3 Quick Tips to Charge What You Deserve

February 19th, 2010 · 3 Comments3 Comments

I realize that one of the most important parts
of your business is attracting quality, ready
clients who are willing (and expect) to pay you
what you’re worth.

Here are three quick tips to help you attract
more clients and charge what you deserve and
get it.

#1: Define your niche and increase your visibility

It’s very important to take a stand and pick a
niche that you want to play in.  Once you do this
it is very easy to be seen as a “go-to” person in
your marketplace.  Sending out regular press releases,
submitting articles to ezinearticles.com, and holding
teleseminars with business owners who already serve
your ideal market are just a few simple ways to
increase your visibility and expert status.

#2: Outline the value that your programs offer

You need to define programs in a way that makes people
want to BUY from you, not THINK about buying from you.
Focus on the value that you have to offer your clients
and where they will be if they do NOT hire you.

The “when” and the “how much” should come later.  Let
these be minor details to cover after your prospect has
already decided to begin working with you.

#3: Stop trading time for money

You HAVE to shift out of the “time for money” business
model and start focusing on a “value for investment”
model if you ever want to charge what you deserve and
get the best results for your clients.  As long as you
are stuck in the time for money mentality you will
never be able to fully express or share the true value
you have to offer your clients.  This is an unnecessary
shame.

Tip: Stop naming your coaching programs with a time and
dollar amount.

No more “60-Minute session for $125″ and “90-Minute
session for $175″!

This causes potential clients to instantly compare your
valuable service to other, totally unrelated services
they’ve bought or considered in the past.

To learn how to price your programs for maximum profits
and create compelling, near impossible to resist offers,
check out the upcoming teleclass series that I will be
holding.

Cheers
Tom

P.S. I would love to hear from you so be sure to chime in
and leave your comments below!

3 Responses to “3 Quick Tips to Charge What You Deserve”  

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  1. 1 carol on Feb 23rd, 2010 said:

    great tips as always Tom – too many people trade their time for other peoples money and create themselves glass ceilings that are just not possible to break through. So many people generalise not specilaise which again creates glass ceilings as they talk to everyone not someone and their messages are just not powerful enoguh to attract attention.

    Not knowing or identifying their niche leads to lack of your 2nd tip as it is virtually impossible to promote the benefits and value of your services or products if you dont know who your audience is, what their pains are, what your solutions to their pains are.
    Carol
    Founder of Choose Changes
    the Specialst Guild of Excellence and Success
    supporting each other for each other
    http;//www.specialistguildofexcellenceandsuccess.com/members

  2. 2 Ruth Seebeck on Feb 23rd, 2010 said:

    Thanks, Tom, for the excellent tips. We often try to define our value by what we think our ‘time’ should be worth, not the value we bring to our clients. I needed the reminder.

  3. 3 Tom Buford on Feb 24th, 2010 said:

    Hi Ruth and Carol

    Thanks for reading and taking the time to “jump in” here.

    Yes, it is important regardless of what it is you are selling to always focus on the value delivered.

    If you give a great speech aren’t the results going to occur after the audience leaves the room? It’s not the number of minutes behind the podium.

    Thanks again
    Tom

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