by Catherine Franz
Some people have little difficulty attracting and Higher paying clients are easier to work with, appreciate Whenever I am asked by a independent profession how to get a 1. Equal stature. People usually take the time to listen 2. Thoroughly know their challenges and what solutions your 3. Be friendly with all those that surround them. 4. The higher the ladder you go, the more likely they will 5. The higher you go, the more they expect in great service 6. ALWAYS keep your promises before an after the sale and 7. Don't brown nose. They smell it a mile away. They will 8. They don't have the word "mistake" in their vocabulary. 9. Their first response to your proposal will always be
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.
your work more, pay quicker and are more profitable.
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.
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.
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.
Administrative secretary, receptionist, any of their
gatekeepers. Yes, they will report about you on your
behavior.
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.
and additional services outside the scope of what you
provide everyone else.
they will keep the relationship. Break it once, yes,
usually just once and you're history.
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.
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.
"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 specialities
the less chance they can "create it inhouse." This is
because higher paying clients tend to gravitate to
specialists.
10. The higher the clientele, the better their leveraging 11. "No" is a test. Don't take anything for granted. 12. Find clients to whom your work is not only valuable, 13. Know your worth and stand by it. 14. Remove the "underearner" mindset behind. 15. Make it easy for them to work with you. Remove any 16. Decide in advance what you're going todo if they don't 17. Presentation level needs to be on their level or 18. Rely more on referrals for this market. 19. Be confident and know you can attract them. Feel and About the Author
About the Author: Catherine Franz is a 30-year marketing
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.
Flexibility and diversity are important in riding out the
storm.
but essential to their goals.
hoops or extra steps that take up their time.
accept your higher fee.
perceived to be there.
allow the possibility without question -- 100%. Remove any
doubt.
industry veteran, Internet Marketing InfoGuru, a Certified
Business Coach, CertifiedTeleclass Leader and Trainer,
speaker, author, and Master Attraction Practitioner. For
marketing tips and eNewsletters visit:
http://www.AbundanceCenter.com,
mailto:catherine@abundancecenter.com or 703-671-5677.