I've had this feeling so many times I lost count.
If you haven't had any objections to your pricing, then as I shared in
episode 60, I’m going to tell you the very same thing my mentor told me to do on the very next prospect, and that’s to double it.
If you have had some pushback on your pricing, it means that they don't understand the value of their investment. There is a disconnect between your "thing" and your price that you have yet to make it a clear no-brainer for them to sign up with you.
How you close that gap is based on
* Showing a track record, better known as testimonials or case studies, of proven success
* Having problem you are solving for them to be painful
* A short timeline to the proven results
When I started out freelancing, I always thought that signing $20,000+ contracts was the path to success.
I soon realized that those big projects took way too long to prove results. Sometimes 4-5 months!
Resulting in my profits 💸 flying right out the window and not necessarily unhappy clients, but testimonials became tough because they hadn't had the promised success yet.
So I developed a process to
The start of this was to look at the solution I was providing and carve a slice of that out that I could deliver quickly and effectively, then sell that.
The price that I would sell this for would be anchored to the pain point of my clients.
By understanding their pain point and knowing what’s most important to them as a successful result our engagement, I can position my service in a way that makes the return on their investment 2x, 3x, even 10 times.
You can do this too
As you do this, you'll find that "all the things" become so much easier and the chasing of projects stops just due to the nature of it.
Set aside 1 hour this week and do Step 1. Then reply back and let me know how you did. If you've already figure it out, I want to know too.