Latest / Abundant + Aligned / How to charge more: proof you're ready for premium clients now

Transcript

How to charge more: proof you're ready for premium clients now · Abundant + Aligned

• 0:00
  SPEAKER_00: Quote of the week is go where the money is.
• 0:03
  SPEAKER_00: Solve rich people problems within your area of work.
• 0:08
  SPEAKER_00: Welcome to the Abundant and Aligned Podcast, a place where you will come to realise anything you desire is possible.
• 0:16
  SPEAKER_00: I'm Jess, Mindset and Business Coach, and I'm on a mission to lead women to a life far from average.
• 0:22
  SPEAKER_00: In this show, you can expect conversations around manifestation, subconscious reprogramming, entrepreneurship, and the daily habits of a woman living a life that is both successful and fun.
• 0:33
  SPEAKER_00: Imagine a TED talk but over wine.
• 0:35
  SPEAKER_00: My wish for you is that you experience an unlimited flow of money, a business that attracts your dream clients, and the freedom to spend your time how you choose.
• 0:44
  SPEAKER_00: And if you stick with me, that will soon be your reality.
• 0:48
  SPEAKER_00: I'm honored to be on the journey with you, so let's get into it.
• 0:51
  SPEAKER_00: Hello everyone and welcome back to the Abundant and Align Podcast.
• 0:54
  SPEAKER_00: And happy Friday.
• 0:56
  SPEAKER_00: I think Friday has got to be one of my favorite days of the week, and we don't usually have an episode today, obviously.
• 1:02
  SPEAKER_00: So happy Friday.
• 1:03
  SPEAKER_00: I hope you're having a beautiful day, whatever it is that you are up to, and you are looking forward to an even more beautiful weekend.
• 1:11
  SPEAKER_00: You are tuning in to episode two as part of a mini-series I'm doing on the podcast called Her Essence, and it's helping you become a high-value woman so you can be highly paid within your industry.
• 1:23
  SPEAKER_00: If you haven't tuned into Wednesday's episode, go and do so.
• 1:27
  SPEAKER_00: I was sharing where I spend my money personally and also within the business to be a high-value woman with a high-end brand.
• 1:36
  SPEAKER_00: And I think a lot of you will love some of the things I shared.
• 1:39
  SPEAKER_00: And as I was listening back to that episode, it is quite an expansive episode.
• 1:44
  SPEAKER_00: It will be an expander for you, which we love.
• 1:46
  SPEAKER_00: Today's episode is going to be more of a pep talk for you.
• 1:51
  SPEAKER_00: It's going to be a pep talk for those who are already working with clients, but you are ready to be more selective.
• 2:00
  SPEAKER_00: You are already delivering a phenomenal service, and you are ready to increase your prices to match that.
• 2:08
  SPEAKER_00: And perhaps you want to reduce your client load and become more of a boutique exclusive brand within your industry and essentially work with less clients at a higher price.
• 2:25
  SPEAKER_00: And for you, I want to say, and I want to give you the permission, go where the money is.
• 2:30
  SPEAKER_00: I agree you are ready to serve at a much higher level.
• 2:34
  SPEAKER_00: You are already doing the work required.
• 2:36
  SPEAKER_00: This episode is going to give you the little kick up the bum to finally start claiming that space.
• 2:43
  SPEAKER_00: Stop shrinking yourself.
• 2:45
  SPEAKER_00: Stop trying to be the accessible option.
• 2:48
  SPEAKER_00: Stop trying to please the masses.
• 2:50
  SPEAKER_00: Stop trying to do things for people who are afraid to spend their money and have so many limitations around investing in whatever it is that you do.
• 3:01
  SPEAKER_00: Leave them where they are.
• 3:02
  SPEAKER_00: We can love them, we can leave them.
• 3:04
  SPEAKER_00: I want to move you all the way up the scale so that you are serving clients at a higher level, but also getting paid at a higher level.
• 3:12
  SPEAKER_00: So, quote of the week is go where the money is.
• 3:16
  SPEAKER_00: Solve rich people problems within your area of work.
• 3:21
  SPEAKER_00: And to help you do that, I want to remind you that you have already arrived.
• 3:25
  SPEAKER_00: You are already the woman you need to be in order to claim this space, particularly with the help of this podcast episode, as we are talking about shifts you can make personally and also within the brand to be high-end.
• 3:38
  SPEAKER_00: However, I know you are already delivering an exceptional service.
• 3:43
  SPEAKER_00: I know you have the skills and the abilities and the insights within your industry to provide insane results for your clients.
• 3:52
  SPEAKER_00: You get your clients insane results already.
• 3:55
  SPEAKER_00: So you have already arrived.
• 3:57
  SPEAKER_00: And the reason I thought this episode would actually serve so many of you is because we've had this conversation a couple of times in the collective this week.
• 4:06
  SPEAKER_00: One client in particular is ready to serve clients who are making multi-million dollars per year, if not billions per year.
• 4:16
  SPEAKER_00: She is ready to be the agency for billion-dollar brands like Road.
• 4:21
  SPEAKER_00: She has her eyes set on that stage and she is doing everything behind the scenes to position herself there, which we love.
• 4:29
  SPEAKER_00: I told you I work with the most incredible women who make big moves, and that's why the collective is a space you need to be in if you want to be around expanders like that.
• 4:40
  SPEAKER_00: But as part of her positioning herself in that way, we have been having a conversation this week about her being ready.
• 4:47
  SPEAKER_00: And she mentioned she doesn't have a huge portfolio, or she doesn't have a portfolio working with multi-million dollar, billion-dollar brands.
• 4:56
  SPEAKER_00: So is she ready to claim that space?
• 4:58
  SPEAKER_00: And my question was do you feel ready?
• 5:01
  SPEAKER_00: Regardless of the portfolio, regardless of the experience, do you think you have the skills, the insights, and the knowledge to serve these clients at that level?
• 5:11
  SPEAKER_00: If your answer to that question is yes, then you are ready.
• 5:15
  SPEAKER_00: And what's really great about being in a space like the collective is the other women also chimed in, and one in particular said she used to work for a tech company which was making a hundred million per year, and they hired an agency that was smaller because they were super niche, because they really understood the industry, and most importantly, they could see they could get them results.
• 5:36
  SPEAKER_00: And so, if you are also like my client who is ready to serve at this higher level, but you were looking at your portfolio and thinking, I haven't yet, so how can I show these clients I'm ready and I am the one?
• 5:49
  SPEAKER_00: The biggest question we need to ask is, can you get them results?
• 5:54
  SPEAKER_00: If you were thrown five dream clients tomorrow, could you get them results?
• 5:59
  SPEAKER_00: If the answer is yes, then you are ready.
• 6:01
  SPEAKER_00: You have learnt enough, you are experienced enough, you know enough, and you have arrived.
• 6:07
  SPEAKER_00: So I think there are so many women in business who aren't seeing it through this lens.
• 6:12
  SPEAKER_00: We are all so addicted to proving ourselves and working harder and doing more and performing more.
• 6:19
  SPEAKER_00: And sometimes that becomes a delay to us just being here already and just stepping out onto the stage and just saying, I know enough, I can get you phenomenal results, and let's go.
• 6:30
  SPEAKER_00: And just positioning yourself there and just being there.
• 6:33
  SPEAKER_00: I actually have an exercise that I want to share with you that I gave my client that actually, yeah, I want to share with you guys because it's going to back up everything I'm saying that actually you already know enough, you know you know enough.
• 6:44
  SPEAKER_00: See that in yourself.
• 6:45
  SPEAKER_00: But the other thing I want to say before I get to that, and this came off the back of a conversation I was having with another client, she is a hormonal specialist, and before working with me, she was building out all of these little offers.
• 6:59
  SPEAKER_00: And the reason she was doing that was because she thought she needed to progress people up to her top-tier offer where they would get the full service from her.
• 7:09
  SPEAKER_00: She thought they needed little bite-sized pieces to trial and error and get to know her and feel her out before they'll be ready.
• 7:17
  SPEAKER_00: And my advice to her was stop wasting time.
• 7:20
  SPEAKER_00: Premium clients want your full service package, they want access to you in a way where they can get the most benefit from you, the best results from you.
• 7:29
  SPEAKER_00: So give it to them.
• 7:31
  SPEAKER_00: And it's not to say that smaller offers aren't necessary, and I'm not gonna go into that today, but what I am saying is don't waste time trying to make all like create all these stepping stones before they get to your signature bespoke full service package.
• 7:51
  SPEAKER_00: Just give it to them now because again, a premium client just wants access to that.
• 7:55
  SPEAKER_00: They want to come to you and know they can get the result, you can do it all for them.
• 7:59
  SPEAKER_00: Here's my money.
• 8:00
  SPEAKER_00: Thank you so much.
• 8:01
  SPEAKER_00: So give them that.
• 8:02
  SPEAKER_00: So create the offer now, make it top tier, high level, close proximity, whatever applies to the industry you are in, but deliver this high-level signature offer now and stop wasting time building out all of these little distractions as a ladder to that top signature offer.
• 8:20
  SPEAKER_00: So if that was for you as well, that will land with you.
• 8:23
  SPEAKER_00: You may already have an offer like that sitting in your suite, but you do sell everything else in front of that.
• 8:30
  SPEAKER_00: I would suggest you just sell that from the front, or you haven't actually built out that high-level signature offer yet, although you know exactly what it would look like if you gave yourself permission to just jump into it and believe that a client would buy it tomorrow because they would.
• 8:47
  SPEAKER_00: They would.
• 8:48
  SPEAKER_00: Um, so there's that.
• 8:49
  SPEAKER_00: And the message from both of those conversations really is this is who you are now.
• 8:54
  SPEAKER_00: Position yourself there, get paid there, full stop.
• 8:58
  SPEAKER_00: No more proving is required, no more performing is required.
• 9:01
  SPEAKER_00: You are enough, you are who you need to be to serve clients at that high level.
• 9:06
  SPEAKER_00: And the final little note I have here before I share this exercise you can do this week to really show or solidify that you are ready to serve clients at a higher level and you actually already have the knowledge and the expertise and the insights to do so.
• 9:19
  SPEAKER_00: I want to say there is a difference between experience and knowledge.
• 9:23
  SPEAKER_00: Now, what I will say at the start of this episode, I asked you the question if I brought to you what would be considered a higher level client for your business, would you be able to get them a result?
• 9:36
  SPEAKER_00: If you said yes, you're ready.
• 9:37
  SPEAKER_00: If you said no or you're not sure, then this is a completely different conversation.
• 9:42
  SPEAKER_00: If you aren't, if you aren't skilled enough, if you don't have the knowledge or the strength to serve clients at that higher level, then I do agree, keep building out your muscle with those.
• 9:54
  SPEAKER_00: I don't want to call them smaller clients, but you know what I mean and how that would apply in your industry.
• 9:58
  SPEAKER_00: Keep building out your muscle until you, I don't want to say confidence, but until you have the skill set, until you can confidently deliver the service they need and get them results, until you know their problem and the solution they desire and how to go about that, keep building out that muscle.
• 10:15
  SPEAKER_00: But if you could already give me that answer, then you are ready.
• 10:19
  SPEAKER_00: And so experience is, it doesn't matter in this instance.
• 10:23
  SPEAKER_00: You have to start somewhere.
• 10:24
  SPEAKER_00: In order to build out that portfolio, in order to get that experience, you have to start somewhere.
• 10:29
  SPEAKER_00: And again, this is your permission slip to start today.
• 10:32
  SPEAKER_00: You are ready today, especially if you could answer yes to the question that I just provided.
• 10:36
  SPEAKER_00: Now, this task I'm gonna share now is actually gonna help solidify all of this because I do believe you are ready and I actually believe you're already providing a top level service which could be priced a lot higher and positioned in front of higher caliber clients.
• 10:52
  SPEAKER_00: I believe you're already, I believe you are already delivering that service.
• 10:55
  SPEAKER_00: But again, I want to I want to show this to you.
• 10:58
  SPEAKER_00: So this is the task I gave my client.
• 11:00
  SPEAKER_00: What I want you to do over the next four weeks, continue it if you want, but over the next four weeks, once a week, I want you to post on social media a case study for your highest level client, even if they don't exist yet.
• 11:14
  SPEAKER_00: Think of a client or a brand that you would consider your high-level client.
• 11:20
  SPEAKER_00: Imagine that you are working with them, and I want you to create a piece of content speaking directly to them.
• 11:27
  SPEAKER_00: And in that piece of content, I want you to identify their problem as a multi-million dollar brand or as a high-level entrepreneur or as a XYZ, whatever your high-level client is.
• 11:39
  SPEAKER_00: Identify their problem.
• 11:40
  SPEAKER_00: The first thing you would look for in their X, so in their marketing, in their business, in their health, in their accounting, again, whatever applies to you, the first thing you would look for, the gap you would look for to ultimately improve whatever it is they do, and the strategy you would put in place if they were your client.
• 11:59
  SPEAKER_00: So create a pretend post as if you are already working with that high-level client, create a scenario and identify their problem.
• 12:08
  SPEAKER_00: The first thing you would look for to improve or remove that problem, and the strategy you would put in place to get the solution they desire.
• 12:16
  SPEAKER_00: If you can create pieces of content that speak to that for your higher level client, that tells me you have already arrived.
• 12:24
  SPEAKER_00: That tells me you are ready.
• 12:25
  SPEAKER_00: And what this will do is really solidify that you don't need more experience, you don't need to keep working with these lower level clients and selling these smaller offers.
• 12:36
  SPEAKER_00: You are ready to serve clients at this high level.
• 12:38
  SPEAKER_00: You are ready for these bigger price tags.
• 12:40
  SPEAKER_00: You are her now.
• 12:41
  SPEAKER_00: And again, it would be a completely different conversation if you were feeling wobbly about your skill set and whether you could serve them.
• 12:48
  SPEAKER_00: So if you are feeling wobbly, as I said, the recommendation is just keep building out that muscle.
• 12:53
  SPEAKER_00: But again, if you can create pieces of content speaking directly to that high-level client, then you are ready.
• 12:59
  SPEAKER_00: You are ready.
• 13:00
  SPEAKER_00: And so what's really, really cool, once you start creating content like this, one, it's going to be practice.
• 13:06
  SPEAKER_00: You're going to start acting as if you are already working with clients at this level, which will shift your identity and self-concept.
• 13:14
  SPEAKER_00: Once you have shifted your identity, your reality will match that.
• 13:18
  SPEAKER_00: Just like if I put lipstick on your beautiful lips and you go look in the mirror, we are going to see some lipstick on your lips.
• 13:25
  SPEAKER_00: Same thing applies here.
• 13:26
  SPEAKER_00: So, one, it's going to allow you to step into this identity and start acting as if you are already serving clients at that level.
• 13:33
  SPEAKER_00: But it's also going to be great marketing because if a high-level client stumbles across this piece of content, now you are speaking directly to them.
• 13:39
  SPEAKER_00: Now they are going to inquire about your services, and now you have your first high-level client on that higher price point, and you are well on your way to being that high-end brand that I know you set out to be.
• 13:53
  SPEAKER_00: So there we go.
• 13:54
  SPEAKER_00: Today's episode is all about going where the money is, solving rich people's problems, and claiming the space, taking up more space when it comes to serving clients at a higher level with a higher price tag, and again, just knowing that you are so ready to do so.
• 14:10
  SPEAKER_00: I hope that episode has helped you today.
• 14:12
  SPEAKER_00: I'm sure it has.
• 14:13
  SPEAKER_00: Come back next week for our final two to three episodes as part of Her Essence.
• 14:19
  SPEAKER_00: And if this landed with you or if this episode has motivated you to introduce a higher level offer or just start selling that from the front end or increase your prices, or just be a high end brand now, please let me know over on Instagram.
• 14:34
  SPEAKER_00: I would love to just hear that this has helped you so that I can give you a little clap and say that I'm cheering for you.
• 14:40
  SPEAKER_00: And yeah, then you can go out and do the work.
• 14:43
  SPEAKER_00: But for now, we'll leave it there.
• 14:45
  SPEAKER_00: Thank you so much for tuning in to another episode of the Abundant and Align podcast.
• 14:48
  SPEAKER_00: And I will speak to you guys next week.