How To Consistently Increase Your Fees (Without Feeling Guilty)

“Give every man more in use value than you take from him in cash value; then you are adding to the life of the world by every business transaction.” -Wallace Wattles, The Science Of Getting Rich

If you’ve been struggling to create abundance in your life and business you can solve the problem once and for all by doing just one thing: add more value.

If you’ve experienced my coaching or teaching on pricing, you’ve heard me say that the key to increasing your fees authentically and consistently is to focus on the value your clients get from working with you.  Well, the same is true across the board for your business as a whole!

The amount of money you make in your business is directly related to the amount of value you provide. The sooner you embrace the concept of adding value and implement it consistently, the sooner you break the “feast or famine” cycle, forever.

This link between income and value is very important.  It means YOU decide how much money you make.  If you want to create more money in your business, add more value!

So what does it mean to add value? Quite simply, it means: give people what they want.

To create incredible value, give people what they want and then some.  Exceed their expectations.  Be exceptionally generous, without depleting yourself.

“But if I’m adding all this value, doesn’t that mean I’ll be exhausted?” It’s a great question.  The answer is no.  (In fact, there’s a lot of value to be given that you can’t give on your own – you’ll need help from others.)  You can also provide lots of value in ways that are very inexpensive to you.

Here are 3 strategies to add exceptional value to what you offer:

1.  Add high value packages and programs to your business model. So what are they?

• Packages: Offering your services as a package, instead of one-on-one. Example: package of 10 or more sessions @ $795 instead of just 1 @ $100
• Programs: A group of services, classes, information products, etc that provide your clients with a specific result or outcome.

Adding packages and programs to your business model is one of the best ways to add more value for both your clients AND you.  Here’s why…

• Your clients will work with you longer and get better results (providing more value to them!)
• You’ll work with them for longer periods of time, which means more income stability for you
• Because you’re providing more value, you can (and should) charge more
• Because you’re providing more value, your clients will take it more seriously and say yes far more often
• With programs, you create it once, then sell it over and over and over again. (You can provide your program to a group and get even MORE leverage.)

High value programs and packages allow you to leverage your resources and create a lot more income in far less time. That’s why I recommend moving away from strictly 1-on-1 services to packages and programs as quickly as possible.  (Best part?  You can implement this strategy in just minutes!)

2. Adding high-value extras. One of the easiest ways to set yourself apart is to add extra value with client extras.  Everyone likes to get a little something extra.  It makes your clients feel good and it makes you memorable.  Best of all, extras inspire your clients to tell their friends about you.

To give you some ideas, I’ve created  a special report for you, which you can download here:

http://marketinggoddess.com/downloads/20-ways-to-add-value.pdf

3. Creating experiences. People who are willing to pay high prices – affluent and mass affluent consumers – and believe me, there are more of them than you might think – are paying for an experience.

One very easy way to receive more for what you do is to look very closely at the EXPERIENCE you’re providing. What’s it like to work with you?  What kind of experience do you provide?

For example, my mentor Kendall SummerHawk works her horses into her coaching programs.  Her clients pay well into five figures to spend a day or two with her and the horses in a retreat-like atmosphere.  She also provides pampering, goodie bags, spa-like catering, and a limo ride to and from the airport.  All of these sound very high overhead, but she keeps her costs low.

You want to create experiences that people can’t find anywhere else. When you provide these experiences, people start TALKING.  They are unique.  They set you apart.

Experience includes everything, from how quickly you return calls to the information, caring and support you provide. Are you true to your word?  Do you do what you say you will when you say you will?

As you create your packages and programs, ask yourself, “How can I create an even better experience?”

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© 2009-2010 Elizabeth Genco Purvis.  All Rights Reserved.

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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.