A Strategy for Attracting Higher Paying Client

by: Catherine Franz

 

Some people have little difficulty attracting and maintaining higher paying clients. Others can't get to
first base. Higher paying clients consume less time, exchange energy instead of zapping yours, have higher regards for your relationship, give more referrals, pay on time, and this in turn allows you to make higher profits.

When asked how I recommend raising client’s fees, I answer honestly, "It’s very difficult." Why? Let me share this story, one I'm sure you can relate to. You go to the store to purchase more of something you like but you don't have to have. Before you paid $10 and now its $15. You play with the package and stand there rethinking your need, it’s value and also wondering if can find it cheaper elsewhere. You leave empty-handed or purchase something else. If your price is higher, their reaction gets magnified.

Another angle is to increase their deal, add something to the pot, something of perceived value. It can work if handled correctly. A value added item could be a client-only monthly teleclass or access to a membership-only website. An infopreneur can add client-only informational products.

To collect higher fees, you will most likely need to change demographics, your mindset, internal and external language, marketing strategy and materials.

Here is a list of ten barriers that might be interfering with attracting higher paying clients:

1. Equal stature. People take the time to listen to people who are as or more important than they are. Are you at their listening level? Do you dress and act the way they do? Phone interactions require mirroring their language and thinking. Can you speak their language? Or do you need to learn. Talk as equals. Learn their mindset and shift yours. If your values are too different, then find another
market. If stature doesn't match, they will smell it like cabbage cooking in a kitchen. Show a similar state of authority, confidence, and posture. Walk, talk, and sit the way they do. If their mannerisms are too assertive for you, either raise yours up or find another market.

2. Thoroughly know each of their challenges and what solutions you provide that answer each challenge. What problems are they experiencing? How can you make their life or business easier? People take the path of least resistance. Be that path. Higher paying people are proud of their world and their decisions. They feel they deserve it, they took the risk that the average person doesn't take,
and you need to give them that respect but also have your own.

3. Be friendly with them but don't allow them to manipulate your time or energy. Normally, higher paying professionals know how to delegate and leverage and they will use this technique to test you. Be friendly with their administrative assistants, receptionist, or other gatekeepers but don't bribe them with flowers or something to get in the door. That worked years ago but the trend now is tacky. And, yes, they will always report your language and behavior back to their paycheck controller.

4. The higher their status, the more likely they will be visionary people. Learn how visionary people think, their viewpoints, and language. Visionaries surround themselves with people who believe in their visions. Listen to their visions and respect them. They have the wherefore to make them happen. Support their visions in any way you can. Provide something that answers a step to their vision, even if it something outside the scope of your service or product. Do they need a referral or can't find something, do the research for them.

5. The higher you go, the more they expect from your service. They expect special care and outstanding service. They know their money can purchase it and they demand it. Don't deliver anything less. They know what you provide and what your competitors provide; you must know this as well.

6. Integrity is usually one of their top five values. Always keep your promises and they will keep the relationship. Even if they break theirs, you will need to keep yours. The higher you go, the less you ever want to break a promise. You probably will not get a second chance. It’s like sitting in Donald Trump’s boardroom and he says, "You're fired."

7. Don't brown nose. It’s a cabbage thing. If they smell it, they will either quick answering your calls or play you for entertainment and then toss you away. If you get this label, just move on.

8. People that earn more money substitute the word "mistake" for "learning lesson." If you don't share this philosophy, change it. It’s a good one to change any way. They experience life and don't worry about the valleys. The mistake belief holds an underlying fear. Fear is energy and has a smell, and they sense it, easily.

9. Their first response to your proposal will always be "how can they do it with their own resources." Expect this to be their first immediate thought. Prepare to be able to demonstrate what you offer is what they can't find within their own resources -- they can't match it without more effort or a different focus. This will earn you brownie points towards a sale.

10. The higher the stature, the higher leveraging skills they learned. Leveraging also includes negotiating. The number one skill I recommend people getting in business is to learn how and when to negotiate and how people think when they are in negotiation mode. The game changes with decisions need to be made and the cards are on the table. Higher paying clients don't connect business and pleasure. You will want to learn how to do the same. They may win in business and have drink with your afterwards. Learn to let go quickly.

11. The first "no" is always a test. Don't take it personally or as the final answer but make sure you have the right match. Listen if they say no and give three reasons why not. This is a firmer no and they are telling you what they need (the reasons). It’s your turn to tell them if you can answer those reasons. If not, you loose, negotiation over.

12. When you are looking for higher paying clients, look for people who see your product or service as not only valuable, but also essential to their goals or objectives.

13. Know what your service or product is worth and stand by that value. Discount isn't in your vocabulary or theres.
Don't make it yours and speak of it first or even second.
Only speak of it if they are willing to show you the money now and it leads to a higher value for something.

14. Remove the "under earner" mindset behind. If you have more money then they do because of what you do, don't talk down to them, or make them feel inferior in any way.

15. Make it easy for them to work with you. Remove any hoops or extra steps that take up their time. They are very time sensitive. If it takes chasing you down by phone, they will not bother. If you don't answer their emails within a comfortable time for them, they will move on and accomplish whatever was on their agenda without you. When they do contact you, rest assured, it’s important. They don't waste their time.

16. Decide in advance, how you are going to hand any rejections or protests. What, when, where and how will you follow-up? What back doors can you come in from -- with integrity, of course?

17. High presentation quality required. If they feel comfortable seeing a slide presentation, don't use a hand-drawn flip chart. If you don't know, ask a few of their current suppliers and a staff member.

18. Set up a sophisticated referral-marketing program. It really is who you know in their circle. Find their circle and consistently show up. Not to market but to build relationships and make connections. When they like you, you're in.

19. Be confident about your attraction. Feel the energy of the universe, sense it’s attraction, remove any doubt and believe in it 100%. Know that it will occur and allow attraction to enter and be a total part of your life and business.

Are you ready for this step up? Attracting higher paying clients when you previously didn't, takes commitment, planning, and changing. Jump in without the all the answers, and tweak. It’s guaranteed to work, that’s the way the Law of Attraction works.

Categories: Attraction