The simple haircare process of rinse and repeat, as printed on shampoo bottles everywhere, has made manufacturers of personal hygiene products billions of dollars as have other simple and sustainable processes across the globe. From bartenders upselling premium drinks to Southwest Airlines’ Early Bird check-in fee, smart sellers of products and services leverage consumers’ desire for added value.

Just as practice makes perfect, process makes profits when it aligns needs with tremendous value. Your sales and service systems must incorporate this same methodology to break out of being seen as a commodity and emerge into being a valued business partner who easily garners full rates and generous fees.