| ||
| ||
|
Marketing Information | |
| Domain Names | E Books | Email Marketing | Ezine Marketing | |||
| Internet Marketing | Marketing | PPC Advertising | SEO | |||
| Traffic Building | Web Design | Web Development | Web Hosting | |||
| ||||||
|
| ||||
|
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. Catherine Franz is a Marketing & Writing Coach, niches, product development, Internet marketing, nonfiction writing and training. Additional Articles: http://www.abundancecenter.com blog: http://abundance.blogs.com
MORE RESOURCES:
Marketing - Google News |
|
|
|
RELATED ARTICLES
Promotional Products As a promotions director for a lot of super markets, one of my key responsibilities was finding promotional products for the events we make. I worked with distributors to order, design and customize these items to promote the super markets image to the general public. 10 Start Up Marketing Tips This list has been compiled as a result of years of working with business owners who didn't quite lay the right groundwork when they started up, and ended up paying for it later. Sometimes, what seems like a means of saving money actually ends up costing more in the long run. Direct Marketing: Overlooked, Underappreciated, and Unstoppable Every business needs customers, but more importantly every business needs to maintain those customers while constantly retaining new ones. The only successful way of doing this is by learning everything about your customers, including who they are? What do they have in common? Do they share a hobby, an age range, a life stage, or a geographic community? Can you break them down into groups? The answers to these questions hold a wealth of information for you. CD ROM Business Cards - Offline Marketing For Online Promotion It's a great concept, - and it has a 'cool factor' of 300%!Many people will pop these into their drive just because of image appeal alone. What's really neat is when one is so well done, so informative, so interactive, that everybody wants one. Joint Venture: 50 Power Secrets Of Joint Venture Marketing, Exposed What is a Joint Venture?A joint venture is an agreement in which two or more businesses work on a project for a set period of time.Joint ventures can be long-term, like promoting a product together, or some can be short-term, like bartering (trading) products and services. Defining Moment Do you know your audiences? I mean really know them. I've just been working on a project for a client to help him position his financial planning business and to determine who his key audiences are. Specialized Mailing Lists Make All the Difference If there is one thing I can't say enough it is that the most important part of your mailing campaign is your mailing list. It is vital that you put the right amount of energy into learning about lists - who to mail to - so that your mailing efforts aren't wasted. Marketing Tips- Who Are You Competing With? Before you can market, you need to know who you are marketing to. Who is your customer? How will you market? Will you cold call, mail, set appointments or employ a walk in approach? Be careful with the walk in approach as many businesses do not permit soliciting. How To Use The Og In All Of Us To Make More Money 5000 B.C. Take It To The Customer In the past, purchasing ad space was the solution to every entrepreneur's marketing challenge. Then it was direct mail, followed by telemarketing. How to Get the Right Clients and Avoid the Wrong Ones If you are like most service professionals and small business owners one of your primary concerns is generating as many leads as possible. And that may be your biggest mistake, resulting in wasting time on unqualified prospects and working with too many clients you wish you didn't have to. Beyond Fear And Greed: Emotions That Sell Fear and Greed. The stock-in-trade of sales. Practical Advice to Generate Successful Campaigns Using Merged Lists You could end up with poor results when designing a direct mail campaign that combines your inhouse list with one or more rented lists. Merging lists generates a set of conditions that you may not have thought about at the conception stage. Six Ways To Attract New Customers To Your Restaurant Without new business, your restaurant won't be able to grow. You need a constant stream of new customers to replace those you lose as a result of customers relocating, switching jobs, or changing dining habits. Five Tips to Make Your Marketing More Creative Same old same old just doesn't sell anymore. To make your marketing stand out, you need to get creative. The Advantages of Full Color Brochure Printing A brochure can be a great promotional tool, whether it is for is a real estate listing, a trade show handout, a data sheet, or another application. The most professional and eye-catching brochures are usually those that are full color. Direct Mail Personalization A colleague who does work for a nonprofit organization contacted me asking if I could do research on the success rate of personalized direct mail letters (Dear Joe) versus generically addressed letters (Dear Friend). Surprisingly, I didn't find as many statistics as expected, but I found information stating that personalized letters outperform generic letters. Direct Mail Leads - Brand Identity Guru Direct mail can be one of the most effective tactics to reach your target audience. Developing a strategy for direct mail is critical to obtaining the best ROI. Top 10 Marketing Pitfalls Ten Marketing Pitfalls By Stuart ReidIf you want to make it BIG in Internet Marketing you need avoid some common mistakes. Here's a list of the top ten Pitfalls that catch out beginner Marketers (and many established ones too!). Loan Officer Marketing - How Branding Shapes Your Prospects Perceptions Social scientists have proven that people experience what they come to expect. It's like the first time you watched your favorite movie.
|
| Domain Names | E Books | Email Marketing | Ezine Marketing | |
| Internet Marketing | Marketing | PPC Advertising | SEO | |
| Traffic Building | Web Design | Web Development | Web Hosting |
|
Home | Site Map | Traffic Building
| Free
Classified Ads | Free-For-All
Ads | Reciprocal
Links | Search
Engines | |
| Copyright © 2006-2007. The Highland Marketing Group. All Rights Reserved. |
|
| ||
|
Comment by George C. Leef, Director of Research