Business
How to Attract Better Clients & Earn More Money
If you’re a professional just starting out, or even an established consultant or business owner, your main gripe is probably this: How do I get my clients to pay for my services? Or, Why do I keep attracting clients who don’t want to pay me what I’m asking for?
For starters, you’re going to have to reassess what value you’re offering and then make a mindset shift. Secondly, you could just need a lesson on how to create better boundaries.
Or third, you could just be blowing all 5 of the “Business, Mindset, Money Mastery” rules, which are:
One: Integrity.
In ‘The Four Agreements‘, Don Miguel Ruiz speaks about being impeccable with your word. I am a pretty literal and precise when it comes to tasks, appointments and my outlined duties with a client. And I generally expect the same. You are the mirror for the current (or future) clients you’re attracting. If the customers you’re currently attracting aren’t ideal, it could be several factors, one of which begs the question, what kind of client are you? Be the mirror to your clients. If you operate out of integrity and consistency, you will attract the same kind of individuals. Attract what you want by being and reflecting the value you’re asking for.
Two: Command Premium Prices.
Are your services or products worth it? Here’s the thing: If you don’t think you’re worth the price you’re asking, everyone else will think it, too. We teach people how to treat us, whether in our business or personal lives. If your products or services are not yet worth what you’re asking, do what you need to do to raise the bar. If they are worth more but you’re not asking for more because you are afraid, you still aren’t telling the client that you’re worth it.
The first thing you’re going to have to do is remove the blocks that keep you from asking for what you’re worth. Find out whatever those blocks are and fix them, stat! They could be something as deep as inner emotional work or as superficial as creating a better website or program. Whatever they are, seek them out and fix it. You aren’t helping anyone, including yourself, by playing small.
Don’t worry about pleasing everyone. And don’t spend too much time with tire kickers or the ones who don’t want to pay for your worth. Spend your energy attracting the clients who will respect and value your time and talent. Smart clients who pay more for quality work generally get better results, and they know this.
As a freelancer, consultant or business owner, you also know that you will deliver a much higher quality product when you know your clients are paying you what you ask.
There is an expression I love and it states, “If you think hiring a professional is expensive, try hiring an amateur.”
Have you honed a skill so well you’re a master at it? Are you great at selling, speaking, writing, consulting, changing lives for the better? Don’t be afraid to ask for the price you deserve.
✅You are not just selling a service, you are selling VALUE and most importantly, RESULTS. Because let’s face it, positive outcomes are priceless.
What is the value of the results you can give that client? Is it $15,000 worth of sales, $9,000 worth of unnecessary fees or $50,000 worth of advertising exposure for only $2,000?
Three: Position Yourself as an Expert
When you’re first starting out, nobody knows a damn thing about you. Humans don’t generally like things that are too unfamiliar, either. But, that’s ok, I’m sure you’re not reinventing the wheel. J
Don’t spend so much time with ads trying to tell or convince everyone how much you know. Create freebies, video content or printable literature and give it away; show them what you know and do until your reputation supersedes you. Give value through free webinars, tutorials, lessons, samples, downloadable books, etc. Create social proof with the value you consistently offer. And THEN, bring in the ads to drive traffic to your value.
Four: Become a Master of Your Time
Time doesn’t always equal money. In other words, don’t be afraid to aim for low-hanging fruit and harness a ‘less effort for the highest reward’ strategy. The more time you spend on clients should not always equal the amount of money you make. For example, you could spend 30 minutes each, per day, with 5 clients at only $45 each ($1,125), OR, you could be reaching 50 clients in 1 week through a 1-hour group conference call or live webinar at $50/ea. ($2,500). Which one will utilize less time, emotional energy and offer a higher reward? Obviously, the once per week webinar or conference call.
And if a client requests 1-on-1 time, the price you set should be higher. Again, if you’re really good at what you do, s/he will understand and honor your prices. Yes, your time is valuable, but it should be priced accordingly.
Five: Don’t Try to Do Everything By Yourself
I realize when you’re just starting out it can be tough to find people to work with who you can afford and trust. But as a new business, you need assistance and help from people who are experts in their field. Whether graphic design, marketing, copywriting, billing, personal assistance, website design, videography, business consulting — whatever area you need that will help your business grow should be prioritized and delegated to someone else. Trying to do it all yourself can create delays, mistakes, overspend in unnecessary ways or poor brand positioning and creative visuals.
Don’t try to do everything on your own. Prioritize a budget for help and find the right people to assist. Build your tribe!
Bonus Tip: Stay away from Freelance Marketplace sites such as Fiverr, UpWork and CrowdSpring, unless it truly pays off big time. Sites like this take a huge chunk out of your pay and you have to spend an awful lot of time working upfront and writing proposals for clients who may waste your time or hire someone else simply based on a lower bid price. Don’t fight for scraps, or deal with low-ballers or tire kickers. A lot of clients on these platforms are looking for free consulting, discount rates and don’t want to pay anything for high-value services.