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.

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.

Spirit Rich Entrepreneur Spotlight: Marlene Clay

Marlene Clay, www.divorcedhappilyeverafter.com:

“Before Elizabeth’s MMM program, I had taken a lot of classes and done a lot of behind-the-scenes preparation for starting my business. I had created my website, but nobody knew it existed. I was very clear on my niche, but afraid to actually have conversations with potential clients. In a nutshell, I was hiding out.

Within the first 60 days of the MMM, I got past the need to be “perfect” and sent an email out to everyone I know about my business and my website. I enrolled and worked with my first paying clients, and the enrollment conversation was practically effortless! Now, I’m looking forward to many more conversations and clients. I’ve also had many breakthroughs on how my own skills, talents and unique personality are a fundamental part of my business.

The biggest shift for me since beginning the MMM is that I know my business is a real business now, instead of just a cool idea. I’m steadily gaining confidence in my abilities and letting go of perfectionism, and I’m putting myself out there more and more. I have discovered that I know way more than I was giving myself credit for and that people will look to me as an expert as long as I see myself that way!

Being a part of MMM has allowed me to discover how common and normal many of my own fears, challenges and concerns are. Sharing with others who are going through many of the same experiences, at all levels of business, in a caring, safe environment, is such a powerful experience. I have learned a lot from my peers in the group and appreciate their participation and support.

The next BIG steps for me will be offering my first teleclass and talking with possible JV partners or referral sources. Talk about putting myself out there!! I know these steps will really move my business forward and put an end to hiding out. Continuing to focus on my mindset around money and charging what I’m worth will allow me to create a fulfilling, profitable business that makes a difference in people’s lives.“

Can selling be sacred?

As a spiritual marketing coach in the Internet Marketing space, I keep a close eye on the conversation as it evolves. And lately I’ve noticed something that I find really interesting.

I see thought leaders talking LESS about the latest whiz-bang marketing techniques and MORE about where the rubber meets the road: the sacred interaction where a potential client becomes a paying client.

It’s as if everyone’s finally going, “Getting out there is all well and good, but YOU won’t do anyone much good unless your peeps actually buy something!”

Maybe the fact that I’m noticing this trend is because, well, that’s where MY focus has been for the past year – first as a top priority in my own business and then in my programs and teachings.

But I don’t think it’s a coincidence that more and more spirit-led entrepreneurs are awakening to the fact that in order to make an impact, create something bigger than ourselves, and to leave a legacy, we MUST heal whatever conflicts we have around accepting money for our services.

One biggie is this crazy idea that we can’t be spiritual and accept money at the same time. As my business has evolved over the past year, I have discovered that I am very passionate about helping others heal the spirit/money conflict, so that they can receive generous income in exchange for incredible transformation and massive value.

That’s why going forward, you’ll see me speaking out more and more about the sales and money aspect of business: making irresistible offers, running profitable launches, getting into rich and juicy conversations that result in new clients, and spirit rich money practices.

My coach’s request to you this week is to ask yourself a powerful question:

“Where have I been holding myself back from making a bold invitation to others to work with me?”

My belief and experience is that when we invite others to invest in our services, we are taking the strongest stand for their transformation.

When we hold back (or worse, make the decision for them by deciding in advance that the program isn’t right for them or that they can’t afford it), we literally rob them of the opportunity to make a choice to change their lives.

One of my mentors likes to say, “You get what you model, NOT what you say.”

The shifts we’re experiencing in our world – from crumbling financial structures to massive changes in consciousness – present an incredibly exciting opportunity for spirit-led business owners: the opportunity to reject the ideas that keep us apologizing for our beliefs, broke, and stuck… and instead become strong models for integrity, freedom, and true prosperity – in both the physical and energetic realms.

And it starts with you, right where you are, with your very next potential client conversation.

Bright blessings and massive success to you…

How To Earn More In 1 Day Than You Used To Earn In A Month

Have you heard about this format for your streamlining your service that’s simple, fun and oh-so-gratifying to deliver?  I’m talking about the VIP consulting day.

(Or a VIP coaching day, if you’re a coach. Or a VIP [insert-what-you-do-here] day. My work is a combination of coaching AND consulting, so I flip-flop in what I call them.)

I first heard of the VIP day format from my colleague and friend, Helen Graves of Crackerjack Online Marketing. When I heard that Helen was offering an all-day VIP coaching experience to teach her  clients how to master sales conversations with clients-to-be, I thought, “Brilliant!” I knew I had to try it.

In a VIP day, you come together with your client in a very focused fashion to support them with a particular challenge or problem. Instead of spreading out your coaching or consulting time over a matter of weeks or months, you “go deep” over a period of a single day.

Your clients get your focused, personalized attention for a generous amount of time. At the end of the day, they walk away with a breakthrough in the area of the problem (thanks to your coaching) and a system or strategy for getting the results that they want (thanks to your information).

The VIP day is a tremendous opportunity to serve your clients at a higher level. They are also a great way to deliver a great deal of VALUE without a lot of your time. That means you can charge a healthy fee while staying firmly in your integrity.

Best of all, clients love VIP days. Because you’re focusing on a single problem in a single day, you can go really deep with your clients. And if you design your VIP day in the right way, your clients can get results very quickly, leaving them thrilled with you and likely to return for more of your help.

Here are 4 tips for designing your VIP days:

1. Select one topic, outcome and/or result. Remember, simplicity and focused attention will create a better experience for your clients and support them in getting the result that they want. You’re also not “giving away the farm” by overloading your packages with extras you should be charging for. (Remember, overstuffing your packages is a form of discounting – you have to value your services before your clients will.)

2. Select a topic that your clients can take action NOW. Call it stalling, procrastination, “sitting on the fence,” resistance – one of the biggest problems clients face is inaction. Similarly, as a coach, consultant and accountability partner, one of the things clients are investing in when they work with you is the future action they will take. You want to help make that first step an easy one. Help them experience what it’s like to finally get moving and get some results – they will love you for it (and come back for more).

3. Don’t undercharge your VIP offering. Because you’re handling the problem in “only” one day, you may be tempted to discount your VIP package. Resist that urge! Remember to set your price based on results, not time. (Think about it: should you really penalize yourself because you got the job done quicker? Come on, now!)

A deeper, richer experience (with more of your focused, personalized attention, and quicker results) is actually more valuable to your clients, not less. When you design your package correctly, your investment should be several times more than the monthly fee you’re probably charging your clients now (hence the title of this article).

4. Give your clients everything they need to repeat their results. Your VIP day offering will likely include some form of teaching and instruction as well as coaching and mentoring. Make sure to give your clients this system in a way that they can refer back to – and repeat! – again and again. You can do this by including materials such as an ebook, audios, worksheets, etc.

© 2009-2010 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.

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