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Why Your Clients WILL Pay For A High-End Program With You, Even In The Current Economy
January 19th, 2009 by Kendall
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Do you remember the famous line in the movie, When Harry Met Sally, where, after witnessing Meg Ryan’s impassioned demonstration of, well, you know, another women in the restaurant says to her waitress, “I’ll have what she’s having!”?
If you’ve been following me for a while you’ve watched the amazing success I’ve had adding high-end clients to my business model. You’ve probably even said to yourself, “I want what she’s got!”
Truth be told, thanks to my Platinum Style Program model, I broke through the 7-figure mark in 2008. All while quietly showing many of my Platinum clients how to successfully duplicate this simple model in their own business.
For example, one Platinum client, Alicia Forest, learned my model, applied it immediately, and closed $43,450.00 from seven new clients in just two weeks.
Now, I can understand that some folks may say, “But Kendall, my business is different. My clients can’t, or won’t, pay more for the same services I’m already giving them.”
That kind of thinking is not only completely untrue, it will keep you stuck at your current 1ncome level. And, it will completely prevent you from stepping into a new, bigger arena of helping your clients achieve extraordinary results.
The truth is, there are a percentage of your current and prospective clients — even if your list is tiny — who WANT to pay you more. Which is in complete integrity with your desire to charge what you’re worth, isn’t it?
So let me share with you three proven reasons WHY your clients will pay top dollar (yes, even in this economy!) for your services.
Reason #1 Why Your Clients Will Pay More - Greater Perceived Value
Every entrepreneur wants their clients to value their work, but then they price their services too low to gain the very same credibility they’re seeking.
Sure, folks want a deal but the fact is they also highly value what they pay more for. And when a client highly values you and what you do they’re not only willing to pay more, they WANT to keep purchasing products and services from you.
Creating a high-end Platinum Style Coaching Program creates a fascinating flow of 1ncreased credibility, which helps support charging high-end fees, which helps bring in higher-end clients, which 1ncreases your credibility…see what I mean?!
Reason #2 Why Your Clients Will Pay More - The Pull Of Exclusivity
Think country clubs, elite membership programs, first class airline tickets…all use the emotional edge of exclusivity to support charging a premium. Sure, there are extra services that are included in the clients’ package but the cost of providing those services is tiny compared to the additional amount coming in the door.
What I love about exclusivity is helping clients feel special. Clients will happily pay more to be part of your special program, receive special privileges, or be part of an elite group because of how they’re valuing themselves. The emotional power of exclusivity is costly to ignore for ANY entrepreneur, which means it’s critical you add a high-end offer to your business model.
Reason #3 Why Your Clients Will Pay More - The Appeal Of Accountability
High paying clients take themselves — and you! — seriously. After all, they’re investing in creating a powerful result and they’re willing to pay to get it.
That motivation works in your favor because you’re high-paying clients will follow through with their assignments, do the work and get powerful results.
Which means they’ll love you and telling their friends what a valuable investment it was for them means more business flowing easily to you.
Creating Your “Platinum State Of Mind”
Congratulations! By understanding the reasons why a client would want to be a high-end client of yours, you’ve begun to shift into what I call, your “Platinum State of Mind.”
I’ll share more about the Platinum State of Mind in future articles, so watch this space, okay?
Posted in Money and Mindset, Platinum Style Coaching Programs • • Subscribe to this feed
Tags: 6 figures, business model, Platinum Style Coaching Programs
Very well said Kendall…so many coaches & consultants are not making the income they deserve. Again you are giving great wisdom “straight from the horse’s mouth!
Comment by Ellen Britt — January 19, 2009 @ 2:45 pm
Investing in your knowledge has been the best investment I have ever made in my business.
Thank you, Kendall. Thank you so much for inspiring me to see the BIG picture.
Diana Fontanez
Comment by Diana Fontanez — January 19, 2009 @ 9:52 pm
Thanks Kendall for the reminder of how valuable our knowledge is and I am now in the process of offering PLatinum Programs! Thanks again.
Comment by Peggy Porter — January 19, 2009 @ 10:11 pm
Thanks Kendall,
Great advice, as always. I agree that we need to step into our greatness and follow our purpose!
Best,
Patti Handy
Comment by Patti Handy — January 20, 2009 @ 9:49 am
Another fantastic article Kendall. Yes, I am so worth it! Thanks for the “platinum state of mind” pep talk.
Giulietta
Comment by Giulietta Nardone — January 22, 2009 @ 4:39 pm