
(20:21):
no matter where you're at.
You can find all thedetails@ergonomicshelp.com.
Before you go, what was yourbiggest takeaway from this
episode?
I would love to hear it, and ifyou found this helpful, please
share it with a friend or acolleague and give it a review
or a like.
It really helps to find morepeople who might be interested
(20:42):
in the show and growing theirergonomics, skillset, and
practice.
I'll see you next time.
Popular Podcasts
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com