Fees are based on value, not on your time, which has no value to the client. You can always make another dollar, but you can’t make another minute ~ Alan Weiss

Charging what your worth is less complicated than one might think.  It boils down to two concepts.  First, know the value of the results you deliver and second, know what you’re worth.

But for so many entrepreneurs they find the task of  charging what their worth  daunting.  Why?  Because they are focused on the wrong thing.

Instead of focusing on value, they are focused on benefits.

So how do you switch the focus to the VALUE of the results you deliver and away from benefits?

Here is four simple but powerful questions you can ask your clients to  uncover  and reveal the value of the results.

1.  What will the outcome mean to you and your business/organization/family?

2.  What is this worth to you/organization/family on a annual basis?

3.  What is this costing you/family/organization in not getting help in achieving these results or in not taking care of this problem?

4.  What does this mean from a qualitative/quantitative perspective?

These questions are going to help you get the heart of the matter for your clients and help reveal to them the importance of solving the problem they are faced with.

When asking the questions remember to be patient and persistent.  You are looking for good, quality, detailed answers NOT answers full of fluff and air.

Asking these questions will make you look like a super star genius in the eyes of your clients as you uncover the truth behind their problem.  Ultimately, this makes getting to a “YES” decision that much easier.

Practice them, try them on for size and let me know if it’s helping you focus on the RIGHT thing!

Energy guides action. When you are in alignment with your energy, meaning you are free of conflict, the right actions become obvious and extremely easy.    But when your energy is out of alignment, knowing what to do becomes difficult and daunting and the results are typically pretty disappointing.

What about the energy of excuses?  Excuses contain the energy of disempowerment.  Excuses help to create the victim mentality.

Why do we make excuses?  We make excuses for a variety of reasons.  First, we make them when we are unsure.  Second, we make excuses to avoid discomfort. But the reality is making an excuse actually creates more discomfort because we know that the excuse isn’t the truth.

Here’s a little exercise you can do this week.  Notice when you are making excuses. Now, you may notice that you are making excuses every single day.  Excuse making is really pervasive in our society, so don’t be surprised if you are noticing this  a lot.  Don’t be hard on yourself; just notice when you make an excuse.

Instead of letting the excuse stand as truth I want you to stand in your power.  All you need to do is to say, “I am not a victim, I am someone who stands in my power.  And as someone who is fully standing in my power, I want _______.”

Try this out this week and you are going to find yourself taking ownership and responsibility where before you were giving your power away.  In that place of ownership and responsibility is where you are going to feel in control, in alignment and in your power. Have fun with this!

I hear it all the time…”I want to charge more for my services.” When I ask, “What’s stopping you,” I usually get a look of panic and hear words that are filled with fear and doubt. Hearing their “money words” is an important first step when I work with a client.

Why? Because, it tells me a great deal about their money habits and beliefs.

I recently spoke with a woman who was interested in joining my mastermind program. She was letting fear and cost stand in the way of her stepping up to the plate. Instead of investing in the program, she decided it was better to play it safe and small. She made statements like, “I can’t afford it,” “I don’t have the money” and even “I don’t know if it will be of benefit to me.” These are words that are rooted in fear and lack, and will have a direct impact on your ability to raise your own fees and up your prices.

So what kinds of words will let you stand in your power around money? Talking about money in ways that are rooted in abundance and power like, “I value myself enough to spend money on this program that will greatly benefit my business” or “I would love to spend that kind of money on (fill in the blank)” or even “Things that cost more have a higher value.” Do you feel the difference in these statements?

When you use words that are powerful you automatically shift your belief about YOU and what’s possible in your business and life. You’re creating a shift deep within yourself that values quality, which recognizes that good things DO cost more and are worth it.

Next time you hear yourself using language that is rooted in lack, I want you to stop and instead use your power — words that can help you make the shift from lack to abundance.

Today’s economic situation has many of us shaken and scared. Whether you are a CEO, a one woman band, or owner of a small business the ways in which we handle these changes are different for each of us.

How do I stay centered? My vision statement helps to alleviate those feelings of uncertainty and keep me focused on the reason why I’m in business in the first place.

I stare at my vision statement each and every day…it hangs above my desk and it represents how I see myself and my success. It’s on my vision board and it gives me the inspiration, direction, and purpose to do what I do everyday.

Do you know what your vision is? Do you know where you are going and how you are going to get there? A vision board is a great way to capture the feelings, goals and purpose you have for yourself and your business. Include clippings, colors, words, pictures, glitter — anything that helps to capture the vision you have of yourself and your phenomenal business.

Don’t have a vision board or a vision statement? Make a commitment today to develop your vision statement so you can clearly outline the direction you are headed in your business.

Don’t know where to start? A DARE Strategy Session would be a great way to get your business going in the right direction. Contact me to find out how I can help you!