There are limitations around accomplishing something.
And then there are myths.
Today, I do some myth busting...
YOU CAN'T GET THEM WITHOUT A BIG BRAND AND FOLLOWING
Nope. You totally can.
Many people get confused when I tell them I was landing $15, $20, and $30K clients with no website, brand, or online presence whatsoever.
But I had two very important things going for me: I had a clear message that resonated with the people I served and I lived that message day in and day out.
While others were scrambling to get professional photos, a sleek website, and articles featured on Forbes, I was just having conversations.
Often, simply sharing what I do and the story behind it was enough to spark curiosity and the desire to eventually hire me.
Working on your online presence is important. But I caution you to not put the 'ole cart before the horse. These things amplify your foundation - they are not a replacement for it.
NO ONE IS WILLING TO PLUNK DOWN THAT KIND OF MONEY
Yeah. They are.
If your message resonates enough with them, you are fully congruent with it, and they SEE and FEEL the value of working with you, they will be willing to invest with you at premium rates.
Now of course there will be moments when they absolutely cannot afford you at your highest rate (even though they would love to do so).
But if a good client (especially an ideal client) trusts that what you're offering is gold, they will usually do whatever it takes to move forward.
How much someone is "willing to spend" has direct proportion to how much they value it.
If you're frequently running into clients telling you they can't afford you, it means either: you shouldn't be offering your services to them OR they're not seeing the value in hiring you.
Both are adjustments that happen from within you, the coach.
CONVICTION AND EXCITEMENT ARE THE KEY
This one was a rough lesson for me.
I actually learned it selling a travel product in network marketing.
(NEVER AGAIN).
I asked some 130 of my friends and contacts if they wanted to join my downline and travel with me for bulk rates. We were like the Costco of travel.
Sounds so sexy, doesn't it?
I would attend the events in Las Vegas with a fervor equal to a starving hyena on cocaine. I just KNEW this company was going to change the world. I just KNEW I had to get everyone I loved to join. And I just KNEW I was going to be the next success story on stage, sharing my story and making some millionaire cry in the first row.
I was foaming at the mouth sharing this "opportunity" with people...
And I ended up selling about 4 out of those 130.
Conviction and excitement are half the battle. But they're not enough.
The other half is the ability to translate the value of what we have.
This is the hardest part of selling.
While I was more fired up than every contestant on the Price is Right, I was failing at translating value.
Our clients need to know they're buying something concrete. Something tangible.
Because what they're thinking is,
"OK if I give you $10,000 of my hard-earned cash, something that FEELS very REAL to me (even though it's just numbers in an account)...I need something REAL in return."
At some point in explaining the value of what you do, whether it's in your messaging, the end result you promise, or the process you guide them through, you must make what you're offering feel real.
You have to bring your coaching down from Fluffy Town into specifics, measurables, and details.
Just like my network marketing spiel tanked, I watch coaches who deeply believe in what they're doing drop the ball with translating their value.
And it sucks. Because it reminds me of those ridiculous $69 cruises I was promoting.
If you want some help making the value of your coaching feel more tactile and substantial, book a call with me. Doing this is what I specialize in.
I'M NOT READY TO CHARGE THOSE PRICES YET
Look, neither was I.
First time I raised my prices...I was charging about $1000 a month.
I was working as the Lead Trainer for a coaching company who capped me at that rate. Not only was I doubting my value, my mentor was literally coaching me to NOT go any higher.
Crazy thing is...when I hired a much better mentor who challenged me to make my first five figure offer (paid in full), my old one was telling me no one would sign up!
I shit you not.
Like you, I doubted if I could really do this.
The first time I asked for five figures, I nearly choked. I thought I was going to get hung up on.
But I did it anyway.
And I realized the barrier separating me from feeling "ready" was just one ask.
That's it. Just ask one person for a five figure investment and you will be forever changed.
If $10-$15K is in your comfort zone already, then bump it up to what feels uncomfortable.
Go for $40,000.
The whole "I'm not ready" thing cannot be solved by getting more exposure, learning more in business, or buying a step-by-step program.
These things can help you make progress, but stepping into a new realm of asking for and receiving higher value takes bravery.
Just one ask. Then "I'm not ready" disappears forever.
I'M NOT GOING TO CHARGE A LOT BECAUSE I DON'T WANT TO BE GREEDY
Can I pour out 250 mL of tough medicine?
The fear isn't about being greedy.
It's really about the spiritual karma of receiving a lot of money and failing to deliver the value back to them in exchange.
Greed is defined as the "excessive pursuit of wealth or possessions."
If you are more fired up about the 4000 square foot home with six TV's than you are your client's transformations and breakthroughs...
Then yeah, you'd be greedy.
You would be just like many in this space who are happy to take money without giving adequate value in return.
But that's not you.
To me, that desire to avoid greed is really the desire to be just. To deliver a transformation, result, or breakthrough that is at the very least equal to the investment your clients pay you.
But have you ever considered how easily a client can take advantage of you?
What happens to the spiritual karma balance when they get your time, energy, wisdom, knowledge, skills, experiences, and presence for an investment that is grossly less than the gifts you bring to the table?
What happens when your fear of being greedy blinds you to the reality that you are delivering far more than you're receiving?
If you really want to be fair and just, raise your prices.
If that doesn't sit well with you, ask yourself why you're fine with letting your clients be greedy with your gifts.
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