Upcoming Workshop: How To Charge What You’re Worth & Get It (plus free goodies)

Even if you’re not in NYC, I invite you to check out that page and download a gift I have for you. Keep reading…

“How To Charge What You’re Worth And Get It”
2-hour LIVE workshop in NYC on Sept. 16, 6:30-8:30pm EST
Location: In Good Company Workplaces, 16 W. 23rd St (4th Floor) NYC

http://www.marketinggoddess.com/howtocharge.html

Do you dread hearing the words, “So what do you charge?”

If you know you’re charging too little, want to raise your rates (but think your clients won’t pay) or get asked for discounts all too often (and cave in at the drop of a hat), you can’t afford to miss this workshop. Here is just some of what we’ll cover…

• How to instantly make 20-30-40% more than you’re making right now – without working harder or needlessly giving away more of your time, energy and expertise

• How to answer the question “So what do you charge?” with poise, grace and confidence (so YOU stay firmly in the driver’s seat)

• Why “Can you give me a ballpark?” is a trap… and how to answer honestly while staying firmly in your power

• The 4 things you MUST know before you state your fee (and the exact questions to ask to respectfully uncover this information)

• Authentic, non-pushy questions so that the clients who need you practically talk themselves into working with you

• The right time to bring up the topic of price and what to say when your potential client asks “So what do you charge?” too soon

• How to raise your rates with existing clients without offending them or losing them (this simple script makes it easy for the both of you)

You’ll get a complete step-by-step system to confidently increase your fees, including all the templates, scripts and examples you need to immediately begin charging 20-30-40% more than you do right now.

I’ve kept the investment in this workshop VERY reasonable because I’m so passionate about making this information available to as many entrepreneurs as possible. Details here…

http://www.marketinggoddess.com/howtocharge.html

I have a special gift for you, too…

“The Top 3 Pricing Mistakes Heart-Based Entrepreneurs Make That Keep Them From Attracting High-Paying Clients, Charging What They’re Worth And Being Of Greater Service To The World… And What To Do Instead”

It’s my latest teaching audio (20 min.) and companion report (8 pg.). And it’s free.

Here’s that link again:

http://www.marketinggoddess.com/howtocharge.html

Own Your Value, No Matter What

When I’m working with a client, once we’ve worked out the basics of “what do you do and who you do it for?” it’s time to dig deep into pricing and packaging.  That’s when all the “stuff” comes up.  And I can’t help but think of what my friend Evan used to say…

You have no idea how cool you really are, do you?

I met Evan in graduate school – a grueling experience, to say the least!  Whenever I was feeling down or doubting myself, he’d be there to remind me of my “coolness.”  I’d try to laugh and shrug it off, but he wouldn’t let me off the hook that easy.  He could see me for who I was, even when I couldn’t.

Why on earth is it so hard to own up to how cool we really are? Quite simply, we’re conditioned to question our value at every turn, or we’re instilled with habits that conveniently devalue what we do (for example, conveniently “forgetting” that not everyone can do what comes so naturally to us, or what we’ve trained for years to do effortlessly).

Like I said, Evan never let me off easy.  As your coach, I’m not going to let you off easy, either.  Because here’s the thing:  the key (dare I say secret?) to attracting lots of clients, raising your fees, and creating wild abundance in your business is owning your value. (Or, in Evan’s words, a deep down knowing of how cool you really are.)

So here’s my coach’s request to you.  Make a decision right now that you’re going to own your value, no matter what. Then, spend a little time each day instilling new habits, beliefs and patterns that support your decision.  Here are a few possibilities…

• Collecting testimonials and success stories
• Make a list of results clients get from working with you
• Set an intention to be mindful of when the doubt creeps in and shift it in the moment (you can’t make a change when you’re not aware!)
• Treat yourself as valuable by taking time off, creating time for self-care, doing the things you enjoy, etc.

At first, it might seem a little weird to give this value thing so much attention.  Owning your value should come easy.  The reality is, this is a mindset shift. Because it’s all too easy to slip back into those old habits and patterns!

So just push the weirdness aside and keep going. Over time, you’ll be amazed at the transformation you create, in your own life and those around you, just by stepping up and saying, “You know what?  I am cool. What’s more, I can help you.  Here’s how…”

How To Create Packages That Sell Themselves

One of the first things my new coaching clients always ask is for feedback on their website… especially the page where they describe their service packages.  In almost every case, their offerings include some variation of the following:

• A single session, for X price
• A “medium” package, consisting of a few sessions or months (usually 3 months), for Y price
• A “large” package, usually consisting of twice the amount of time or sessions as the medium package, for Z price

Almost always, nobody is buying. To shed some light on why, I like to ask, “If you were a client, which one would you choose, and why?” (The actual service doesn’t really matter here.)

If your packages aren’t being snapped up from your website (or you’re not being flooded with inquiries), I invite you to think of your own packages and ask yourself the same question.  Chances are, your packages contain nothing that communicates what sets you or your services apart. So your client has no idea what to choose, or why. (Even worse, the only thing that’s really different in each case is time, which will always lead your clients to undervalue what you do.)

The fix for this common problem is simple: Create packages based on outcomes.

Here’s a real-life example from a spirit-rich entrepreneur I connected with recently.  Like so many of us, she is amazing at what she does – in this case, she helps small business owners create time and money in their business by creating streamlined systems and teams that actually LOVE what they’re doing (as opposed to just “phoning in” hours for dollars).

Sounds pretty valuable, right?  Yet she had been working herself to the bone… with not enough clients or income to show for it.  (Indeed, one of her longest clients was actually haggling with her to lower her rate – yuck!)

A quick look at her packages showed that she had placed all her focus on TIME: her rate was hourly, with the only difference in packages being the number of hours – no wonder her clients were so focused on time!  Her new packages look like this:

• “Diagnostic” solution to quickly uncover the bottlenecks and broken systems that are costing them time and money (1day)
• “Designed for you” solution specifically tailored for the client (3 months)
• “Done for you” solution, designed and implemented for the client (6 months)

You can clearly see the difference between each package here.  Each one is VERY client-attractive. And because each is based on results and provides a solution her clients want, she can charge a LOT more for them. (To arrive at her new price, she simply added a zero to the old prices… and believe me, at that investment, they’re a steal.)

Going back to our original question, if you were a stressed out, overworked business owner, which one would YOU want?  Hello, done-for-you, hello!  The most expensive package is also the most valuable… and it practically sells itself.

If you’ve been following me for a while, you know that one of my favorite refrains is “Results, results, results!” Your clients want to know what’s in it for them, and in order for them to say YES to your services, they must know what transformation will occur as a result.  The transformation you provide must be CLEARLY reflected in your packages.

My coach’s request to you is to take a look at your packages. Are they based on time, or results?  If it’s the former, it’s time (pardon the pun) to shift your focus to results.  Yes, even if you’re a healer, coach, or transformation professional, you CAN do this!  Chances are, you don’t have to completely change what you’re already doing, you just have to get clear on the results.  Make sure each package or program has a clear outcome, and update your website copy to reflect that outcome.  Be sure to clearly communicate those outcomes in your next client conversation, too.

Want more support designing packages based on outcomes?  The Abundant Business Homestudy System contains a step-by-step formula for designing results-driven programs and packages your clients can’t resist, even if your service is “fuzzy”. Get yours here.

Next Free Training: Breakthrough Money & Mindset Interview With Kendall SummerHawk

If you’ve never heard of Kendall, she’s known as “The Million Dollar Marketing Coach” because she created a million-plus coaching practice in just under 3 years. Kendall is a master at teaching heart-centered women business owners how to “marry money with meaning” so that they can make a great income while making a difference and helping others.

Her proven systems for breaking through money stuck points, plus her step-by-step formula for “charging what you’re worth and getting it” have transformed the lives and incomes of – no exaggeration – thousands of spirited women. (Kendall’s success stories are legendary and include some of the biggest names in Internet marketing, coaching, and social media, just to name a few.)

Over the past 3 years that I’ve been on this path, I’ve learned from a LOT of incredible teachers. Amazing people, who are really, really good at what they do. Kendall truly stands out and is among my most treasured mentors.

That’s why I couldn’t be more thrilled to bring you a very special FREE training call with Kendall happening WEDNESDAY, August 19 at 8PM EST…

“Breakthrough Money & Mindset Secrets Of An Authentic Million Dollar Marketing Coach”

http://www.marketinggoddess.com/kendall.html

The call will be focused on VERY important topic… how to break through your hidden money barriers so you can make more, KEEP more, and (most importantly) serve your clients at a much higher level.

What I love about Kendall is how grounded, real and authentic she is. And GENEROUS. Kendall’s calls are always packed to the gills with aha’s and useful, practical information. Our call will be no different!

And, if I may get personal for a moment…

Many of you have told me things like, “Wow, Elizabeth, you are on FIRE!” and “You are everywhere” and “Hoo boy, woman, have you changed!”

It’s true. I have grown tremendously, both personally and professionally, in the past year. I have gotten VERY clear on my purpose (you’ll see this unfold). And my income has skyrocketed. Kendall and her wisdom have played a very big part in that transformation.

As a longtime practitioner of metaphysical and inner work, I can tell honestly you that I have never held myself back from getting what I need to make a breakthrough. In that spirit, my coach’s request to you is to please join me on this call.

Kendall will most likely challenge your beliefs about money. She’s known for a “loving kick-in-the-pants” coaching style and her absolute commitment to your breakthrough. That’s why you need to be there.

Here’s the link again…

http://www.marketinggoddess.com/kendall.html

The call happens on WEDNESDAY, August 19 at 8pm EST.

Hope to “see” you on the line with Kendall, and, as always… bright blessings & massive success to you!

PS: Please re-tweet, re-post and forward this to your fellow spirit-rich entrepreneurs! Space on the line is LIMITED so be sure to reserve your spot first, OK? (You can also listen in via webcast.)

http://www.marketinggoddess.com/kendall.html

5 Simple Strategies To Create Cash In Your Business Right Now

One of the things I hear most often from my new clients is, “Elizabeth, I need to start making money… yesterday.” Can you relate?

I certainly can! There have been plenty of times in my business where it felt like my cash flow was a total roller coaster – up one minute, down the next. And I have to tell you… one day, I just plain got fed up with it.

It takes a lot to push me to the breaking point, but when I’m there, I am SO THERE. So I made a decision: do whatever it took to master my cash by learning how to manage it, and more importantly… learning how to create it on demand.  (And it has worked – my cash creation strategies have resulted in multiple 30-day five-figure windfalls this year.)

The first thing you must remember is that you receive money in exchange for the value you give.  Naturally, the skies aren’t just going to part and rain gold ingots down on your head simply because you “need money right now!”  Cash flow problems are simply amazing opportunities to provide great value to your clients.  The great news is, you can create cash quickly because you have everything you need to do just that, right now.

The second thing to remember is you must take an active role to generate more cash flow, rather than just leaving it up to chance, blaming the economy, or waiting for “things” to change.  Remember, you are responsible for the financial health in your business, nobody else.  Creating more cash, in good times and bad, has nothing to do with luck and everything with the questions you ask yourself and the actions you choose to take.  (A good first question to ask when you begin the cash creation process is, “How can I create more value right now?”)

The 5 strategies below are both practical and energetic. All of them are very client-attractive and 4 of the 5 do double-duty as marketing strategies for you.  Best part?  You can use them to create cash immediately, and they position you for the inevitable economic turnaround.

1. Create something special for your very best clients. Once your clients have experienced the value of working with you, they will want even more transformation from you!  First, discover the 3 most pressing problems your clients are having right now.  Choose one, and create a short package or program, focused on providing quick results. (If you’d like to model this, watch closely for what I’ll be offering in the next few weeks.)

The name of the game here is specific results.  What will bring your clients the most value right now?  Focus on that problem first.  And remember, your clients can’t say yes if they don’t know about it!  So don’t keep your offer a secret.  The “special offer” is a great chance to connect with your best clients one-on-one and see what they’re up to.

2. Buddy up. One of the quickest shortcuts to the “know, like, trust” factor is an endorsement from or alignment with a business owner who serves the same clientele as yours.  There are all sorts of ways to leverage “rich relationships” to create cash fast.  One possibility: create a special package or program for their clients.  Your partner can host a teleseminar for “their peeps” introducing you, offer it via email, or even recommend your package one-on-one.

Another possibility is to buddy up with another entrepreneur or practitioner and offer sample sessions or some other lead generator (such as a free report or audio) as a bonus.  They add value to their clients, and you get a steady stream of potential clients who have already heard the good word about you.  And you get to provide value to them in your sample session or free giveaway.

Remember to “dig the well before you’re thirsty!”  The “buddy up” strategy is VERY powerful… but of course it requires you to have existing relationships with potential partners!  Cultivating rich relationships should always be a part of your overall marketing plan.

3. Go to a networking event and follow up. I know it’s easy to believe that “networking events don’t work,” but the truth is, I’ve walked out of events I’ve never attended before and landed thousands of dollars in new business within a few days, and my clients pick up business at networking events regularly (yes, even events they’ve never been to before).   There are 3 keys to making networking events work for you.

The first is, be visible! Business will not come to you if you’re hiding out.  If you have an opportunity to say who you are and what you do, take it!  Then, go beyond just sharing your elevator speech by looking for opportunities to share your expertise.  Offer useful tips, resources and help during group discussions and in one-on-one conversations – in other words, add value!  (Bonus: this feels great, too.)

Second, focus on giving first. When you’re talking to someone new, really listen and focus on how you can help them, even if it’s not your service.  Focusing on THEM takes the emphasis on how nervous (or strapped for cash) you might feel in the moment and gives you space to shine and serve, authentically.

The third key is: follow up. Check in with those you spoke with, send them a resource they may need, and add them to your follow up system for further connections.

4. Pay yourself first. You’ve heard this one before and it bears repeating.  Want more money?  Give it to yourself!  I recommend paying yourself twice every month.  Make a commitment to set aside money for yourself on those dates, no matter what.

“But Elizabeth, how can I pay myself first if I don’t have any money?” Here is where your energy really comes into play.  It’s not the amount, it’s the action.  Start with ONE DOLLAR.  Everyone can create a dollar.  Just don’t miss those dates.  Honor that commitment to yourself.

In her book Rich Woman, Kim Kiyosaki (wife of “Rich Dad” Robert Kiyosaki) models this practice with courage that borders on stunning.  She tells of the commitment that she and Robert made to “pay themselves first, no matter what.”  Their commitment was so strong that they would call their creditors and explain that their payment would be late, but it would come.  Whether that’s the right course of action for you or not doesn’t matter – the takeaway here is, “Whatever it takes.”  Start with one dollar.

5. Raise your fees… and the value you provide. The quickest way to create more income without doing more than you do now?  Raise your fees!  If you haven’t taken a good look at your services in a while, chances are good that you’re giving away too much and charging too little.  Remember, your clients are paying you for a solution to a problem, not to be bombarded with “stuff.”

Overloading your packages actually diminishes the value of your service, because these days, your clients want solutions quickly… and it’s something they will pay more for.  Cutting down the amount of time you spend with each client requires you to streamline your solution: they get results faster, and you make more in less time.  A win-win!

Cash creation opportunities are a great time to revisit your current packages and redesign them to provide more value with less of your time.  Then follow up with a few clients who may have passed on your service before.  Just ask them, “How’s that [problem] going for you now?”  If there’s a match, it’s a great time to offer your new, streamlined services.

Want tips on how to create packages your clients can’t resist?  The Abundant Business Homestudy System contains a whole section on how to create high value packages & programs, and a simple 3-step system for setting your fees. Get yours here.

© 2009 Elizabeth Genco Purvis.  All Rights Reserved.

Want to use this article on your website, blog or in your own ezine? No problem! But here’s what you MUST include:

Elizabeth Genco Purvis, “The Marketing Goddess” teaches spirited solo business owners and conscious entrepreneurs how to attract an abundance of clients, income, freedom and satisfaction in their business while staying true to their values.  Visit MarketingGoddess.com to claim your copy of “Grow Your Business With Spirit And Soul,” a 7-part audio workshop with everything you need to begin attracting more clients right away.