Charge More Because`You’re Worth It’

By on September 1, 2011

By Natalie Sisson –

If there’s one thing all entrepreneurs’ have in common it’s learning to charge what you’re really worth.

Especially women as we tend to offer a discount before we’ve even begun. How often have you found yourself on a call with a potential client that’s gone really well? They’re interested in working with you and then comes the crunch time, closing the deal, which often goes something like this:

Client: “And so how much do you charge for this service?”

You: “Well my normal rate is XXXX but we can work out a deal based on what you need”.

What happened to standing your ground, standing up for what you’re worth, the time and money you’ve invested in yourself to achieve the knowledge and skill set that only you possess?

How will you ever build that 6 or even 7 figure business if you don’t think you’re worth it?

Hands up if you’ve experienced these feelings before:

  • You’re anxious about raising your prices and losing clients
  • You’re uncomfortable talking about fees to your clients
  • You keep comparing your fees to everyone else’s and worrying that if you charge more no one will hire you
  • You discount your fee or products because making less appeals more than no customers
  • Think you’re not expert enough to charge more even though your clients rave about you

Well you’re not alone. In fact attracting more clients which I wrote about here, and charging what you’re worth are THE top concerns of business owners.

A Real World Example

A client I had just started coaching had complained to me that she just wasn’t earning enough designing and building websites for her clients. When we broke it down she was not factoring in the planning time, the hours of phone calls, emails and back and forth that happens when you’re dealing with someone’s `baby’.

As a result the upfront price she was quoting was meaning she was making about $25 per hour after all was said and done. Not exactly the best use of her time at all, considering what she could have been making.

Just days after our first session she told me she landed a new client at a better project rate than normal and he had agreed, no questions asked. I was thrilled. Until she told me, just before hanging up the phone, and hearing him say he was on a tight budget, she knocked $2,000 of the price!

Why?! No matter what personal story your clients and customers have, that does not mean you have to discount your products and services. They are investing in you. That investment will show great returns if you do amazing work for them.

To avoid the example above happening to you let’s get down to business shall we?

Three things you can do today to earn what you’re worth:

  1. Know the market
  2. Target people who will pay for your service. I primarily had developed an audience who although great, were not at the stage of wanting to invest in themselves or felt they didn’t have the money.

    What I needed was to approach established businesses struggling with Social Media who could see the immediate benefits of the program and that it was a small price to pay.

    As I mentioned in my last article, you want those Red Carpet clients who value you and energize you, not the nitpicking, cheap, unbelievably hard to please ones.

  3. Expert positioning
  4. These days you could argue that too many people are suddenly experts in social media – what part exactly?  I was positioning myself as a credible and knowledgeable `Personal Trainer’ but didn’t make that clear enough initially.

    My unique value proposition is that I break it all down, help you understand each component step by step, and give you ongoing coaching.

    You have to be clear on why you’re the expert and show people why that matters. Social proof in the form of testimonials is a given too.

  5. Act the part

Given that I do everything myself I had created the sales landing page, content and outsourced the design. The thing was it was looking like a patchwork quilt – not shabby but not fully professional and pulled together.

When it comes to branding yourself you need to produce consistent materials, content and designs that prove you’re serious about what you do. People buy into that. Therefore you gain a reputation for being amazing and people pay accordingly.

What’s one thing that you’re going to do today to make sure you get paid what you’re worth and attract the right clients?

If you want to learn more about building a 6 and 7 figure based on what you’re good at, what you already know and what you love doing check out WE Mastermind and the free video series.

Natalie Sisson is a Kiwi Suitcase Entrepreneur. She’s on a mission to ensure women create freedom in business and adventure in life using social media, online tools and outsourcing to run their ideal business from anywhere.

About Natalie Sisson

Natalie Sisson is a Suitcase Entrepreneur (http://suitcaseentrepreneur.com/) who is on a mission to ensure others create freedom in business and adventure in life. She blogs about how best to use online tools, social media and outsourcing to build a thriving online business you can take anywhere. Over at the Suitcase Entrepreneur she offers free resources and tools, digital products and programs and business design coaching to ensure you create your ideal lifestyle. She’s also founded the $100 Change (http://suitcaseentrepreneur.com/change/) Initiative to empower hundreds of other entrepreneurs to start a business or project they love for $100.

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Charge More Because`You’re Worth It’