Do you ever wonder whether all your hard work is really worth it?
Did you work hard to build up your expertise, knowledge and reputation just to see others in your field take the high paying clients you’d love to have?
Is where you’re at right now where you’d expected to be after you made the bold decision to start your own business?
Your family are provided for but does your current workload allow you to give them what they really need and what?
These are never easy questions to answer but they’re the ones that separate those who grind out a living in the business world and those who continue to see consistent, explosive growth whilst they scale back their own responsibilities.
Think of it like this…
Do you make the difficult decision to acknowledge the shortcomings in your business so you can truly live the life you envisioned when you started out…
OR do you bury your head in the sand because you’ve “got it good” compared to some people on your Facebook newsfeed and continue to make life harder than it needs to be?
Today, I don’t want you to compare yourself to them. There’s no contest there.
You’re up against the leaders in your industry. They’re the benchmark.
The ones that you follow. The ones that can’t remember the last time they had a bad month. The ones that haven’t had a client say “no thanks, I can’t afford what you’re offering” in years.
These guys stopped trading their time for money a long time ago.
They decided their time in the inconsistent, frustrating and (often) humbling world of servitude was UP…
And made a shift that led them to more income and a lot less work.
How do they do it?
Well, it’s not luck.
Over the course of a day, luck can account for 99% of someones success.
Over the course of 5, 10, 20 years? Luck barely comes into it.
It comes down to a shift that you can make TODAY and FOUR things that any coach or consultant can do to attract better prospects and constantly convert them into premium paying clients.
Let’s talk about the first of those four things and how all this applies to YOU.
A Volkswagen will set you back about $25,000. A Rolls Royce will cost you about $250,000.
In many ways they’re the same. They’re cars, they get you from A to B and they’re purchases that would excite a buyer of either brand BUT…
A Rolls Royce is 10x the price and they’re both aimed at very different people.
The Volkswagen buyer is probably making around $40,000 a year. They need a car that’s reliable, economical and easy to maintain.
Of course if it’s stylish and if their friends like it, that’s great but that’s not really what influences their buying decision.
They’re looking for an affordable car. These buyers are shopping on price.
The Rolls Royce buyer? He couldn’t care less about the price, how economical the car is or whether it’s easy to maintain.
They won’t be using the car to commute to work.
It will serve as a symbol of their success and a talking point among similarly successful friends. It’s not just a car, it’s a STATEMENT.
And it’s a statement that costs TEN times the amount a Volkswagen does but it’s arguably an easier sell.
When the Rolls Royce buyer walks into the dealership, he’s not going to be asking the salesman whether he “can do anything on the price” because it’s a little outside his budget.
This is a prospect with cash to spend. He/she knows it ain’t going to be cheap. He/she knows that he’s dealing with the best. In fact, he’ll probably be delighted just to get on the waiting list for one of these cars as this dealership doesn’t sell to just anyone.
The Volkswagen prospect however? They’ll probably be asking the salesmen all sorts. They’ll be comparing the VW against every other affordable car on the market, wanting discounts, payment plans and the rest.
The salesman really has his work cut out to make this sale no matter how good at selling cars he is and that’s how it is for coaches and consultants who don’t POSITION themselves as the “Rolls Royce”.
You can’t attract the kind of clients your hard work deserves and you can’t stop trading your time for money until prospects come to you for your prestige. Period.
To do that, you need…
2. THE OFFER
That starts with understanding the BIGGEST problem your ideal clients face.
If you’re a consultan and that’s business owners, then you need to understand what keeps them awake at night? What hurts their income and their lifestyle? What’s their PAIN?
Similarly, if you’re a life coach and you’re looking to strengthen your clients relationships, careers and health then don’t be afraid to help your clients understand the problem they’re facing by showing them where they’re at now and what will continue to happen if they continue down the road they’re on without your help.
This is GOOD marketing.
And as far as I’m concerned you need to do it.
If you have a service that can genuinely change peoples lives for the better then you’re not doing your prospects or yourself any favors by shying away from crafting a great offer a premium price as your prospects will happily pay you to help them overcome the problems that are a constant thorn in their side.
You’re a coach/consultant. You transform lives! You are morally obligated to get the word out there and command the fee you deserve so you can work with the people that will see the best results.
What’s the BIG problem you can solve for people? Who are those people specifically? Understand that and stop trying to be all things to all people and you’ll see a quick, dramatic increase in business.
Especially if you combine this with step #3…
Prospects that would have toddled off to your competition before will now be your clients and here’s why:
It kind of works in a similar way to my friends Labrador…
Occasionally when I visit she’ll get excited, boisterous, she’ll start running around the house. If I chase her she will continue to run in the other direction.
However, if I do something different and run in the opposite direction guess what happens?
She’ll start chasing me.
Clients do this too.
Chase them and they’ll run in the other direction. They’ll view you as a commodity. You’re not really a solution to their problem, you’re someone offering something they’re not sure whether they need or not.
Demonstrate your expertise. Bridge the gap between where they’re at now and where they need to be and you’ll have turned the tables. They’ll now be chasing you.
You shouldn’t even need to “sell” them!
They should be a good fit for you. They’ll need to be able to afford you (none of this “well, I’m not really sure I need/can afford a consultant/coach right now hassle) and they need to be ready to do the work.
The prospects that drain your time and energy for far less than you’re worth and expect you to perform miracles need to be kicked to the curb. NOW.
With your new found authority you’ll find better ones. They won’t care what you’ve done before. Your track record is irrelevant to them as in their eyes you’re someone who can remove their biggest concerns in life/business and guide them to where they want to be.
Remember: You build a massive reputation by talking about how you help people move forward, your past has nothing to do with it.
Time for what is arguably the most important part of all this…
4. CREATING A LEVERAGED BUSINESS
Nearly every coach/consultant that wants to grow their income wants more leads.
They’re either struggling to consistently pull in the money they want every month and think more leads is the answer or they’re overwhelmed with work from lower-level clients and think better leads will suddenly give them the life they want.
There’s an element of truth to this but the reality is if most coaches/consultants started getting plenty of GREAT prospects coming in every month they wouldn’t actually be much better off.
Sure, after landing a couple of premium paying clients life would be a little bit easier BUT they’d quickly reach a point where servicing these clients becomes extremely difficult.
Ultimately, you either accept the fact that your business has reached it’s “ceiling” in terms of income as you can’t find any more hours in the week or you overwhelm yourself and get burnt out trying to service your new clients and your old ones.
Neither of those options are particularly attractive as you have no freedom either way.
If you have money left over at the end of the month and your partner says “we’ve not spent any quality time together, I barely ever see you because you’re always working and it’s been ages since we had a vacation so let’s go away for two weeks!” can you do it?
Can you drop everything to take a measly two weeks to do what really matters in life or would your business crumble?
This is the REAL test.
Until you effortlessly balance having a great income and a great life at home you don’t really have a business — You have the problems of a business owner and the work week of an employee.
This may seem like a good deal to you sometimes when you think back to what it was like to work hard to build someone else’s dream but I’m sure it’s not why you took risks and continue to tackle all the different challenges being self-employed comes with.
Just like that massive shift you made back then to go from employee to business owner you need to make another one now.
Start getting paid for your expertise instead of your time!
If you can genuinely help your clients solve their problems then they won’t care whether it takes you 10 minutes or 10 years. Time is the least of their worries!
We’re all looking for an END RESULT.
And if the end result you want is to double your business without doubling your stress because you simply don’t want to be kept away from the things you love just to keep on “ticking over” any more then I’d like to invite you to book a call with me.
Here’s the BIG scary sales pitch…
I want you to tell me a little bit about your business and who you are so I can make sure that no matter what you have the same clear, exciting vision for your business as when you started.
If I think I can help and we both believe we’re a good fit, I’ll extend an invitation to work together on the call.
That’s it. Sales pitch over.
To discuss how we’re going to get you the results that your expertise deserves and start landing your ideal clients fast book your call NOW by filling out this short application: