A big question I’m often asked is, “How do you attract high-paying clients?”
Well, in this video I've got the answer coming right up, so stay tuned.
How do I attract higher paying clients?
The answer?
Raise your prices.
That's it.
Raise your prices.
Now personally, I’ve been able to sell $14,000 to $20,000 packages in coaching and consulting,
and I still look for ways that I can increase my own prices.
And if you are one of the people watching this video with a serious inquiry into how
you can actually attract those higher paying clients, I want to propose that perhaps you
are not really interested in learning some secret elusive formula, although those are
always nice, but rather you are simply looking for permission.
Permission to raise your prices and charge more.
If that's the case, well, permission granted.
You see, telling you to raise your prices is one thing, but actually doing it, it takes
guts.
It could be really scary.
You see our brains are wired to think, “If I raise my prices, I increase my risk of getting
the ‘no’ and if I get the no, well then it just proves I’m not worth it— I hate
rejection.
And that's not just the case at all.
You see, it’s become common knowledge that a higher price attracts a higher quality customer,
right?
And that's what we all want at the end of the day; those dream clients and students
that remind us of why we are doing what we decided to to do in the first place.
Well, if you haven't figured it out by now, those elusive dream clients aren't shopping
at WalMart or the Dollar Store and they’re definitely not shopping around the internet
for weeks just searching out your cheapest competitor.
They want the best, they want it now, and they're willing to pay for it.
So, if you want to attract your higher paying clients, Step #1 is to raise your prices,
but there is a Step #2.
Step #2 is to understand what a higher paying client really wants, and give it to them.
So here are some broad stroke generalizations that we can all agree on that a higher paying
client or customer really resembles.
First, they have money and they're not afraid to spend it on the things they want and need.
And 2nd, they know time is valuable; they don't waste it.
Number 3, they take responsibility for their lives; they don't play victim to it.
And number 4, they take action and they get results.
So even though you and I could be in completely different industries or fields, we can both
agree that offering our coaching, services, or products at a premium price must deliver
something that, number 1, saves precious time for your client, and number 2 focuses on high
level activities or topics that yield lasting results for them.
So, even though the simple act of raising your prices will attract a higher paying audience,
you may also need to tweak or adjust your offer.
So, let me actually go ahead and use myself as an example here.
Now, as you probably know for years now, I've been teaching business owners all about YouTube
and online video.
Well, I could go ahead, to use an example, and package all of that knowledge into a digital
course and sell it anywhere from $100 to $500, and this is going to attract the do-it-yourselfer.
Then at that next level I could offer one-on-one coaching or consulting and charge, I don't
know, maybe $200 to $1000 an hour.
Now, notice my price is beginning to increase.
I'm still attracting the do-it-yourselfer, but these clients learn fast and want the
info directly from the source.
Then, I could go ahead and offer some sort of done-for-you service around YouTube, something
like managing a channel, making videos for clients or optimizing them, and I could charge
anywhere from $300 to $2000 a month and probably more.
And here, it's a different service, but I'm attracting the successful and busy business
owner, right?
They don't have the time to learn all this, let alone implement it.
They just want it done, and they want it done right now.
And then moving on up, I could create an entire YouTube strategy or game plan customized for
a large company or organization.
I could charge anywhere from $10,000 to $20,000 or more.
Or maybe I could charge an amount to come in and train a group of employees or salespeople,
which I actually have been offered several times in the past.
But I want you to notice two things.
First, all of these offerings revolved around one skill and knowledge, YouTube.
Second, as the price went up, the package itself evolved to provide more value, but
not necessarily more of my time.
Now, using myself as the example to illustrate how you can continue to raise your prices
and to tweak or adjust your offer you may still be left wondering how the heck do you
actually get in front of these types of people?
These types of high-paying clients?
Or more importantly, how do you get them to get in front of you?
Well, I'll simply leave you with this: Every example that I just laid out in this video
is something I’ve actually done or been offered, myself and my business, over my 8-year
business career.
Now, I'm not some aggressive salesperson going door-to-door or picking up the phone and cold
calling people, in fact I hate selling.
These are all opportunities that have easily fallen into my lap because years ago I decided
to create content that provided value on my YouTube channel.
You see, my free training videos, like this one, opened up the door for building a prospect
list and attracting people who had to practically beg to pay me money.
The internet is your opportunity to build a platform first, whether it’s YouTube,
a blog, a podcast, or whatever.
You must develop a way to invest in your audience before they ever invest in you.
So, now that the elusive secret has been revealed to you, you have a choice to make.
Do you continue to undervalue yourself and charge low prices that not only attract clients
that make you pull your hair out but also keep you scrambling to find that next one
so you can pay the bills?
Or do you take that extremely brave and daring leap to raise your prices and attract your
dream clients.
If you have a commitment to providing extraordinary service to your clients, I give you full permission
to raise your prices and go forth confidently into the market place.