The key to attracting higher fees/prices for your services starts with showing up differently. Your ideal client will pay more for mastery.

There are three mistakes that I see many entrepreneurs make that are keeping you from earning more and elevating your position as a master in your market.

#1 High-Value Offer

Most entrepreneurs have great products/services but outside of features, they have not identified the value chain and why their ideal client will happily pay more. Especially service-based experts.

You’re probably looking at the time it takes to deliver the service, what other players are charging, etc. but the key to earning more for your offer is to identify what is the actual value that people get from doing business with you.

Value can look different from industry to industry. The Hermes handbag provides the value of that ideal client being Exclusive, signaling to  others that they are not just high-end, they are the real deal rich. Overall the product provides the consumer with the added value of elevating their status even among the rich.

It’s like the difference between people who fly first class and those who fly private. The bag gives them that added distinction. If you are able to clearly identify the added value that your products/services create for customers you can earn more. People buy value and meaning not products.

That is the secret behind how my clients are able to raise prices, work with fewer clients, creating a higher level value/experience and earn more.

#2 Outdated or Low-end Branding 

For a high-end client, the messaging, look and feel of the brand will initially send the message that this brand is at their level. If your brand looks outdated, it translates to: you’re not keeping up with the times. Your ideas and strategies are outdated. If the brand looks low-end, it also sends the message of a certain level or quality of service.

Everything is a story and if your brand looks outdated or low-end, it positions you with the other amateurs and novice in your market.

My client Jennifer, came to me because she was not able to attract her ideal clients. Her brand was unrelatable and her message confusing. Even her webinars failed to attract attendees. We developed a new brand strategy and identity and she went from hearing crickets to filling out her webinar events and making sales.

Creating a more compelling brand message supported by powerful visuals sent the signal to the market that she means business. The strategy provided a roadmap for positioning her brand in the right way to attract the right people.

#3 Undercharging Because It Will Get You Great Exposure

Many brilliant professionals believe that charging less than the competition is what will get them more clients. In fact all it does is get you more work and sometimes unwanted stress.

High-end clients know that if you want a certain quality or standard of service, you will pay more. Most people are not searching for the cheapest surgeon, they want the best surgeon who can deliver great results.

When Shamini came to me, she had told herself that she was new to the market and should charge lower prices just to get started even though she was highly  qualified and experienced.

I helped her develop a new signature offer and increase her prices between 50%-100% and now she is selling those packages with ease and clients say “She’s high priced but you get value.” They acknowledge that she is a pro rather.

If your service is valuable and can make a real difference in your client’s life, why would you charge less. There are  clients who value QUALITY over PRICE.

#4 – Asking the client what is your budget

High-level clients are looking to work with a pro. A professional knows the job and the inner workings of it. They have done it before so they can tell you with their eyes closed, how long it will take and a rough estimate of what it will cost.

Most of all, a pro knows their value, so they would not ask a customer to come up with that number. Your discovery questions should give you a relatively clear sense of if that client has the budget to work with you.

Often your customer/client is unaware of what that job should typically cost or the value, so to ask them to come up with a number is putting them in an uncomfortable situation. You have to advise them accordingly and share with them the value you will bring to the table.

Now of course, if the customer now says that they have a specific budget, depending on your industry you may consider offering a package to suit or happily declining working with that client because there is another project that may be the highest use of your time and effort.

For one of our client, I helped them set a threshold. We only work with clients whose project value is $X. For someone to be their ideal client, they must be at this level. It makes it easy for them to create services that cater to clients with a specific challenge at a specific stage of business.

It is OK to say that our firm only works with budgets of “X” amount if that is your standard.

The main challenge of entrepreneurs is that many do not have a clear brand strategy that informs their positioning, pricing and the people you serve. Many are not able to identify their strong value  proposition and why their product or service is worth more.

There is no distinction in your brand identity which sets you apart from the other players and communicate your message clearly  and concisely.

Imagine in just 16-weeks you can transform your brand and position yourself to attract more high-end ideal clients. To stand out as a go-to brand, a master in your industry. Click the link to apply for the Global Brand Creation Academy today.

Enrollment is closing this Friday. Get started and apply here.

Also I would like to announce an very exiting interview today at 10:30 a.m. EDT Live on Facebook. Vickie Gould Storytelling and Book Coach will be interviewing me on BUILDING A WORLD CLASS BRAND. Make sure you join us here.