by Ari Sherbill
In this blog I want to talk about how you can charge more…
…and have your clients thank you for charging more (a lot more).
I didn’t believe it either until I started doing it myself and saw first hand the transformation!
There are 2 separate areas that need to change in your business for this to happen
#1 is your MARKETING (more on that in upcoming videos and blogs)
#2 is your MINDSET
The most important one is your mindset…because the biggest obstacle to charging higher prices is all in your head. If you have any doubt that you deserve to be commanding a premium price, you’ll have a difficult time doing it. So in this blog I want to give you 3 big shifts:
BIG SHIFT #1 – HIGHER TICKET, DEEPER TRANSFORMATION
First shift I had to make before charging higher prices is that when I charge higher prices, my clients get better results. That sounds crazy – but it’s the truth. Let’s say you’re charging a lower price – $150 – it’s not “nothing” but it’s not a significant investment for THEM to be committed to it. When your clients invest $2,500 or $3,000 in your Signature Program, then THEY’RE invested in the transformation, then THEY have skin in the game. They’ll listen to every word you tell them and they’ll follow every instruction, advice you have to say – because THEY invested in this.
When they do that, what happens? Then they start getting results and are excited and tell everyone how their lives are being changed. That’s really what it’s all about – life transformation. You’re in the business of getting results for your clients – when you charge premium prices for your SP, they’re more committed to achieving it with you.
BIG SHIFT #2 – HIGHER TICKET = REASSURED CLIENTS
The second shift is that higher prices actually RE-ASSURE your clients. Look, if you’re like most of the DC’s I work with, you’re helping people live healthier lives, getting rid of decades old illnesses, pains, and things they’ve suffered with for a long time – thanks to you, they’re now transformed.
We’re talking about major life problems that you’re helping them solve. I don’t know about you, but for me – if I want to hire someone, I want to hire the BEST. So if you’re charging $5,000 for our SP and your local competition is only charging $3,000 for their SP (if they have an SP at all) – guess who they THINK is the BEST? They think the best is the one with the higher price.
Like I taught in the webinar, people will pay MORE and feel BETTER about virtually the same product PACKAGED & POSITIONED in a better way – just look at Rolls Royce vs. BMW. People are naturally going to assume that YOU’RE the best, so charging higher prices RE-ASSURES them of their investment in you as the best…so it’s really important you make this second shift as well….
BIG SHIFT #3 – HIGHER TICKET PROGRAM MAKES YOUR CLIENTS FEEL GOOD
Third shift: paying a premium price actually feels GOOD. Think how it feels to buy a brand new Honda or a brand new…Rolls Royce Ghost – which feels better and why? Or even a trip – which feels better? Flying commercial or first class? Staying in a regular priced room or the presidential suite? I have friends who take pictures of their suites – people don’t usually take pictures to show off for their friends of staying in a “normal priced” hotel room.
Why? Because paying more makes you feel GOOD, it feels BETTER.
Right? Don’t you feel better when you pay premium prices? That’s how you want your clients feeling about YOU. Think how YOUR clients will feel about YOU when you charge premium prices – they’ll think YOU’re the best. In future videos and future articles I’ll share with you I’ll also share more marketing strategies so YOU can also generate premium clients on demand, increase your revenue and work less to command those premium prices and simple strategies how to best structure YOUR SP.
In the meantime, if you want our help doing that – click the button under this video we’re happy to get in touch with you to talk about how you can take control of your marketing, your communication and your mindset to best structure YOUR SP and grow your DC practice like the elite members of DC Marketing Academy and The Alliance.