????簡單而言，我們認(rèn)為服務(wù)必須收費(fèi)。新的收費(fèi)和上調(diào)價(jià)格只是一種方式，往往也是最沒有創(chuàng)造力的方式，許多市場都不能接受。

????服務(wù)收費(fèi)遇到困難？首先，要確保你是在為客戶創(chuàng)造真正的價(jià)值。然后從中為自己爭取一部分。

????我們經(jīng)常接觸到很多企業(yè)管理者，他們的想法和出發(fā)點(diǎn)都很好，但沒算好經(jīng)濟(jì)帳。他們的問題不是對客戶不夠全心全意，而是死守一種觀點(diǎn)，認(rèn)為“只要有好的出發(fā)點(diǎn)就足以成功”。然而，好的出發(fā)點(diǎn)不僅不夠，有時(shí)甚至恰恰相反，會(huì)成為企業(yè)發(fā)展的絆腳石。

????弗朗西斯?弗萊和安?莫瑞斯是《與眾不同的服務(wù)：將客戶置于業(yè)務(wù)核心的制勝之道》（Uncommon Service: How to Win by Putting Customers at the Core of your Business） 的作者。

????譯者：早稻米

????Our message, simply, is that service must be funded. New fees and price increases are just one approach – often the least creative – and many markets won't tolerate them.

????Having trouble getting paid for service? Make sure you're creating real value for your customers. And then try to capture a fraction of it.

????Every day, we work with leaders whose hearts and minds are in the right place, but their numbers aren't. Their problem isn't a lack of commitment to customers. Rather, it's an attachment to a worldview that assumes that good intentions are enough to succeed. Not only are they not enough, but they are also sometimes the very things standing in your way.

????Frances Frei and Anne Morriss are the authors of Uncommon Service: How to Win by Putting Customers at the Core of your Business.