Posts Tagged ‘charging what you’re worth’

“My clients won’t pay more!” Have you ever said that?

I did… A long time ago before I started working on my money mindset issues, I used to say it quite frequently when I would start to even consider charging more for my services.

The fact of the matter is we never really know what someone is willing to pay for our services and we definitely don’t have the right to assume anything about our clients. And truth be told most, not all, will pay more for your services.

Now this isn’t true in all industries but it does hold true for some. If you’re a coach, consultant, or other service-based entrepreneur it will hold true.

But that’s really not the point. The point of the matter is what you believe about money and your ability to make more is what’s at stake here.

Change your mindset and you change how much money will flow to you. It’s really that simple.

If you’re like most women entrepreneurs you may have a hard time charging what you’re worth.

Want to eliminate self-doubt so you can confidently charge more?

Here’s something to think about…

If you are focused on features rather than benefits, you’re focused on the wrong thing. Instead, I want you to focus on the results and the impact that it creates.

I recently submitted a proposal to an international company to coach two of their executives. The proposal was focused on benefits and the impact my coaching will have, not only on the two people being coached, but of the ripple effect that will be felt throughout the company.

I’m being hired to provide a service that is going to make a dramatic impact for many people. Because of that impact, I am confident in what I’m doing and its importance to the overall success of the company.

Because of the above, I confidently charged what I am worth…and got it!

Want to be able to confidently charge what you’re worth and get it?

Then start focusing on benefits.

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!