In today’s competitive language industry, quality is a given. So when faced with the decision to choose a translator, what exactly is the motivating factor? You can be sure that it is definitely not the quality of the translation. Your clients are not interested in the actual process of translation—so don’t talk about it! Instead, your clients want to know what you can do for them; how you can solve their problem. Most translation buyers look for language services because they have a particular need and hope you and your offering can satisfy that need. Perhaps by translating a particular document, your client is expecting to reduce the on-the-job accident rate. Others may need your services to make money, gain competitive advantage, or increase market share. So whatever exactly your client’s “problem” is, make sure you are communicating how you can offer a solution. That’s the value of your translation services.