Like all entrepreneurs, I’m sure you desire to work with clients who really appreciate the work you do, the transformation you provide and the value and results you bring to them.
Yet do you find that, despite what you hear about high paying clients, you find it can be a struggle to attract them? Instead, are you attracting clients who seem to want what you can do for them, but don’t really want to pay for it?
It has nothing to do with your services
I fully believe in my heart that if you are here reading this, then you are an entrepreneur who creates amazing value and delivers stellar results that are worth high compensation. However if you aren’t attracting those clients, it has nothing to do with WHAT you are offering, but rather you are most likely making one or more of these 5 self-sabotaging, and credibility destroying mistakes.
Mistake # 1 – Charging by the hour (or month)
This is a very transactional approach to your services. Even if what you do is unique, by selling your time, you devalue what it is you actually do. (see my article about this)
Clients will be looking for ways to buy less hours, or to get more of your time for your monthly fee, or shop around.
By selling your time, it becomes hard to create value, and therefore you make yourself a commodity, not a high end brand.
Mistake # 2 – Making it all about you
Your clients really don’t care about you. All they care about is WIIFM? (What’s in it for me!). When a client hears about all that is involved for YOU, and what’s not included, if they feel nickle and dimed, what they will feel is “what a rip off”. And “wow that is too expensive”. It doesn’t mean you don’t appropriately charge for what you are doing, however it needs to be presented solely from the client’s perspective.
Take a moment to look at what you are offering, and how your messaging may be landing, is it about your clients, or is it about you?
Mistake # 3 – Misalignment between how you want to be perceived and how you show up
I see so many entrepreneurs who want to attract high paying clients, and whose work is worthy of very high fees, project a very low end, scarcity minded, or unsuccessful image. These are some common mistakes:
- Using dis-empowering language around money – such as “I can’t afford”
- Wearing very casual clothing to networking events.
- Not investing in their business at the same level (or more) than they would like to be charging
- Relying on free services, or using ultra low cost providers
- Using a free email service provider (Seriously a proper email address is only $100 per year, if this is you – fix this TODAY!)
- Offering pro-bono services in exchange for “exposure”
- Bartering
This list is just a few examples, but you get the picture! Engaging in any of these or similar behaviors or mindsets, is incredibly damaging to your brand, and ability to attract high paying clients.
Mistake # 4 – Marketing to the wrong audience
Some networking groups or events, will give you the feeling of community, safety and belonging. However if they aren’t giving you business, then it may not be the best use of your time.
And I challenge you to ask yourself why it is you feel so safe? Is it because the other attendees are newer in business, not too far advanced, and possibly not making that much money? Is it a “safe place” where you can be vulnerable and share your struggles?
I’m not asking this to be harsh, but rather to highlight that if you want to be a high end brand, you need to go where there are potential clients with the means, motive and mindset to invest in themselves, and to value your services at that level.
And you need them to view you as a competent, powerful and radiant professional, not as someone who is struggling.
Mistake # 5 – Poor Packaging and Positioning
Many times newer entrepreneurs fear that they may miss out on business, so they want to make themselves and their services widely available to as many people as possible, with as many options as possible.
However instead of helping people, this just confuses them, and a confused mind never buys. If your potential clients aren’t exactly sure what you do, or who you serve, or what the right way to buy from you is, they aren’t going to be as eager to invest at a high level, if at all.
Attracting high paying clients requires you to show up as an expert in your field, with a clearly defined niche, with a simple solution to their problem packaged in a way that they understand.
Ready to change it?
By changing a few of these key mindset and actions you can attract all the high paying clients you desire. If you need some help with your pricing, positioning & packaging of your services, remember to reach out for your complimentary Profit Breakthrough Session. I will spend 30 minutes with you and help you identify exactly what is preventing you from attracting high paying clients, and you will learn the exact next steps you can take!
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