Darn near everyone gripes about money. I do it, too. We each have triggers about making, spending and saving money. But the one I hear the most about is not getting paid enough. Either you have an abundance of clients but they don’t pay you for the real value you give or you don’t have enough clients and you’re scared to charge what you deserve.
You might not even know what you deserve because you’ve been brainwashed to take what you can get even if you only end up making twenty bucks an hour in the end. Maybe a few people gave you feedback that they can’t afford your services and products and now you’re convinced that nobody will buy at your current prices.
There are more than a few reasons why your ideal customers don’t pay you what you’re worth and it’s not because they can’t afford you! Think about it. If they’re your ideal customers, then they see the value in what problem you solve and joyfully say “yes” to whatever price you set.
If you’re not charging enough you may need to:
1. Figure out the real cost of doing business. Include all overhead and time spent for every little aspect of delivering each product and service.
2. Nail down exactly what you need to take home each week.
3. Be more objective about the value your products and services give.
4. Lay out, on paper, the features and benefits of each product and service.
5. Charge from knowing what you want to grow into, not who you’ve been.
6. Consider yourself more of an expert in your field, even if you’re a newbie. You bring something special to the table, no matter what stage of business growth you’re in. When I was in coaches’ training I was serving up breakthroughs for my “practice” clients long before I got my first paying client.
If your prices seem congruent with the value your products and services deliver, and not enough people are buying, you may need to:
1. Nail down your ideal customer and stop marketing and saying “yes” to those who don’t fit that description.
2. Look at your beliefs about success, struggle, wealth and making a profit from what you love doing most.
3. Check in about what you offer. Do you love what you offer and the way you serve it up? How does your business support your desired lifestyle?
4. Clearly lay out the benefits and features of what you offer on all marketing materials. If you don’t have bullet points on sales pages or brochures you probably aren’t spelling it out clearly.
5. You’re trying too hard to get clients. Pushing, needing, and worrying about getting money in the door comes from a place of lack and won’t yield an abundance of anything (except heartache).
6. Tap into your Inner Business Expert and ask, “How can I align with more ideal customers? What should I shift? Is there an action that would serve me in this desire?”
There are more than enough people out there to pay you what you are worth. Before you go killing yourself to try a bunch of new strategies to figure out how to attract them, sit with the suggestions above and feel into which ones may be perfect for you to put into action. One baby step at a time will be sufficient.
When it comes to client attraction it always starts with your beliefs. More than likely, you need to expect more. Make bigger financial goals and play to win. Play with confidence. Abundant expectancy without expectation.
Did any of these tips and ideas help you get a clearer picture of your business plan? If so, let me know!
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