Category Archives for "Pricing"

Passion does not always equal profit
Nov 07

Passion Does Not Always Equal Profit In Business

By Jennifer Hall | Business Mindset , Pricing

passion vs Profit...CONTROVERSIAL...

One of the most controversial things I have ever said is that your ‘passion’ doesn’t always equal profit. At least not directly. And this was echoed by the wonderful Carrie Wilkerson at Youpreneur 2018 and prompted me to share this nugget again.

What Is Passion...

When I talk about passion in this context, I’m talking about the hobbies you have. The granular activities that you love to do. The social responsibility endeavour that lights you up and fills your soul. As wonderful as these things are, sometimes a hobby needs to stay a hobby. And sometimes social responsibility needs to stay a humanitarian project. When you’re running a business you have to be serious about making money just as much as much as you are about making impact and having fun.

Exceptions Do Exist...

I’m not saying that you can’t turn passion into profit full stop. There are plenty of people who have turned their passion into a business. Just look at Andy my Evertrekking other half who created a business helping other people fulfil their adventure travel dreams. But it’s not always possible and it’s certainly not always possible to fit ‘every’ passion into your business model.

In fact, I'm going to go as far as to say a lot of people love their craft, but they don't like running a business. But what you really need to get passionate about to run a profitable business - is making money. You have to get passionate about making money and becoming a great marketer. Because if you don't, you really are just running a hobby or a passion project.

This doesn't mean you have to become a cut throat business person. Of course, if we're all honest, the core reason we started a business usually isn't about the money (myself included). But it soon starts to become about the money when you realise the time, effort and energy that goes into serving others. And when people don't want to pay for that service we can become pretty resentful over time. We're all here to make impact, serve others and perhaps even leave a legacy... but we can do that without running a business. We can volunteer our time for free to make that difference. 

Let's get honest here, after reading that last line, does that make you want to leave your business, go rogue and get a job? Hell NO! Because deep down you know you were here to run a profitable BUSINESS! There is NO shame in that. We can still give up our time, and in fact, the more profitable our businesses become, the more time you can release to go and do that charity work, spend time on your hobbies etc.

But you gotta feed you and your family first!

What you can do is intertwine some elements of your life into your brand and bring your big why and charity endeavours into your visibility and message.

We all know James Wedmore loves the sea and surfs because he uses his message around having a business so you can lead the life you want. He's featured surfing in his videos and his message about business by design really works well with this.

Andy helps corporates raise money for charity by be the fundraising platform and gives back to Nepal to help them rebuild their country and drive their economy. But he's still making plenty of money. He's also an avid scuba diver, film buff, socialite, gamer, surfer, family man etc etc - some of this stuff get's drip fed into his content when it's relevant to do so and he can link back or fancies letting his audience know more about him. But he's not losing sleep over the fact his business doesn't encompass all his multi-passions.

We are ALL multi-Passionate

But your business should first and foremost be about helping an individual solve a problem and achieve an outcome that they want, AND charging for it. That has to come first. Otherwise you don’t have a viable business and you can’t earn the monies.

People don't pay you to do the things that you love to do. They pay you to help them...

If your passion can help someone achieve a goal and solve their problems – go for it… otherwise it’s time to reassess your business. 


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High-End Client (2)
Sep 06

High-Ticket Selling – There are Two Types of People, which one are you?

By Jennifer Hall | Business Mindset , Client Attraction , Pricing , Uncategorized

There are some people that get excited by charging high ticket and there are some that get scared...

Which one are you?

***And if you get excited, is it for the right reasons?

i.e. high cash injections into your business, finally being able to focus on your clients high-transformation, attracting high-paying committed clients, being able to finally spend time growing your tribe without the worry of when you'll next get paid to cover your costs.

***Or are you one of those 'out of integrity' type of people who try and get away with overcharging?

Because that is the exact reason people get so worried and scared about charging high-ticket prices.

Worried?

I'm going to call out the two HUGE things that worried me when I first started out, and all the things that my clients have said to me the past...

'What if people don't find what i'm offering valuable enough or worth that amount and ask for their money back?'

'And even if they pay, why would someone pay someone like me that amount?'

Truthbomb!

Let me give it to you straight...

  • People who pay more get better results. The higher price doesn't just benefit you. It benefits your clients on a MUCH larger scale. They are more committed, more determined, more ambitious and more action taking.
  • If you're able to sell at a high-level, yes they have expectations, but these high-paying clients aren't stupid. They will have complete trust and faith in you. So unless you're genuinely trying to shaft someone and you're lying to them, they wouldn't be paying you those large sums unless they had complete confidence in you.
  • And on the 'why me?' note, why not you? What makes you less worthy than the next person. You wouldn't be on this journey unless you knew deep down you had something incredible to offer people.
  • High-end clients aren't 'better' than you. They just have a problem that they need solving, and here's the real Truthbomb...They WANT to pay what's necessary for it. If the problem is that bad, or the ambition, that strong, they don't want to half arse it. They want it sorted. They don't want to be chucking money down the drain.

The Answer...

In my brand new 121/mastermind hybrid programme not only do I show you how to gain the trust and confidence of your ideal clients to sell high-ticket with ease, but I also help you to build the trust and confidence in yourself as a high-transformation coach/consultant/expert.

I won't have you looking at yourself in that worthless way. You are incredibly valuable, you're just ignoring what's there and letting the mind gremlins take a hold.  

Stand up, take your place, own your worth, and start changing lives... you know, like you set out to do!  

***Click here to find out more details on the...  http://bit.ly/HighEndClientAttractionAccelerator

Work with Jen...

If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

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high-ticket or overpriced (1)
Aug 23

High Ticket or Over Priced – Charge Your Worth

By Jennifer Hall | Client Attraction , Pricing

The Scary Concept...

The phrase High-Ticket puts a lot of people off. It's quite a stirring word full of connotations...

'Glitz, glamour, overpaid lifestyle coaches... & being ripped off!'

Hey, I'm just saying what's in a lot peoples heads!

The thing is, selling high ticket really doesn't have to go into that zone at all. High-ticket is about high transformation! Done right, you can truly change someone's life.

Truthbomb...

People who pay high ticket have a huge commitment to gaining the results. This means it's a win-win for you with a high cash injection into your business plus an amazing action taking client.

For the client it get's even better. An ethical coach who has the same commitment to the client and their results will ensure they get incredible value, results and transformation.

Nobody need get ripped off!

It's about charging for the result and understanding that (as Jessica Lorimer would say) the higher the price tag the more serious the buyer. 

High-ticket is about quality, results and transformation. Not glitz, glamour and overpriced fluff.

You Too Can Know AND Be Paid Your Worth...

I believe in being paid your worth, doing what you love, creating transformational experiences and delivering incredible results. But so many people don't know how to even go about attracting and converting clients at that level.

Which is why I've scheduled an incredible webinar training on the 3 Secrets to Attracting and Converting High-Paying Clients (even if you are struggling to convert low-paying clients). Sign up here - www.jen-hall.com/webinarsignup

If you're ready to go High-Ticket and change some lives then Download my guide to creating high-ticket programmes that sell with ease > https://jen-hall.com/high-ticket-coaching-with-ease/

Work with Jen...

If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

Sign up to my FREE Expert Unrivalled Membership and...

Gain full access to all my video training and informative articles on client attraction & conversion, business mindset miracles and business alignment specially designed for Coaches, Consultants & Experts so you can become the most desired option in your niche.

know your boundaries
Aug 09

Giving Out Free Advice? Then Know Your Boundaries

By Jennifer Hall | Business Mindset , Pricing , Productivity

'Are You Taking The P*ss!' - They Will If You Let Them...It's all About Boundaries... 

A fair few of my clients have become friends and a few of my friends have become clients AND many people in my network who were neither, but, could use my services have also become incredible friends.

And this is where it can get dangerous for your business if you don't have boundaries. Because if you're not careful you'll become a friend with business benefits.

How many of us have had our brains picked over coffee?

We've all experienced this and it doesn't feel great and we can sometimes feel like that person has taken advantage.

But here's the #truthbomb...

...It's got nothing to do with them...but It has everything to do with you!

you don't set boundaries with yourself and you don't arm yourself with ways to respond to requests for free help then you will almost certainly have your services stolen from you.

...It's your responsibility to prepare yourself for these requests and situations.

Now the other side of the coin is - you may WANT to give away some stuff for free because you adore them...

BUT I want you to ask yourself this...

...is that fair to your paying clients? And is that person going to truly value what you are offering them?

I say feel free to give pointers but know where the line is and be prepared to 'handle' the situation.

Here are a couple of ways you could handle the situation...

  • Random prospect brain picking request - 'I'd be happy to chat through whether I'm the best person to help you with this, and I charge X to help my clients achieve 'X result' let me know if you'd like to chat and I'll send you a call link.
  • Someone you know on friendly terms asking for your help - 'I'm really excited that you're looking to move in that direction, I think that it's a great idea! I'd love to brainstorm some ideas with you, moving forward in terms of implementation I'd be happy to chat through formally working together if that's something you'd like to explore.'
  • OR if it's a more direct ask - 'Totally happy to chat through some ideas with you (if indeed you are -if not omit this part) but in terms of helping you implement for free, it just wouldn't be fair to my paying clients.'

So the lesson is...

Know your boundaries, stick to them and enforce. If they're professionals themselves they'll respect them and you. AND - you'll be helping them own and respect their own boundaries and value in the process. Because the truth is... if they truly value it, they'll pay for it.
There's a big difference between offering friendly support and actually taking someone through a process.

You May Also Be Interested In...

If you enjoyed this article then you may also be interested in the following article, 'The 7 Deadly Sins of a Bad Coach'

Click Here To Read Now

Work with Jen...

If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

Sign up to my FREE Expert Unrivalled Membership and...

Gain full access to all my video training and informative articles on client attraction & conversion, business mindset miracles and business alignment specially designed for Coaches, Consultants & Experts so you can become the most desired option in your niche.

why people buy
Jun 21

Why People Buy & Find The Money For What They Want

By Jennifer Hall | Client Attraction , Pricing

I Was Recently Reminded of an Old Analogy I Used to Use to Explain Why People Will Always Find Money When They Don't Have it and it Goes Like This...

If I offered you a house in Chelsea, London for £60,000 or San Francisco, USA for $80,000 if you paid the full amount up front in cash, even if you didn't have the money (and lets be real here, the average person doesn't have that kind of money to hand) you'd be doing EVERYTHING you could to find the money from somewhere.

  • You'd get a loan...
  • You'd crowdfund...
  • You'd get a cash advance on credit cards...
  • You'd convince your friends and family to pitch in...
  • You'd do whatever you could to find the money...

Why Find The Money?

Because you know the return on investment that you'd get for buying a house in one of the most expensive places to live in the world.

Think of what you'd make back, the investment would be a no-brainer.

But the money being asked for isn't small fry either, and still, you'd be doing everything in your power to raise the funds. Now I'm saying 'you', because I'm assuming you're a true entrepreneur and true entrepreneurs wouldn't let this opportunity pass you by.

However, there may be some people or perhaps even you, who says 'Meh, not for me thanks'. You may not be motivated by money and the thought sounds nice but it's not your dream to be financially free. 

The Do's, Dont's and Musts Of Selling a Service

When we think about selling our services, we also need to be thinking with this mindset...

  • We DON'T have to sell cheap to get someone to invest.
  • We DO have to show our prospects the return on investment.
  • We MUST know exactly WHO we're talking to in order to ensure we speak to the right people and we know what motivates them.

The return on Investment doesn't have to be money

This example is an obvious analogy of a great return on investment, but the ROI doesn't always have to be money and in fact in a lot of cases it's not.

Think about why people buy a new car for instance. As soon as they drive it off the forecourt it's immediately lost monetary value which flies in the face of supposed logic.

Or indeed why people buy a house that isn't for investment purposes i.e. they are not planning on selling it and actually just want to live in their dream house.

The return on investment takes a slightly different form in these circumstances, in the form of fulfilment. 

That feeling of having reached a certain pinnacle in their life.

It's also playing on our desire for newness. 

We love buying the latest tech toy, the new iphone, the new release etc. Novelty can be a huge motivator in the reasons why people buy.

It may be the case that there is some form of aspirational connection...

 ...which may have taken the form as keeping up with the Jones's, which also taps into our need to buy what's popular. Or indeed they want to upgrade their lifestyle to be 'like' that person they admire.

And then of course, theirs our need to please others. 

We're not as self absorbed as this blog post may insinuate. Brendan Burchard, the High Performance Coach & Persuasion King, coined the phrase 'Extended Benefits' as one of the reasons people are persuaded to buy something. Extended benefits are the benefits that extend beyond ourselves into adding value to our loved ones, our community and the world as a whole. Perhaps buying that bigger house will be better for the kids. Are the schools better in that area? Will it mean they all have their own rooms? Maybe buying that house will mean that you can now care for your elderly aunt or perhaps the area you're moving to has been crying out for someone with your skills and experience.

Let's not forget one of the biggest reasons people buy - usefulness.

Usefulness is highly underrated and sometimes we can actually go in the opposite direction and promote only the benefits and not the features. The features of what you are offering are equally important because it gives people logic to help justify their emotional buying decision.

Going back to the last bullet point above... who are you talking to and what motivates them?

Are you talking to the property developer or savvy investor? Or are you talking to the family man/women who wants an amazing home for their family? Their motivations will be very different as to why these people buy.

The ultimate reasons why people buy...

People buy emotionally first and then they justify that decision to 'want' to buy with logic. I mentioned above some of the main motivators to why people buy and the main forms ROI can take...

  • Usefulness
  • Fulfilment
  • Extended benefits (As coined by Brendan Burchard)
  • Aspirational connection
  • Newness
  • Popularity

But there's an even bigger driver at play that encompasses all of these things - IDENTITY!

Identity plays a huge role in motivating our buying behaviour and really links into that initial emotional buying urge. Think about it... why do you buy and wear the type and style of clothes you do? What do they say about your identity?

Why would you buy a Ford over a BMW? I don't want to get into a debate over stereotypes here but you can see where I'm going with this. 

We are all moving toward and buying things that contribute toward the identity and reputation for being a certain type of person OR the identity that we want to adopt.

Let's bring it back to a service based business now and talk about aspirational identity in context with that.

Let's take the case of the prospect who wants to lose weight, their motivators may be because they want to feel good about themselves (fulfilment). They want to be able to keep up and play with their kids (extended benefits). They admire people like Joe Wicks and perhaps their super healthy friend (aspirational connection). And/or maybe they've seen their peers join a weightloss programme / gym / health kick and they want to be a part of it (popularity).

The identity that perhaps they ultimately want to adopt is... 'healthy, slim and sexy'. They want to be the one who has the willpower to opt out of dessert and choose the apple instead. Perhaps they want to look sexy and slim so when they attend social occasions they look amazing like their other stunning friends. maybe they want to be the yummy healthy mummy who gets stuck in with high intensity activities with their kids and feels comfortable going to the gym with the other parents of the school their kids attend.

This is why getting absolutely clear on your ONE ideal client is so important, because if you don't know this information you'll never be able to dig deep and market to them effectively. 

To write copy or create content that 'speaks' to your ideal client, you have to know them intimately.

The Answer

So if you think you're speaking to the right people, but you're not getting bites, you have to ask yourself this question...

Have I demonstrated the return on investment?
If you've demonstrated the ROI then the next question is, have I demonstrated the right ROI, i.e. do you truly know what motivates your prospects, what they truly desire and what identity they are trying to uphold or achieve?

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why I don't discount my services
Jun 13

Why I Don’t Discount Services

By Jennifer Hall | Business Mindset , Pricing

Discounting services is a road to ruin, here's why...

Here's why I never discount services and why you should think about sticking with the same boundaries around how much you charge.

Work with Jen...

If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills and charge your worth, then just book a complimentary clarity call with Jen Hall here bit.ly/ClarityCallJenHall

Sign up to my FREE Expert Unrivalled Membership and...

Gain full access to all my video training and informative articles on client attraction & conversion, business mindset miracles and business alignment specially designed for Coaches, Consultants & Experts so you can become the most desired option in your niche.

Other training you may find useful...

How charging more and doing less benefits your business & your clients
Jun 13

Charge More & Do Less – It will Benefit Your Business & Your Clients

By Jennifer Hall | Business Mindset , Pricing

The somewhat surprising benefit to your clients by charging them more...

If you're in the infant stages of your business i.e. you're not making more than £5k a month, and you're finding yourself running around like a headless chicken trying to put bums on seats and selling at relatively low prices then it's time to charge more and do less otherwise your business will suffer.

In this video training, I'll show you how charging your clients more and doing less on delivery will actually benefit your clients and your business overall... in fact, I'd say it was essential to your business growth.

Charge More - Summary and final thoughts... 

  • When you charge more to fewer clients not only means you can get your time back to spend on more strategic planning and execution to grow and scale your business, it also releases time so you can spend it on things that you love doing and with the people you love.
  • Not only that, it means you can deliver an amazing service because with fewer clients you can invest more energy and time to them. Meaning a bigger more valuable transformation.
  • Charging more shouldn't feel icky, it means you'll feel better about giving more and over delivering to the clients you take on, instead of delivering a sub par service because you feel resentful of the energy given to many lower paying clients.
  • I believe in paying for the value and lower ticket services should be proportionate in support level and energy given to higher paying clients. Are you giving too much and charging to little?
  • Charging more means you can take guilt free time away to spend on things that are as equally important to your business and life, other than delivery. 
  • If you're constantly 'doing', and not spending time to grow, you're not in a business, you've inadvertently created another 9-5 job for yourself. But this time, with a heck of a lot more stress, which surely was a contributing factor to the reasons you left your job in the first place?

Work with Jen...

If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills and charge your worth, then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

Sign up to my FREE Expert Unrivalled Membership and...

Gain full access to all my video training and informative articles on client attraction & conversion, business mindset miracles and business alignment specially designed for Coaches, Consultants & Experts so you can become the most desired option in your niche.

Other training you may find useful...

Learn how to price your services
Jun 06

Price Your Services & Charge Your Worth

By Jennifer Hall | Business Mindset , Pricing

Price your services and charge your worth... 

(The script from the video training on how to price your services and charge your worth)

One of the biggest questions that I get asked is how do I price my services?

Firstly,I have to say to you, it doesn't matter what I think you should charge or indeed what anyone else thinks you should charge.

It only matters what you think.

Because pricing is all in your head. It's a mindset game.
The biggest driving force behind your pricing is how much we believe that we're worth.

Write up continues below... (keep scrolling)

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Understand what you bring to the table...

''Because your net worth will never be more than your self worth.''

So understanding what you bring to the table is vitally important.

Ask yourself... What's awesome about me? and genuinely answer it!

Part of pricing is owning your worth, owning your awesomeness, and knowing the value in which you bring to the table.

Which is why understanding your micro-niche, your specialism, your expertise, the result and return on investment that your client gets is really important to take into account when you're pricing your services.

It doesn't matter what I think, because if you think that you're charging too much, you'll hold back from selling your services.

You're going to be unconfident in how you come across, and in how you put those prices across when you tell people how much it is.

It's going to show in your energy.
It's going to show in the way you say it.

And if you charge too little, what you'll find is that actually you will start feeling resentful towards your clients.

You will start feeling like you might feel compelled to start cutting corners.

That where you may have once wanted to over deliver, you now do the bare minimum, because they've only paid a certain amount, and therefore you're not doing any more than you 'have to'.

Think about that from a customer perspective.

How that actually feels to be on the receiving end of somebody who is constantly pulling back and holding back on information and support because they feel cheated.

Isn't it far better to pay a higher amount and actually receive an excellent service, and that over delivers?

As a customer experience, that feels so much nicer.

And if you think about the lifetime value of your clients, keeping them happy and coming back for more is essential to a profitable business.

Getting clients is expensive! The amount you pay for a lead, whether that's in time and effort, or for a paid ad, or for however else it is that you get your clients it's costly and time consuming!

There's a lot of effort, time and energy, that goes into getting that client.

And so what we don't want to be doing is getting clients coming through the door and then pissing them off and them never buying from you again.

So realise that by undercharging, you're actually doing your clients a disservice.

The amount you charge for your services, has to feel good.

It has to feel worth it.

And I'm gonna take you through a process in a second, that's going to show you how you calculate your prices, in perhaps a sightly unorthodox way but one that has worked for me and many of my clients.

No more charging time for money...

If you are currently charging for time, that needs to stop.

Yes it needs to be taken into account, but it's not the main
factor that you charge for.

People don't pay for your time and actually your time is the most precious thing you own.

It's not about paying for the time. It's about paying for the results.

And it's however long it takes to get that result, is how long it takes; no more, no less. (unless of course you're selling purely a support/retainer package, but even then your result is that you're providing an insurance policy if they struggle, they're not purely paying for your time, even though I'm sure you're fun to be around.)

Don't feel that you have to pack a ton of extra time into something to make it feel worth more, because you don't have to do that.

It takes as long as it takes.

How long should a program be?

As long as it takes to get the result that you're promising.

So we wanna shift it over from time to results.

I'm gonna get the trusty white board out here, so I can show you what
we need to be doing.

So the first thing we need to be taking into account is...

What result are you getting for your client?

What result am I getting my clients?

It needs to be a solid result.

And in order to make it solid, you need to be asking yourself

'How will my client know when they've received the result?'

Now you need to be thinking about the return on investment of that result.

So what do I mean by return on investment?

I mean, what impact does it have on their business, their life, that that result gives them?

And think about the wider impact.

Think about their health, their mental health, their finances, their relationships with their family, with their friends, whoever that might be.

It's really important to take into account all of that, the result and the impact.

How much is that worth to your client?

How much is that worth to the right person?

Because the other thing to consider here is that to somebody who doesn't want that result or the return on investment, to them it's not worth much at all.

But think about the ideal client. The ideal client that wants those things.
How much is that worth to them?

That's how we start thinking about the kind of price we want to be charging for.

Now we need to start thinking about, what I like to call, this is where time can come into this, is the energy expended.

So you've got results and the ROI, now we wanna be starting to think about the energy expended.

Now the energy expended is to do with the time that you spend with your clients on calls, the support time that you are offering in between sessions.

If you are offering support time, how much access do they get?

What are the boundaries around that access?
When can they get a hold of you?
What's your response time?
How urgently can they get a hold of you?
How much access is there?

Think, take that into account as well.

Then you also wanna be thinking about perhaps any prep time.

It'll be different from business to business, but is there prep time
involved for each client?

Take that into account as well.

We also need to think about the level of support.

How much of you are you giving?

How much energy are you putting into this client?

We need to think about, and visualise, that process.
From the moment that they say 'yeah, this is what I want', and they've signed the contracts, and whatever else and you're about to go ahead - visualise that process of taking them through your process of the access that they get, the support to go through those calls, the results that they're getting along the way, the process - all of that.

The system that you go through.
Really visualize it.

Physically close your eyes.

Close your eyes and really take yourselfthrough the paces of
what that client will be being taken through and the level of support and energy expended on your part, on what that includes, okay?

So we're looking at the result, the return investment, we're
looking at the energy expended.

Now there's one more thing that we also need to
take into account here...

Let's just call it awesomeness!
So we need to take that into account.

Now awesomeness, what do I mean by this?

I'm talking about your experience in the area that you're helping
them to achieve the result.

So how awesome are you?

If you have qualifications, that's part of your awesomeness.

You've spent time and money investing in training that has helped you to increase your awesomeness.

Think about the experiences that you've been through, the hell and back, which has created how awesome you are right now.

We need to take into account all of that back story as well, to really own our worth.

To really start to realize what we bring to the table.

Writing down all of your qualities and attributes that help them achieve that result.

Writing down all of the experience, qualifications, training
that you've been through that helps them achieve that result.

We have to take into account all of those things...
And that equals your price.

So what I want you to do is I want you to actually think about a price right now.
And I want you to write it down.

Then I want you to question it.

I want you to really think about everything we've just gone through, and visualizing that whole process (after you've done the prep work.)

You've got to have done the prep work first on understanding everything we've just been talking about, as well.

You need to write down the prep for the result you're giving them, the return on investment, the energy expended - really go through that
strategic thinking.

What are you giving somebody?

Once you have your figure written down, close your eyes and ask yourself-

'How good does that make me feel?'

Would I feel ripped off if I was to get that amount?

Or would that amount make me feel comfortable?

And this is where it
gets a bit shady right, because when we start
charging more for our services it's always gonna have that moment of 'eeeek'.

The amount of people I've run
pricing talks in the past, and the following month I
had the same people come back and they were like, 'I did it'.

But the feelings that they went through when they did it...

(This one person did it through an email.)

And so she said 'I wrote down the price in the email'

And she was like... 'and then I edited it
deleted it and rewrote it again.'
And finally she pressed send.

And it was that moment of 'holy cheeseballs, I just asked for more than I've ever asked for!'

And apparently this person took two days to come back to them, and when they did they were like yeah, sure, no worries, let's go ahead.

And she was over the moon.

She was over the moon, but it was still scary.

So it's not going to feel totally 100% comfortable.

And you do have to build your courage up ever so slightly.

And I'm very careful when I say this, because a lot of people out there will say that raising your prices means that you have to take a bravery pill.

And I'm not too comfortable
with that analogy because it assumes that you are charging beyond your worth. And you're not doing that.

What I want you to do is really feel into it.

Really own your worth.

And truly charging for that.

But it will still feel like you do... okay let's compromise here, you're gonna take half a bravery pill, right?

You're gonna have to have that uncomfortableness of doing something new that you haven't done before.

It's the uncomfortableness of never having asked for this amount before.

The anticipation of how will it be received?
It will feel uncomfortable.

But as long as you know, with every fibre of your being, that you are worth that amount.

There is no haggling, there is no discounting, it is what it is.

And if they truly, truly can't afford it, which by the way, is very rare.

When people say they can't afford something it generally means that
you haven't demonstrated the transformation and value enough or they're not your ideal client.

But if they truly, truly can't afford it, then you can go back and say okay, so what's your budget?

And what else can I do for you instead that will help you progress from where you are right now?
You're not offering the same package, because that's worth what it's worth.

But you can maybe do something slightly different for them that's within the means that they can afford.

So, think about all of that.

Think about the visualization.

Think about what they're receiving.

Think about your energy expended.

Your worth.

And write that number down.

And then just test yourself, just increase it slightly and see how that makes you feel.

Keep increasing it and just see how it feels inside of your body.

And you'll get to a point where you're like, 'that's the number'.
That's as far as it's at for it to feel good.

And it doesn't matter what that number is.
It doesn't matter what anyone else thinks.
You have to feel good about it.

But do know this, if you price cheaply, you will be associated with that price.

And just to tell you a little bit of a story...

I helped my other half start up his business and I occasionally wade in with a bit of business coaching.

And getting him to raise his prices has been an ongoing battle for a while.

He finally raised them, and by a significant amount, and he actually found that as soon as he did it he got more bookings.

And the reason is, is because his prospects were looking at the competitors in the market and wondering why he was so cheap.

He was going along the lines of 'oh because we're cheaper, therefore, we'll scoop up the rest of the people.'

But actually people are skeptical.

They're like, 'well hang on a minute, why are you so much cheaper
than everybody else around?'
'What am I not getting?'

That means that the cheap price makes people uneasy.

So whilst, and this is very important, whilst I say don't compare yourself to other people's pricing points, what I'm saying is, is don't use their pricing point as a marker for yours.

It depends on the type of business that you're in.

For instance, airlines, okay.

There are comapnies like RyanAir,

And, I think it's Southwest airlines, I think, forgive me if I'm wrong, in the US, who are very, very successful and they both position themselves as the low fare airline.

And everything they do is stripped back to the bare minimum so that they can supply a low fare, but that's because their customers, don't care about the fancy meals.

They don't care about the business class stuff.
They care about getting to A to B, as cheaply and as quickly as possible.
That's what they care about.
They don't want to have to pay through the nose because they don't care about all that other stuff.

They just care about getting to where they need to go for as little money as possible, right?

So that works for that kind of business.

But ask yourself, does that work for your type of business?

Is that for you?

Andy's clients, they didn't want to do it on the cheap.
His ideal client is not a backpacker.

By the way, he's an adventure travel company helping people
up to Everest base camp.

But it's a scary thing going to Everest base camp.

It's nerve racking.
They've got a lot of questions.

There is danger involved with it, if you don't do it properly.

So for them, it's not about just doing it as cheaply as possible,
it's about peace of mind.

It's about making sure that they're looked after.


That they're with a trusted company that makes sure that their travel arrangements are sorted, that they have somewhere to sleep. That they're fed. That they're not going to die up there, right?

They associate the cost with being looked after. So cheap doesn't work.

And so you need to discuss with yourself how you want to position yourself. That does have to come into it.

Don't be looking at other people and what their price is of, because you don't know their mindset.

They could be the most... and this is the thing... you could look at them and go 'wow, they're awesome and they're only charging that amount.'
Well, that's up to them.

You know, you might see their awesomeness, but do they?
Are they owning it?
Are they charging their worth?

And pricing, you know, from the outside there is a perception.

People are skeptical.
People are savvy, people do question why things cost the way they do.

So have a good thing about that and take all of that into account when you're thinking about pricing your services.

I hope that helps.''

Work with Jen...

If you'd like to discuss how you can build your tribe full of the right people through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills, then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

Other training you may find useful...

Click here to watch the training on 'How to Attract High Paying Clients'

DOES AUDIENCE SIZE MATTER_
May 23

Does Audience Size Really Matter? – The most honest answer you’ll ever hear

By Jennifer Hall | Client Attraction , Pricing

You're probably expecting me to say that it doesn't but the fact of the matter it does unless you're willing to go high ticket, which by the way...

You definitely should!

  • Small audience = less people to sell to
  • Large audience = more people to sell to
  • Truthbomb - It takes the same energy to sell something at $200 as it does $2000 or $20000

    So if you have a small audience that's made up of quality ideal prospects that would 'pay anything' for what you have to offer (which is your aim by the way - people need to truly desire what you have to offer, it's got to be a 'must have' or you'll always be convincing people of the value) then selling high-ticket, high-end amazing programmes makes good business sense.

    Why? - Because you can make more money from fewer people.

    • Selling low ticket items to a small audience = a lot of energy expended for very little money.
    • A larger audience means you can sell more (as long as they are full of quality leads of course)

    However, higher ticket means more effort on the delivery end, so there are only going to be so many people you can physically help in this way before you reach capacity, which is where delivering lower ticket items which typically take on the form of '1 to many' delivery or self-study can become beneficial to open up income streams that are still worth the effort and allow you to maximise your time.

    But you've got to take it one step at a time. Growing a high-quality audience takes time, which is why creating high-ticket offers in the first instance is the smartest way to go.

    A BIG WARNING

    • You train your audience to buy at a certain price point, so people will associate you with the price point you shout most about. 
    • Discount a lot - people will associate you with that discounted price and will be less likely to buy from you at a higher price point.
    • Sell high-ticket and promise a big transformation the most - people will tend to want that the most even though it's more expensive. Spend your time telling/showing people that they get big results when they invest at that price point, that's what they'd prefer to be investing in.
    • Sell low-ticket and promise the world at that price point - they'll wonder why they should be spending more with you if this is the level they can get.
    • If you want to sell at both a high-end and a low-end price point, make sure you communicate clearly the difference between what the products offer so that there's a clear value ladder and they know there's more to be had.

    So size does matter depending on the price point you want to sell at. It will matter big time to your bank balance. So get smart on your offerings, own your expertise and be clear on what people can expect from your products at which price point.

    Truthbomb Time

    If you can't communicate the transformation and value (why your programme is a 'must have') then you'll struggle to sell anything at ANY price point, high or low.

    Understanding your ideal client, what problem they truly want solving and the desired outcome they'd pay anything to get is critical to becoming a desirable person to work with and become well known for being worth knowing, which is where your audience size will inevitably get larger automatically giving you more options for your business.

    You get money from people, so of course audience size does matter but what matters more is the quality of those prospects (ideal client material) and what price point you choose to sell at.

    Punchline: -  Small audience size does not equal less money if you're smart.

    Sign up to my FREE Expert Unrivalled Membership and...

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    Work with Jen...

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    charge high-end prices
    May 03

    Why Just Deciding to Charge High-End Prices Doesn’t Work

    By Jennifer Hall | Business Mindset , Pricing , Uncategorized

    The positioning faux pas...

    So you've decided to charge high-end prices, this why that might not work out for...

    You may have seen a video doing the rounds over the last few years to explain positioning, where someone takes a pen & places it in a pot with 15 others exactly like it with 99p attached to it (positioning a low-end offering) then taking that same pen & placing it into a smart looking box & placing it into a glass display case (positioning a high-end offering).

    Whilst I specialize in helping business owners to position themselves as the BEST option in the market & that, in turn, enables them to charge more for their services, that doesn’t just come from a decision to raise their prices.

    The problem with the pen example is that we are taking the SAME pen & charging more for it. And for most of us who work with integrity, this just doesn’t feel good!

    BUT what we’re failing to realise is, is that we’re viewing ourselves as a crappy pen when we’re not! We ARE a high-end offering but we’re choosing to place ourselves in the 99p pot. In order to successfully charge higher prices, we have to OWN our value & that comes from SEEING our own value.

    But How?

    A great way to shift your mindset on this is to look at the evidence of what you bring to the table. But our value can’t help EVERYONE which means that it is not actually valued at all by the wrong people. Which is why focusing your attention on the right people who would take the most value from your offering is the ONLY way you’ll be able to truly see the value of what you have to offer.

    Pet services to someone without a pet is useless! But a Dog Behaviourist who specialises in destructive habits to a dog owner who has a dog who is chewing up the furniture would be truly valuable and results in you not only being able to see and own your value but enables you to communicate it in a way that enables the right person to see how you can help them and feel happy to pay your chosen price point.

    Work with Jen...

    If you'd like to discuss how you can turn your purpose into profit through finding clarity on your coaching niche and on who you serve so you can monetise your unique skills then just book a call with Jen Hall here bit.ly/ClarityCallJenHall

    Sign up to my FREE Expert Unrivalled Membership and...

    Gain full access to all my video training and informative articles on client attraction & conversion, business mindset miracles and business alignment specially designed for Coaches, Consultants & Experts so you can become the most desired option in your niche.