Given the impact that your clients have on your business, it's crucial that you have the right clients on your success train. If the distance between your ideal clients is widening, you need to close the gap! Consistency in attracting those “10's” in your client base is key to obtaining that peace and prosperity that will allow you to make more money and work less hours than you ever have in the past. Here is a strategy that you can use, right now, to get the most mileage out of your programs and services so that you can use your part-time hours effectively.
Given the impact that your clients have on your business, it's crucial that you have the right clients on your success train. If the distance between your ideal clients is widening, you need to close the gap! Consistency in attracting those “10's” in your client base is key to obtaining that peace and prosperity that will allow you to make more money and work less hours than you ever have in the past. Here is a strategy that you can use, right now, to get the most mileage out of your programs and services so that you can use your part-time hours effectively.
Start by asking yourself this question: Where can I add group delivery and by what date?
I transformed my business when I changed what I was selling, my "off-the-shelf" type programs, into a high ticket, high value program. I was able to impart so much more value, more tools, more marketing how-to's, audios, and small group experiences when I didn't spread such a wide net and limited the participation to a select group of entrepreneurs who could benefit the most from what I had to offer. And here's the process in a nutshell.
First, I set a date for when this new program was going to start. Then I created the program. Third, everyone I talked to that was a fit for my "ideal" client was offered that specific program and no other. Right now you may be treating every client as an inidividual, having conversations, holding a teleclass for one... that's not the way to get a 6-figure income. You have to stop the one-on-one. If they're not a match for your program as it functions, then they are non-ideal clients. Do them, and yourself, a favor and just say no. Keep it simple and only offer a couple of very specialized programs. I have two really quality programs that I offer, and it works great for me. I'm clear on my clients and offerings, and I get the most out of the people that I work with.
Next, double your fees.
Think of one thing that you charge for and double it. If that's really easy for you, then you should have already been doing it. Double it again. Do it until it feels uncomfortable. You have to believe in yourself and the value that you provide. Don't listen to the excuses of why you can't, just know your value and do it. You can start this today! Put a date on the rate increase, even if it's a year out. Be confident and “get full of yourself” (in the good way) in order to create the value of your programs in the mind of your potential client.
One of the most impactful steps in our Stand Out & Be Juicy process is creating a set of irresistable Juicy Benefits for every product and service you offer because this is where you learn to articlulate the value you offer in a unique way. And people tell me over and over that they see a direct relationship between what they are willing to charge and their ability to articulate the value someone will get.
I have to warn you not to pre-judge someone because you think they don't have the money for your new full-service program. I once gave $2000 back to a client when I couldn't give her the value that I knew she needed from the service option she had chosen. She didn't think she could afford the full program, and I knew that she really needed more. She needed the full-blown group program to take her business where she wanted to go. So when I told her I couldn't in good conscience take her money for the small program, she knew where I was coming from and told me to keep the money, and she would pay for the full program in 2 weeks. That's how you know your ideal client gets not only your value, but their own.
Entrepreneurship – The Road Less Traveled
I believe that life is a journey, and just like any journey, it has some bumps in the road along the way. For me, those “bumps” came in the form of three layoffs in two years. I thought, “This is my life. I need to create a way for it to support me and bring me freedom and joy.” So… I started on that journey of entrepreneurship.
What I Learned From A Glitch – And A Rabbit
How did I learn how vital it is to be conscious about your marketing? By working with entrepreneurs! In fact, it's the core strategy behind what I teach, and it’s why I named my business Conscious Marketing. But here's where my head got in the way of my heart: I had an extensive marketing background. I played hardball with some of the top advertising agencies. I thought I had it going on! I didn't think I needed any help from a coach or a mentor, because I already had all the answers. I was wrong.
Everyone Needs a Soapbox!
I was kicked out of corporate America. Literally. I was let go three times in two years! It was difficult at the time, but now I see - the struggle had a purpose. Because of that trial, I found my true calling: helping business owners find their voice, get on that soapbox, and attract in their ideal clients like moths to light.
