High-End Clients Marketing - Part IV

One of the biggest issues in attracting higher-end clients is how to actually add value to your services. 

After all, getting high-end clients isn't just about charging more. You need to offer more that will increase the chance that your clients will get much better results. 

The first thing I ask is, "If budget was not a consideration, what service or program would you offer your clients that could virtually guarantee that they would produce the results they wanted?"

It's an important question, because you're now thinking from a high-end mindset, not a limited, low-budget mindset.

What people often come up with are various ways they would support their clients in producing results beyond what they are offering their clients now. 

So, if you're a coach, perhaps you're meeting with a client once a week for about an hour, and that's it. What else could you add to this? Some of these will take a little more time on your part, and some simply add value. 

Here's are some that I and my clients have offered:

1. Unlimited contact and answers by email, with response within 24 hours or sooner. 

2. Additional short phone sessions, as needed. Just let them know the hours you are available. 

3. Actual written feedback on various materials, from reports and articles to scripts, proposals, etc. 

4. Links to online content of yours including articles, podcasts and videos. 

5. An interactive Forum for all your clients to share ideas amongst themselves. 

6. Weekly email blasts on various topics that are more in-depth than your regular eZine. 

7. A requirement that your clients send you a report before each session. This saves you time on the call and enables you to get to the most important issues more quickly. 

You must always have the mindset that the coaching that you offer is much more than a one hour meeting a week. 

And, of course, in the promotion for your services on your website, you would outline all these extras they would get with your coaching, where you emphasize that you are committed to their success and will do just about anything in your power to help them succeed. 

The next question is "How do I prevent my clients from taking advantage of me if I give them so much more service, access and information?"

The way you do that is by charging much more for your services! 

There's a direct correlation here. If you are charging $500 per month, it may feel that you are giving more than you're getting. But if you charge $1000 or $1500 or more, then you won't have a problem giving your clients more value.

Also, in my experience, I enjoy working with clients at this level much more. It's more fun, fulfilling and exciting. My clients feel they have a real partner in me that will do whatever it takes to help them get results.  

It all starts with valuing yourself and your services. If you can really make a substantial difference with your clients, then you'll never worry that you're charing too much. You can just put your attention on your clients and do the work you need to do.

Another big issue that often stops people: "How can I really communicate to my prospect that I'm worth more than the average coach." 

Simple: Actual client results. You want to make every single client you work with into a documented success story. You need to write down the situation of the client before you started working with them and track their progress over time, showing the gains they have made. 

Then turn these into written case studies and show them to your potential clients. This is very powerful proof that you can produce the results you said you can. And ultimately, this can justify higher fees. 

Finally: "What if I don't have any success stories yet?" Well, you can only start where you are. Put all your efforts now into going the extra mile to make a measurable difference with each and every client you have - even if they're not perfect clients. 

Before too long you'll have a number of case studies. And you can add more and better ones as you continue to work with new clients. Again, this work will give you more evidence and validation that you can charge higher fees. 

Would you like to get a head-start in attracting more high-end clients and substantially increasing your income?

I'd like to invite you to attend my 2-month, 4-session Coaching Call Series on "Attracting High-End Clients." This program is priced at $197 but you can actually attend for free if you're willing to do the work and participate fully. 

See the details here: http://actionplan.com/highend-biz

The More Clients Bottom Line: You'll ultimately make a lot more money in your business if you offer more value - not just for the sake of doing more - but because this value helps your clients get better results. Commit to that and you'll experience a change that will rock your world.