Coaches, consultants and creators are always asking what to charge.
The problem is: It’s the wrong question.
Yeah, I know. You’re worried about over-charging and losing clients. Or under-charging and short changing your value.
But baked into that question is the income-limiting assumption that there is one answer that makes everything right.
That would open the doors to more clients if you could only figure it out.
The bad news is: There is no one number.
That’s also the good news.
Because it means there is no hard ceiling to what you can charge.
As long as you frame the answer based on what you’re worth. Instead of what you believe you can get.
There is a Better Question
Instead of asking “How much should I charge to deliver my service?”
Ask “What do I want to get paid to deliver my service?”
With one question – your entire future flips!
Because instead of trying to figure out what you should charge, you DECIDE on what you want to charge.
And then go about structuring an offer that moves your ideal prospects to want to pay you that much.
Yes, it’s work.
But it’s the best paying work you’ll ever do. That continues to pay off every day for as long as you’re in business.
So, what do you do next?
Recently I was reading a profile of a creative company that builds $100,000+ playrooms for the children of the wealthy.
(And they have a waiting list).
And when you see photos of their work, you know why.
What they did was identify the specific deliverables, the highly desired offer element people would pay more for. And make sure they were included in their offer.
Whether or not you believe that’s the best way to spend 100K, the big takeaway is: A lot of people did.
Which brings up the next key question:
How do I get them to Yes?
How do I craft an offer that gets people to jump in at the level I want them to?
Convincing people to jump in at the level you want them to just cause you want them to is a very heavy lift.
The Big ‘A-ha’ is: If you find yourself convincing and arm-twisting, you haven’t crafted a seductive persuasive offer.
This is the point where too many folks throw up their hands and play helpless because they don’t know how to do that.
But I want to help seperate you from the pack by showing you how you can!
First ask yourself: “What must I include in my offer so they willingly pay that number? What are the jaw-droppers my market values most?”
BIG HINT: Respond to what they value, rather than trying to convince them what you value.
Then ask: “What specific group is more likely to willingly pay that number?” (BIG HINT: Not everyone will).
It could be based on a profession. It could be a demographic. The more specific you get, the easier it is to find them. And the more likely you are to pick them out of a crowded room.
Finally: “What pre-existing yearning IN THEM can you respond to? So they see saying no to your offer costs them more than what you are charging?”
• In lost time.
• Lost opportunity.
• Lost income.
• Heartache and pain.
• Missing out on what they could have instead.
Asking (and answering) those questions opens up a slew of ideas and avenues you would not have seen otherwise.
And opens the door to a slate of exciting new possibilities that are yours, if you’re willing to work for them.
THE KEY IS:
Instead of trying to figure out what you might get paid for an offer you’ve already determined.
First DECIDE what you want to get paid.
And craft an offer and identify a market that makes that a lot more likely to happen.
The only way is to put pen to paper and not stop until you figure that out.
Yep, that’s takes work. There are no guarantees. It’s a lot easier to decide on a number and settle.
But entire futures pivot on small decisions.
Fall out of love with your offer. And what you ‘should’ charge.
Fall in love with working out an offer that pays you what you want to be paid. So a brand new, more lucrative future opens up in front of you.
One way to make this even simpler is to know where to find the folks who can afford you from the start.
It doesn’t have to be an impossible dream. But it doesn’t happen by accident. You have to be intentional in seeking out top-tier clients for your top-tier work.
If you’re wondering exactly how to do that, I can help. With 21 specific suggestions that can make your high end client search a whole lot easier. Take a look!
