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19 Ways To Attract Higher Paying Clients

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  • Catherine
    Please accept the following article submission: Article Title: 19 Ways To Attract Higher Paying Clients Author Name: Catherine Franz Contact Email Address:
    Message 1 of 2 , May 2, 2004
    • 0 Attachment
      Please accept the following article submission:

      Article Title: 19 Ways To Attract Higher Paying Clients
      Author Name: Catherine Franz
      Contact Email Address: catherine@...
      Word Count: 792
      Category: Marketing
      Copyright Date: 5/2/04
      Internet Address (If Available):
      Autoresponder Address (If Available):

      Complete Article with Resource Box at end:

      19 Ways to Attract Higher Paying Clients
      by Catherine Franz

      Some people have little difficulty attracting and
      maintaining clients who have higher discretionary funds to
      spend for solutions. Others can't get to first base. If you
      are one of those and want clients that can pay more and you
      currently aren't attracting them, here is a list of 10
      barriers that might be interfering.

      Higher paying clients are easier to work with, appreciate
      your work more, pay quicker and are more profitable.

      Whenever I am asked by a independent profession how to get a
      client to pay more money, the first answer tends to be "you
      can't." It is very difficult to raise your rates with your
      existing clients. You generally need to find new, higher-
      paying clients.

      1. Equal stature. People usually take the time to listen
      to people who are just as important as they are. Are you on
      their listening level? Dress the way they do, even if you
      deal with them only over the phone. Speak in their
      language. Show the same type of authority and posture.
      Avoid jargon and words they aren't familiar with, yet use
      ones that they are. Talk across or equal not down or up.
      Take control of the relationship. This may seem to
      aggressive, however, this is the way you raise yourself to
      their equal.

      2. Thoroughly know their challenges and what solutions your
      service/product provides.If you can't relate to their
      "world" then they will not let you in. They are proud of
      their "world" because they made it so.

      3. Be friendly with all those that surround them.
      Administrative secretary, receptionist, any of their
      gatekeepers. Yes, they will report about you on your
      behavior.

      4. The higher the ladder you go, the more likely they will
      be a visionary. This means they are more concerned about
      the future and will talk and think in those terms.
      Visionaries are not price sensitive so don't even place that
      on your radar screen with them. Know what their visions
      are, support those visions in any way you can. If you have
      a product or service that can make their business better,
      you will have a sale. Remember though, it's their
      perspective of "better" and not yours.

      5. The higher you go, the more they expect in great service
      and additional services outside the scope of what you
      provide everyone else.

      6. ALWAYS keep your promises before an after the sale and
      they will keep the relationship. Break it once, yes,
      usually just once and you're history.

      7. Don't brown nose. They smell it a mile away. They will
      either quickly turn you away or play you for entertainment
      and then toss you away. Once you get this label you can
      almost hang it up in their circle unless you fess up to your
      inappropriate behavior.

      8. They don't have the word "mistake" in their vocabulary.
      Everything to them is a "learning lesson" and is connected
      to a price tag. If you are even harboring some person
      beliefs of making mistakes, they will sense this as fear.
      And since fear has a special energy/vibration they have keen
      senses for it.

      9. Their first response to your proposal will always be
      "how can they do it in house themselves." Expect to be able
      to demonstrate the specialness and if you can particular
      show how it can be completed in-house, the more brownie
      points you earn. The higher your expertise or specialties
      the less chance they can "create it in house." This is
      because higher paying clients tend to gravitate to
      specialists.

      10. The higher the clientele, the better their leveraging
      skills are. If they can figure out how to leverage it
      better and cheaper, you will lose. This isn't always true,
      most times if they have too much on their plate already and
      don't want to spend their focus time away AND they like you,
      you can get the sale.

      11. "No" is a test. Don't take anything for granted.
      Flexibility and diversity are important in riding out the
      storm.

      12. Find clients to whom your work is not only valuable,
      but essential to their goals.

      13. Know your worth and stand by it.

      14. Remove the "under earner" mind set.

      15. Make it easy for them to work with you. Remove any
      hoops or extra steps that take up their time.

      16. Decide in advance what you're going to do if they don't
      accept your higher fee.

      17. Presentation level needs to be on their level or
      perceived to be there.

      18. Rely more on referrals for this market.

      19. Be confident and know you can attract them. Feel and
      allow the possibility without question -- 100%. Remove any
      doubt.

      (c) Copyright 2004, Catherine Franz. All rights reserved.

      Catherine Franz, is a certified life and business coach
      specializing in marketing and writing,Internet and
      infoproduct development. For other articles, and ezines:
      http://www.AbundanceCenter.com



      If needed ---- Publishing Guidelines

      Publishing Guidelines: Permission is granted to publish this
      article electronically in free-only publications, like a web
      site or ezine (print requires individual permission) as long
      as the resource box is included without any modifications).
      All links must be active. A courtesy copy is requested upon
      publication.
    • Catherine Franz Biz Coach www.Abundance
      Please accept the following article submission: Article Title: 19 Ways To Attract Higher Paying Clients Article URL: http://www.abundancecenter.
      Message 2 of 2 , Apr 3, 2005
      • 0 Attachment
        Please accept the following article submission:

        Article Title: 19 Ways To Attract Higher Paying Clients

        Article URL: http://www.abundancecenter
        com/articles/AttractHigherPayingClients.htm
        Author Name: Catherine Franz
        Contact Email Address: catherine@...
        Author Blog: http://abundance.blogs.com
        Word Count: 792

        Category: Marketing

        Keywords: Attraction, increasing business, marketing, sales

        Summary Description of Article: 19 tips on how to attract
        higher paying clients for service professionals.

        Internet Address: http://www.abundancecenter.com

        ***** ARTICLE **********

        19 Ways To Attract Higher Paying Clients

        Some people have little difficulty attracting and
        maintaining clients who have higher discretionary funds to
        spend for solutions. Others can't get to first base. If you
        are one of those and want clients that can pay more and you
        currently aren't attracting them, here is a list of 10
        barriers that might be interfering.

        Higher paying clients are easier to work with, appreciate
        your work more, pay quicker and are more profitable.

        Whenever I am asked by a independent profession how to get a
        client to pay more money, the first answer tends to be "you
        can't." It is very difficult to raise your rates with your
        existing clients. You generally need to find new, higher-
        paying clients.

        1. Equal stature. People usually take the time to listen
        to people who are just as important as they are. Are you on
        their listening level? Dress the way they do, even if you
        deal with them only over the phone. Speak in their
        language. Show the same type of authority and posture.
        Avoid jargon and words they aren't familiar with, yet use
        ones that they are. Talk across or equal not down or up.
        Take control of the relationship. This may seem to
        aggressive, however, this is the way you raise yourself to
        their equal.

        2. Thoroughly know their challenges and what solutions your
        service/product provides.If you can't relate to their
        "world" then they will not let you in. They are proud of
        their "world" because they made it so.

        3. Be friendly with all those that surround them.
        Administrative secretary, receptionist, any of their
        gatekeepers. Yes, they will report about you on your
        behavior.

        4. The higher the ladder you go, the more likely they will
        be a visionary. This means they are more concerned about
        the future and will talk and think in those terms.
        Visionaries are not price sensitive so don't even place that
        on your radar screen with them. Know what their visions
        are, support those visions in any way you can. If you have
        a product or service that can make their business better,
        you will have a sale. Remember though, it's their
        perspective of "better" and not yours.

        5. The higher you go, the more they expect in great service
        and additional services outside the scope of what you
        provide everyone else.

        6. ALWAYS keep your promises before an after the sale and
        they will keep the relationship. Break it once, yes,
        usually just once and you're history.

        7. Don't brown nose. They smell it a mile away. They will
        either quickly turn you away or play you for entertainment
        and then toss you away. Once you get this label you can
        almost hang it up in their circle unless you fess up to your
        inappropriate behavior.

        8. They don't have the word "mistake" in their vocabulary.
        Everything to them is a "learning lesson" and is connected
        to a price tag. If you are even harboring some person
        beliefs of making mistakes, they will sense this as fear.
        And since fear has a special energy/vibration they have keen
        senses for it.

        9. Their first response to your proposal will always be
        "how can they do it in house themselves." Expect to be able
        to demonstrate the specialness and if you can particular
        show how it can be completed in-house, the more brownie
        points you earn. The higher your expertise or specialties
        the less chance they can "create it in house." This is
        because higher paying clients tend to gravitate to
        specialists.

        10. The higher the clientele, the better their leveraging
        skills are. If they can figure out how to leverage it
        better and cheaper, you will lose. This isn't always true,
        most times if they have too much on their plate already and
        don't want to spend their focus time away AND they like you,
        you can get the sale.

        11. "No" is a test. Don't take anything for granted.
        Flexibility and diversity are important in riding out the
        storm.

        12. Find clients to whom your work is not only valuable,
        but essential to their goals.

        13. Know your worth and stand by it.

        14. Remove the "under earner" mind set.

        15. Make it easy for them to work with you. Remove any
        hoops or extra steps that take up their time.

        16. Decide in advance what you're going to do if they don't
        accept your higher fee.

        17. Presentation level needs to be on their level or
        perceived to be there.

        18. Rely more on referrals for this market.

        19. Be confident and know you can attract them. Feel and
        allow the possibility without question -- 100%. Remove any
        doubt.


        **** RESOURCE BOX MUST BE INCLUDED ***

        Millionaire Coach, Catherine Franz. Order her
        latest strategy, How To "Get 'Them' To Follow Your Yellow
        Brick Road". http://www.marketingstrategiestogo.com
        http://www.AbundanceCenter.com




        **** Publishing Guidelines ****

        Publishing Guidelines: Permission is granted to publish
        this
        article electronically in free-only publications, like
        a web
        site or ezine (print requires individual permission) as
        long
        as the resource box is included without any
        modifications).
        All links must be active. A courtesy copy is requested upon
        publication.
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