We’ve all experienced this scenario: You’re on the phone with a potential client. You’ve had a great conversation about what she’s struggling to achieve.  It’s clear to you both that working with you is the best next step for this person, so you make the offer of your services.  After a pause, she says… “I’d love to, but… I just don’t have the money for your program.”

Is lack of money the real reason that your potential clients has said no to you offer?

Many coaches and solo-entrepreneurs take statements like “I can’t afford it” at face value.  Certainly you don’t want to twist someone’s arm or manipulate them into working with you.  However just keep in mind that the majority of the time when someone says,

“I can’t afford it…”

“I don’t have time…”

“I have to think about it…”

… It’s an excuse…plain and simple.

Here are 3 things That Your Potential Client Isn’t Telling You.

1. Your program or service isn’t right for them.
They really don’t need what you have right now.  Frankly, this HIGHLY unlikely, since you got to the point in the conversation where you discussed your program or service. If they hadn’t needed it, you wouldn’t have offered it. However sometimes during a conversation your potential client can decide to change course…and as a result she no longer needs your particular type of support.

2. They don’t see the value in what you’re offering.
Basically, they’re unclear either about their exact problem or in why they should invest with you. In this instance they probably don’t understand how your program or service will help solve their pressing problem. (They also don’t see the reason why they should invest with you right now.)

3. Some form of fear.
This is usually the unspoken truth! Your client knows she needs to make a dramatic shift to solve her problem, but this reality triggers massive fear.  The part of her that wants to remain in her safe, (stagnant) comfort zone reacts.

And then there are other fears: fear that they can’t get the results, fear about telling  partner/spouse about working with you, fear of being judged (by you or someone else)… the fears go on and on.

So how do you uncover the REAL issue… without being pushy? The answer is to get curious, stay detached, and ask questions.

When your client is facing a life altering opportunity, their fears can sabotage them. They need you to support them in achieving their best, fullest life. When people give into their fears, they miss out getting your help to get what they really want. And you miss out thousands of dollars in income over time…(all because you didn’t want to be rude or inconsiderate).

The Next Time You Hear “I Can’t Afford It,” Try This Script…

“I’m hearing that [money...time, whatever] is a concern for you. May I ask you a question about that?”

People are rarely challenged when they raise financial concerns. You’re going into uncomfortable territory when you don’t easily let them off the hook. Be sure to be respectful so that you don’t lose your potential client’s trust (and the sale).

Now it’s time to find out if it’s really about the money. If it’s about value, return to their problem and emphasize the cost of not getting it solved.  If it’s truly about the money, you can refer them to someone else, or help them find the money.

It’s easy to take “I can’t afford it” personally—meaning that you get flustered and end the conversation. But remember, this conversation is about your client’s decision to transform her life. By not buying into their excuses, you take a strong stand for them and empower them to make an important choice that can substantially improve their health, wealth and happiness.

It’s a fact that most solo professionals charge by the hour.  It’s also a fact that charging for your time is a terrible idea for most entrepreneurs. It’s a sure path to financial struggle, overwhelm and burn out. Here’s some reasons why.
  
Problem #1:  Charging by the hour reduces your service to an interchangeable commodity. If you have a clogged sink and one plumber charges $100.00 and another charges $75.00 you will most likely hire the lower priced plumber.  People don’t value your time; they’re simply looking for a specific result.   If the only measure of your "value" is your hourly fee, you’ll only attract a slew of bargain hunters or lookey-loos wanting a freebie.
 

Problem #2:   You’ll have to REALLY hustle to earn a decent income.  Let’s say that you’re a consultant or coach who charges $100 an hour for a one-off session. If you want to earn $100,000 a year you’ll need 83 paying customers, every month. Even if you raise your fee to $250 an hour, you’ll still need 33 paid clients each and every month. I know that those numbers don’t seem astronomical. However, each month you’ll need to generate a substantial number of leads to consistently net 83 or even 33 paid clients. 

Problem #3:  You can’t really help someone in an hour.   In an hour you can’t do much more than scratch the surface of your client’s problem.  In my experience, in order to really help someone to reach their goal, it takes more consistent time working together.  At best, in an hour you can talk about a few tactics, but tactics without a solid action plan isn’t going to help your clients accomplish their goals.

The best way to earn more money per client, while providing them with exponentially more value is to offer service packages.   Packages are several sessions bundled together to deliver a specific outcome to your clients.  Packages allow you to help your clients to achieve their desired goal in a systematic way.   With a package, you are selling results, not your time.  Consequently with packages it’s relatively easy go from earning $100 per hour per client to earning more than $1000 per client. 

Here are 3 Tips to Creating Service Packages:

1.  Be sure that the name of your package clearly states the outcome.
For instance a health and wellness professional may have a package called: 90 days to Kick Your Sugar Habit. A marriage counselor may have a package called: Rekindle Your Marriage in 60 days.
 

2.  Have at least three price options.  Make sure that you cover all bases by having deluxe, premium and basic packages. Your packages should reflect the features that you are providing at the various price levels.
 

3.  Don’t overstuff your packages.
As you uplevel your business, you notice that your clients will have less time to devote to achieving their goals.  People are hiring you to streamline their process, so they don’t want longer sessions or to be overwhelmed with “stuff.” Useful goodies to add to your packages include templates and done-for-you services. 

BTW, if you’d like help learning to price and package you’re services, I can help you.  Click here for the details

If you’re like most coaches, entrepreneurs and solo professionals you have a hard time explaining to people how you can help them.  Does this sound familiar? You get into a conversation with someone who’s a great candidate for your service or program, and after a few minutes you can see her eyes glaze over.  The woman thanks you for your time and walks away. You’ve just lost a great prospect. You’re inability to clearly discuss how ‘your solution” to your clients’ problems  is costing you both clients and income.

People’s need for quick, step-by-step solutions is the reason why you need a signature system.

It doesn’t take a lot of extra work to turn your services into your own signature system. You probably already have a set of steps that you routinely take your clients through to achieve a certain result—that’s your signature system. The advantage of creating your signature system is that it speaks volumes to your clients. Your signature system tells them, “I’ve done the work for you, so you don’t have to.” People love that “done for you” approach and will be quicker to buy your system than your stand-alone services. Also people are afraid of making mistakes. They are reassured when they believe that by following your step-by-system that they can get results similar to your other clients.

Your signature system will help clients to quickly understand how you can help them, which means that more people will purchase your services. You help more people and have more cash in your bank account (win-win).

Here are five tips you can use to transform your service into an attractive (marketable) system.

Tip 1: Name Your Signature System

This isn’t the time for cutesy or overly clever names. The name of your system should get to the point about the result it achieves for clients. For instance, if you’re a relationship coach, your signature system could be “7 Steps to Finding Your Soulmate.” If you’re a facialist, your system could be “Acne-Free Skin in 30 Days.”

Tip 2: Think Of What You Do First With A Client

I’m sure that you already have a standard “first step” that you do with all clients. It may an initial consultation, an assessment, an interview, etc. That’s the first step of your new system. Now you have to think about each subsequent step. Keep asking yourself “What needs to happen next?” and you’ll create your remaining steps.

Tip 3: Aim For The Ideal Number Of Steps

The point of a system is to make the work easy for your clients. If you have more than 10 steps you’ll scare clients off. I recommend easy to digest numbers such as three, five, seven or eight.

Tip 4: Focus On the Benefit/Result of Each Step

Each step in your system is there to produce a benefit for the clients that get them to their BIG goal. It’s important that when you’re having a conversation with a prospective client (or writing sales copy) about your signature system you’re emphasizing the results that they receive from each step.

Tip 5: Name Each Step To Match A Specific Result

Use plain language so that it’s clear to a 4th grader what each step is all about. For example, if you’re a nutritionist who focuses on weight-loss. Your first step may be to “Assess Your Diet” and your second step may be “See Which Foods Will Boost Your Metabolism.”

People aren’t stupid but they feel more comfortable being led through an organized, easy to understand plan. Without a signature system your services may seem disjointed and haphazard. However with a system you look like an industry authority with a solid action plan for results.

Bonus Tip:

You can turn the various steps of your Signature System into separate programs or products, creating  multiple streams of

When you begin to have an enrollment conversation with a prospect, do you unconsicously “size her up” financially?  You have a good sense that your program or service could help this person to achieve her goals.  However the prospect then tells you that her husband just got laid off, or that her kid’s entering college in the Fall or that she works at Walmart…and you begin to get anxious.    It’s never occurs to you that this woman could be sitting on a large heritance or a cushy portfolio of blue chip stocks.  You get really uncomfortable about talking money and the end result is that the sale is sunk.

Based on what the prospect has said, YOU decide that she doesn’t have the money for your product, program or service. From that point on in the conversation, you begin to sabotage the sale (because you feel guilty about your rates). You don’t discuss your higher end offers or you offer a  DEEP ”special discount” to make it easier for her to sign-up.  Unfortunately both responses are bad, especially if your intention is to serve  the highest good of your clients.

Your job is not to think for your clients, it’s to empower them to make the best decisions for themselves.

People usually find the money for things that REALLY matter to them.  Most people make purchase decisions with their emotions, not with their logic.  They buy things that from their vantage point, bring them pleasure or  improves the quality of  their lives.  Your job as an entrepreneur is to make the case that your program or product can help this person reach her desired goals.  You then have to detach from the sales conversation and let the person decide whether or not she agrees with you.

Let me be clear, this is not about you manipulating or coercing someone into buying your service or program.  To sell with integrity, you have to  honestly believe that what you have to offer would be valuable to the prospect.  After that point, you need to leave it up to hher about how she will pay for it…it’s not your concern.

If you’re imposing your judgment about what someone can afford then you’re coming from a place of superiority not service.

If someone really wants the transformation that you’re providing they’ll borrow the money; put it on their credit card; cash in an IRA or they will save the money (even it it takes a year).  Men of modest spend tons of money on big screen televisions, electronics and luxury cars because they’ve decided it’s worth it.  Secretaries get plastic surgery, buy designer clothes and keep weekly hair appointments, because they think  that  these things are worth it.

By believing that you are doing your client a favor by not discussing your high-end offer or assuming that they need/want a discount, you are in fact disempowering them. You’re taking away their ability to choose for themselves and are assuming that you know better than they do.  Frequently making a financial sacrifice is like crossing the Rubicon. It’s a step that separates the people who “talk” about change from those who “take action” to make change happen.

The caveat is that if your current client base tends to have a low salary, then marketing a $50K program to them isn’t financially or ethically sound .  As general rule, approach your sales conversations with the idea that you are talking with equals—intelligent people capable of deciding what works for them and their wallets without you. They don’t need you to think for them.

 Image: Courtesy of Cali.org

Every entrepreneur has felt the frustration of pouring her heart and soul into creating a program, putting it out there into the world and… nobody buys it. You immediately get a sinking feeling in the pit of your stomach.  You’re confidence is shot to hell and you’re wondering if it’s time to revise your resume.

Here’s the good news: The reason why nobody’s buying usually comes down to one of just a few things. Once you get a handle on what makes an offer a dud or  ahot ticket (with crazy registration numbers), you can design your programs and offerings to be irresistible.

Here are 4 questions to ask yourself the next time you’ve made a great offer and are still wondering, “Why won’t they buy?”

1. Is there a demand for what you’re offering? (Meaning, do they really want it?)

Frequently my clients will say that they know that their clients “need” their latest program or product—they just need to be educated about it.  Here’s the deal: If you’ve got to “educate” your clients about why they “need” your product, there’s no demand for it.   Instead of trying to create a demand, it’s much easier to find an existing demand and fill it.

Now this strategy doesn’t mean that you’ve got to re-invent the wheel… this is easier than you think! I’m willing to bet that at least one of your offerings provides an outcome that your clients already want. What do they say they want solved, in their own words?  Which of your products or programs provides that outcome?

The easiest and most lucrative route is to position that offering so that it meets your clients where they are. This leads me to…

2. Are the benefits and outcomes stated clearly?

Many coaches, trainers and solo-professionals LOVE our “processes.” For example, I LOVE coaching women entrepreneurs.  However, nobody really pays me for coaching. People invest with me to build their businesses, to position themselves as experts in their fields as a way to create lucrative incomes, and to create freedom-based lifestyles.

Your clients are not paying you for your process, either. They want a very specific transformation… and they must value that transformation enough to invest in it. When you show them that what you’ll help them achieve the result that they want, they’ll happily invest.

Bonus tip:

Creating a Signature System is a powerful way to communicate the value of your work. Packaging your process into a step-by-step system positions you as the expert and makes it easy for clients to understand what you do…and how you can help them.

3. Do you have payment plans to make it easy?

When I’m shopping at a store, if I don’t see a cashier in the department, I leave.  It’s not my job to traipse around and find someone to check me out.  So…. are you making it hard for people to give you money?

Payment plans are a great way to help your clients to say YES to your offerings AND they also help to stabilize your cash flow.  Always offer a full pay option and at least one other payment plan.  (Important tip: Create a financial incentive for people to pay in full, instead of by installments!)

4. How’s your energy?

Our clients are our mirrors.  In other words, whatever your doubts, fears and insecurities around your offerings are, they’ll be reflected back to you by your clients. So if you’re wondering, “Will they pay for that?” don’t be surprised when you attract a lot of people who can’t – or won’t – invest in your program.

Make sure you’re 99.99% certain on the value of what you’re offering first.  Also, remember that you don’t have the right to decide whether people can afford to pay. (Remember: People pay for what they consider important.)

While there will always be people who truly can’t pay, 99% of the time “I can’t afford it” is an excuse.  When you’re passionate about helping your clients, design your offer to be a no-brainer AND take a no-excuses approach, then the clients that you’ll attract will match your passionate, committed energy… and they’ll commit to their transformation with their money.

If you have a question about how to make your offers sizzle, leave it below.

Does it take you several hours or several days to write ONE article for your ezine? I’m fairly certain that if you’re agonizing over how to write an article for your newsletter or blog, you’re not doing it, or you’re not doing it very often. Here’s the thing: Not writing articles more quickly and more frequently is hurting your business.

In order for your audience to get comfortable enough to spend money with you, they first need to get to know you. They get to know you through your ezine or blog articles. If you’re only reaching out to your mailing list sporadically, or your ezine or blog articles aren’t building trust and confidence in your expertise, you’re not doing yourself or your audience any good. Honestly, you don’t have to be a professional writer to quickly write informative articles that help your people to “know, like, and trust you.”

That’s why I’m sharing my simple formula for creating great newsletter articles in 30 minutes or less!

Soulful Affluence’s Pain-Free 30-Minute Article Template

Paragraph #1: The Big Idea (What’s the Problem?)

Open your article with a question or statement that resonates with your readers. Something that grabs their attention and gets them interested in your topic.

Paragraph #2: Why It’s A Problem

Use plain language to explain to your readers why the problem is a problem. Skip the jargon and the three-syllable words and instead use simple words that ALL of your readers can understand. (The rule of thumb is that a 3rd grader should be able to comprehend your article.)

Paragraph #3: What Happens If The Problem Isn’t Solved?

After you’ve explained to your readers why the problem is a problem, then you’ll share what can happen to them if they don’t solve this problem.

Introducing the Solution: What To Do Now

By this point in your article, your readers know what the problem is, why it’s a problem, and what happens if they don’t solve it. Now they’re thinking, “Okay, so how do I solve this problem now? What do I have to do? Use a simple transition sentence or two here to let your readers now that you’re about to answer their question and show them what to do. Here’s an example…

Here are 3 simple tips to help you ________________” (solve the problem)

Solution Bullets:

Insert 3-5 bullets with simple tips. Why 3-5 tips? Because people begin to feel overwhelmed when they get too much information at once. If they feel overwhelmed then they don’t take action.

Wrap-Up Paragraph/Call To Action

Use your Wrap-Up paragraph to ask your readers to take an action. Maybe you ask your readers to post a comment on your blog or on your Facebook page. Perhaps you ask your readers to share any questions or challenges they have about the topic that you discussed. Or, you could invite them to your website where you have a client success story that’s related to the article’s topic. The Call To Action could also be where you ask readers to register for a free tele-class, download a new report or take a survey.

The Wrap-Up paragraph is where you can invite your readers to be in conversation with you. What that means for you is having readers who want to talk more with you, and potentially become your client.

Here’s an example of a Wrap-Up/Call To Action paragraph… “Do you have a ___________? (tip, resource, solution, idea, opinion, recommendation etc.) Post it in the Comments below!” That’s it! Now you’ve completed your 30-minute (or less) article.

Bonus Tips To Make Your Article Writing Even Easier:

Keep each paragraph to only 2-3 sentences in length. Many of us write “War and Peace” length articles to prove to people – and ourselves – that we’re legitimate professionals. However….Shorter is better! It’s easier for your readers to read, and easier for them to USE the valuable information you’re sharing.

Shorter articles are also easier for you to write! Remember that what’s easy for you is NOT easy for your readers. Tips that seem common sense to you are monumental AHAs for your readers! Even if you’re new to business, don’t assume that your readers know anywhere NEAR what you know about your business. Basic information will always be useful. Don’t be afraid of “giving away the store” in your articles.

Remember Bonus Tip #2 above…if you keep the tips in your articles simple, then you’ll be able to write hundreds of articles before you come anywhere close to sharing every single thing that you know. To become a valued resource, you’ve got to share juicy tips and information in your articles. Your tips remind your readers with every new article that you’re the real deal, that you know what you’re talking about, and that it’s highly likely you can help them solve their problem or reach their goal. Let me know….did this article help YOU solve the problem of forever-and-a-day article writing sessions?

Please share your comment below. I’d love to hear from you!

What is your story? We all have one. We use our stories to define ourselves.  Our stories create our lives. Maybe your story is, “People like me don’t become rich.” Perhaps it’s, “I’m not smart enough to grow my business. It could be, “I’m shy and it’s difficult for me to meet new people. A very popular one is, “I’m a mother so it’s selfish for me to spend time working on my business.” Recently on Oprah’s Master Class, life coach Tony Robbins said, “Your story either supports your goal or is an obstacle to achieving it.”

The problem with most of our stories is that they have very little to do with who we really are. Frequently your story is based on beliefs that you’ve gotten from other people. Your ideas about money, relationships and work probably came from your parents. You may say, “I’m bad at sports” because you were picked last for dodge ball, everyday in the third grade. Now your story is simply a regurgitation of what happened to you in the third grade. Unfortunately you never considered whether or not, “I’m bad at sports” is accurate.  Maybe the kids were just mean or could it be possible that they were jealous of your skills. So while your story may be inaccurate, it’s nevertheless informing the decisions that you’re making in your life.

In some instances our stories may have been true at some point but they are no longer relevant. Suppose you dated a string of losers before meeting your current husband/partner. If your story is “I’m not good at relationships,” you’ll bring that concept of you into your present situation. Instead of enjoying the relationship, nurturing it and using it to grow yourself, unconsciously you will sabotage it because you’re not really expecting it to work. Instead of being compassionate and seeking loving resolution to problems, unwittingly you may create conflict with your partner. Compassion and resolution don’t advance “your story,” but “get the f–k out of my life” conflict does..

So you’re ready to make changes in your life. You’re eager to experience more abundant in one or several areas. You may desire financial freedom, better health, more loving relationships, supportive friends, etc. So how do you get it?

1) You Need Strategies: You’ve got to have a roadmap—a set of steps to achieve your goal. The easiest and fastest way to create a viable strategy is to hire a coach or mentor who’s already accomplished what you want to do. If you want to make more money in your business; to launch a new and exciting program; or write a book, you need to have a plan about how to get it done.

2) Write a new story. Your story, your view of who you are, what you can do and achieve, is either going to propel you towards your dream life or keep you from it. New Year’s resolutions, goal-setting and affirmations are all useless if in your head you are repeating the same old, limiting story about yourself. Your new story has to detail what you want to bring into your life.

3) Take New Actions: It’s not enough to “think” about changing your life, you’ve actually got to do something.  Even if it’s a wee baby step, do it, and do it now. If you’ve been afraid to network, register for a business seminar in your city or town. If you want to speak as a way to attract more clients, research organizations in your area.  If you need to hire an assistant, ask for referrals and begin to interview candidates.

4) Get Support for Your New Life: The reality is that your friends and family are probably fine with your status quo. They may even be uncomfortable with the changes you’re making. That’s why is important to surround yourself with people who are on a similar journey. They are the people who will cheer your successes, encourage you through the tough times and who will give you a kick in the ass when you’re having an extended pity-party. You don’t need to kick your family and friends to the curb, but you do need to find people willing to support your new version of you.

I’m not going to lie and say that everything is perfect because I changed my story. What I will say is that by creating a new story about myself, I immediately felt different energy. This new energy resulted in me doing new and different things to create the business and life that I wanted. This new feeling has also led me to build more structure and intentionality into Yvonne, Inc., which has resulted in more income.

The take-away is: As your story changes, your life changes.

If you’re a coach, health and wellness professional or solo-entrepreneur, becoming known as an expert in your field is the best way to expand your business’ impact and income. You may feel that you can help more people by being a ‘generalist,” but by doing so you’ll actually attract less clients and earn less money.  Why?

The generalist aka “jill of all trades” is believed to have a little information about a lot of topics. 

However, when people have a pressing problem, they want to hire someone who they are confident can help them to solve it.  This means that they look for someone who has demonstrated that they know a great deal about their topic of interest; that’s an expert not a generalist.

People want to work with people who are considered “the best” in their fields. People seek out professionals who have devoted their careers to solving particular problems. People value the advice of leading authorities and therefore they will pay large sums money to work with them.  Becoming a thought leader in your field can help you to become your clients’ problem solver.

I’ve had many clients who were resistant to calling themselves experts; they felt that they don’t know enough.

I tell them that there will always be someone who knows more than they do.  However there are different levels of expertise.  To be a credible expert, you only have to be 2- 4 steps ahead of your clients.  This means that TODAY you have experience, skills and/or a knowledge that you can use to assist your clients to achieve their desired outcome.

An expert can turn prospects into clients because of the trust and authority they have established with them. Here are three ways to  becoming known as an expert.

• Speak in public

Speaking in your community and/or at industry events automatically demonstrates your expert status.  People are more likely to want to know more about your business once they’ve heard you speak about what you do and the results that you’ve helped your clients achieve.

• Start a blog

Blogging is a relatively easy way to become a leading authority in your field. Your blog can review products or it can provide information about a particular topic.  If you want to be seen as an expert, you’ve got to do more than give information, you’ve also got to state your opinions and perspectives.

• Write a book

Most people will never write a book, so becoming an author confers also instant credibility. Your book became a way for potential clients to inexpensively test-drive your methods and philosophy.  Books are a great, low risk way to begin a long-term client relationship, as well as speaking and media opportunities. 

You won’t become an industry expert overnight, however you can use these tips to begin to reach out and communicate with the people who need your product or service.  By providing valuable information on and off line you will start being recognized as an expert in you industry, and people will look at you as a trusted resource.

Christian Louboutin "Bianca"

You’ve got a million reasons WHY it’s a bad time to raise your fees: “We’re heading for a recession;”  “I’ll lose the few clients that I have” or “My clients aren’t willing to pay more.”  I’ve heard it all before and you could have made the same case 3 years ago or you could be making the same case 3 years from now. Raising your prices isn’t really about the state of the economy; it’s about your ability to confidently express the value of your service or product to your ideal clients.

Perennially-profitable entrepreneurs know how to create demand for their products or services in the minds of their ideal clients.

According to the New York Times, “Nordstrom has a waiting list for a Chanel sequined tweed coat with a $9,010 price. Neiman Marcus has sold out in almost every size of Christian Louboutin “Bianca” platform pumps, at $775 a pair. Mercedes-Benz said it sold more cars last month in the United States than it had in any July in five years.” If the economy is tanking, why are these brands thriving? First, there are plenty of people whose finances haven’t been affected by debt ceiling debates and S&P downgrades.

Certain brands will thrive even in a bad economy because people believe these brands are worth the price.

Perennially-profitable entrepreneurs exist in every field because whether they’re a medical doctor, a yoga instructor or an interior designer people want what they offer. Perennially-profitable businesses, despite their high fees, tend to have wait-lists. Clients readily accept that the fees for these businesses are commensurate with the extraordinary benefits and value (a subjective analysis) that they provide. Even in your own life, there are probably things that you won’t give up even if your money got tight (organic food, Starbucks coffee, salon appointments). As an entrepreneur your job is to make your product or service one that people feel great about investing in, regardless of the state of the economy.

Here Are Some Ways That You Can Confidently Raise Your Prices:

1. Make Sure That You Have The Right Clients.
Let’s me be honest, if you’re targeting folks who are struggling to pay their rent and buy food, it’s unlikely that that will hire you. They may value your work, but unless you’re absolutely essential to their life they can’t justify the financial sacrifice. It has to be conceivable the the majority of your prospects have the means to afford your fees. (Also, when you generate more income in your business, you can do pro bono work, donating your time and money to organizations aligned with your interests or business)

2. Be Crystal Clear About What Really Matters To Your Clients.
In order to quantify or qualify value you have to know the end result (solution) that your clients want to accomplish AND the cost to your client (money, time,
aggravation, happiness) in not getting help to achieve these results.

3. Create a Desirable Experience for Your Clients.
Clients who are making a higher investment will expect stellar customer service, more attention to detail and uniqueness. Make sure that working with you is an easy, pleasant, highly beneficial and professional experience.

4. Provide Valuable Extras or Extras to Your Clients.
There are a range of ways (many low-cost) to make your clients feel special. Coach, the handbag company, provides repair service for the life of a handbag. On my birthday, I receive an gift certificate from a particular day salon that I frequent. Mario Badescu provides free samples of its skin care line with every purchase (a smart way to introduce customers to more products).


5. Focus on Becoming an Expert In Your Field So That You Can Always Charge More.
People believe that experts have more knowledge on topics and are willing to pay more for their products and services. You can market your expertise to prospective clients in numerous ways: public speaking, writing for industry journals, being interviewed in the media; writing a book, starting a blog, making informational videos, appearing on local televisions, holding workshops or seminars, writing for your local newspaper. Find ways that work best for your personality and that attract.