Want to know what keeps a lot of business service providers, advisors, and coaches from charging what they’re really worth?
It’s that all-too-common belief that _“I am not a sales person.”_ Combine that with a healthy dose of “It’s rude to discuss money,” and you can see why it’s just easier to keep your rates low.
It’s time to think of your services from a different angle. Not only will you see things in a clearer light, but selling suddenly won’t feel so, well, – salesy.
**Here’s how traditional pricing discussions go:**
You talk to a potential client, and you explain what you can offer, how your advisory or business service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc.
And then you say, “My rate is $XXX.00.”
Your client either says yes, no or (the kiss of death) maybe.
Let’s turn that around, and rather than focus on what he or she will get from YOU, take a look at what she will _**achieve**_ when she hires you. Truly, take a moment or so and really focus on the outcomes that can and should look forward to by working with you!
For a business advisor, this is easy. Talk money.
How much more profit will your client make when she hires you? If your coaching fee is $1,000 per month, but you can show her how to increase her sales by $3,000 per month, then your price is inconsequential. She’ll earn it back three times over, not only while you’re actively coaching her, but now get this: **_for the rest of her business life_. We call this Life Time Value (LTV).**
Who wouldn’t jump on that with both feet?
What you’re doing here is not talking about the cost of your coaching, but **rather the cost of not hiring you**. Because if she doesn’t work with you, she’s losing $3,000 per month.
What about other kinds of coaches though? The same applies, you must find a way to show your clients the **cost of their inaction**.
If you’re a life coach, inaction (to your potential client) might mean years of feeling unhappy and unfulfilled. Imagine what it might be worth to your client to lift that depressing burden forever?
The same goes for health and wellness coaches. Can you add 10 years to the life of an unhealthy, overweight man? That’s **priceless**.
What about dating coaches? For someone who’s been unlucky in love, in and out of one bad relationship after another, the promise of a man (or woman) who will love and cherish them is worth nearly any price.
You just have to paint the picture.
What will life/business/love look like without your advisory services, and what can it look like with you?
Once they see the difference, pricing becomes nearly irrelevant.