Article Contributed by Lisa Cherney
Given the impact that your clients have on your business, it’s crucial that you have the right clients on your success train. If the distance between your ideal clients is widening, you need to close the gap! Consistency in attracting those “10’s” in your client base is key to obtaining that peace and prosperity that will allow you to make more money and work less hours than you ever have in the past. Here is a strategy that you can use, right now, to get the most mileage out of your programs and services so that you can use your part-time hours effectively.
Start by asking yourself this question: Where can I add group delivery and by what date?
I transformed my business when I changed what I was selling, my “off-the-shelf” type programs, into a high ticket, high value program. I was able to impart so much more value, more tools, more marketing how-to’s, audios, and small group experiences when I didn’t spread such a wide net and limited the participation to a select group of entrepreneurs who could benefit the most from what I had to offer. And here’s the process in a nutshell.
First, I set a date for when this new program was going to start. Then I created the program. Third, everyone I talked to that was a fit for my “ideal” client was offered that specific program and no other. Right now you may be treating every client as an inidividual, having conversations, holding a teleclass for one… that’s not the way to get a 6-figure income. You have to stop the one-on-one. If they’re not a match for your program as it functions, then they are non-ideal clients. Do them, and yourself, a favor and just say no. Keep it simple and only offer a couple of very specialized programs. I have two really quality programs that I offer, and it works great for me. I’m clear on my clients and offerings, and I get the most out of the people that I work with.
Next, double your fees.
Think of one thing that you charge for and double it. If that’s really easy for you, then you should have already been doing it. Double it again. Do it until it feels uncomfortable. You have to believe in yourself and the value that you provide. Don’t listen to the excuses of why you can’t, just know your value and do it. You can start this today! Put a date on the rate increase, even if it’s a year out. Be confident and “get full of yourself” (in the good way) in order to create the value of your programs in the mind of your potential client.
One of the most impactful steps in our Stand Out & Be Juicy process is creating a set of irresistable Juicy Benefits for every product and service you offer because this is where you learn to articlulate the value you offer in a unique way. And people tell me over and over that they see a directly relationship between what they are willing to charge and their ability to articulate the value someone will get.
I have to warn you not to pre-judge someone because you think they don’t have the money for your new full-service program. I once gave $2000 back to a client when I couldn’t give her the value that I knew she needed from the service option she had chosen. She didn’t think she could afford the full program, and I knew that she really needed more. She needed the full-blown group program to take her business where she wanted to go. So when I told her I couldn’t in good conscience take her money for the small program, she knew where I was coming from and told me to keep the money, and she would pay for the full program in 2 weeks. That’s how you know your ideal client gets not only your value, but their own.
About the Author:
Lisa Cherney, a.k.a. the Juicy Marketing Expert, founded Conscious Marketing 12 years ago to help small business owners find their authentic marketing voice, attract their ideal clients and increase their sales. Following her own Stand Out & Be Juicy program, which centers on owning your unique self and laser-focus marketing, Lisa has tripled her income while working
part-time.
Prior to Conscious Marketing, Lisa worked with many Fortune 500 companies, including AT&T, Lipton, Nissan, Blue Cross and Equal. She is a highly sought after speaker and often shares the stage with experts such as Jack Assaraf (The Secret), Jack Canfield and Jill Lublin. Learn more about Lisa at www.consciousmarketing.com or call 887-771-0156.
One reply on “How to Leverage Your Time And Raise Your Prices”
Good basic advice, as you say chose a ‘niche’ market to sell to and then have a quality offering and price it high on the basis that you ‘get what you pay for’.
So many people in buisness forget these 2 simple things, look how many small business owners are chasing business on low price and a huge range of services, is that really the best way?