3 Powerful Positioning Strategies To Step Up To Higher Fees

Do you know in your heart that you’re ready to step up into higher fees, but you’re feeling some fear, like “I couldn’t do that” or “my clients would never pay it?”

Here are 3 simple, specific action steps you can implement in your business that support you in up-leveling your fees with integrity. The cool part? None of them require you to get more training, give your time away for more practice or wait until your website is up.

Best of all, you can use these strategies no matter where you are in your business, whether you’re just starting or have been in business for years.

1. Switch from single sessions to programs that deliver massive value. When your practice is mostly single sessions or by the hour, it’s almost impossible to break out of the “dollars for hours” trap that keeps practitioners overwhelmed, underpaid, and undervalued. Worse, when it’s OK for clients to show up when they want for an hour at a time (or less), the energy behind it is that it’s OK for them to undervalue your service and themselves.

Instead, create programs that deliver specific results and require your clients to make a commitment to their transformation. When my clients focus on the value of the results they provide, and the difference that their services make in the lives of their clients, they often make a surprising discovery – that it is actually just as out of integrity to undercharge as it is to overcharge.

I once heard a fellow coach say this about charging what you’re worth: “They step up, and you step up.” I love this! Truth is, you simply can’t do your best work if your client isn’t fully invested in the outcome. Sell outcomes, not time!

2. Share success stories. Consciously or not, your clients-to-be are always wondering, “Will this work for me?” You can answer the question authentically – without bragging! – by openly sharing the stories of your most successful clients. Testimonials position you for higher fees because there’s no better proof that your stuff works than a successful client! Plus, by grabbing the spotlight, your clients get more exposure for their own business.

Remember, if you’re working with clients regularly, you’re getting better at what you do all the time, which means you can raise your rates with integrity. Bonus tip: let your clients know you’re constantly learning and growing by sharing what courses, seminars and workshops you attend in the calendar section of your newsletter.

3. Create a signature system. A signature system is the work you’re already doing with your clients, packaged into a step-by-step system. Signature systems are excellent marketing tools because they allow your client to instantly “get” what you do and why it’s so valuable to them. They also create enormous credibility. Want instant expert status in the minds of your prospective clients? It’s as easy as creating your signature system.

Once I decided that I was going to take this thing called coaching seriously, I decided that I wanted the rest of the world to take me seriously – starting now. My first action step? Creating the Abundant Business System. Within the year, I’d created a 6-figure income. Not an accident!

Make no mistake, stepping into higher fees is an inside job, first and foremost. But also important are the actions you take on the outside – your marketing. When your inner beliefs and your outer marketing actions are in alignment, you’ll feel confident about asking for higher fees and easily begin attracting clients who will pay them.

© 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.