There are lots of reasons why people don’t feel confident raising their prices or promoting/talking about their offer.
One reason that isn’t often talked about, though, is one I deal with every day when I help my own clients:
You don’t actually fully understand how your process works and how your clients get results with it.
I mean, if every single one of your clients were getting the exact same amazing result every time (for example: going from $0 to $10K/month in 3 months), I’m pretty sure you wouldn’t hesitate to up the price of the program that helped them do that (or to shout about the program from the rooftops) – right?
The problem is that some clients are getting that result and some aren’t.
And you don’t know WHY some get the result and some don’t.
So of course you’re hesitant about marketing and about raising the price. Because you’re really unsure of what (exactly) clients are actually doing with your guidance to create the results they’re creating.
Mindset, lead-gen, PR, and marketing folks (to name a few) will tell me all the time that some of their clients created huge amounts of money by following their advice, but they’re not sure exactly how those results happened.
This, right here, is where you need to dive in and get a LOT more information from your all-star clients.
Client created a ton of money after using your services or getting your coaching? Great. Please ask them how EXACTLY that happened. Get down to actual numbers and quantities of actions taken. Peel layers off until there aren’t any more to peel.
This can be done through extremely specific questions, like:
“What elements did you implement from my LinkedIn lead gen training? How many connections did you request per day on LinkedIn? How many more was that than what you were doing before? How did you post differently? How many more posts are you making than before?”
“How many publications did you approach? With what kind of a pitch? How was your pitch different from before? How many responded? How many ultimately said yes? What did they buy from you? At what price?”
“How many people did you put through the funnel that I created for you? How did you get those people to know about you? How many booked a call? How many were good fits? How many said yes? For what offer at what price?”
When you start to actually get this level of detail from people it accomplishes two things:
1) It helps you understand what people really need to be STARTING with in order to get the best results with you. Like, maybe if you’re a funnel creator, people can only create an extra $10K/month from your funnels if they have a traffic source that brings them at least 500 people per month to the funnel. Which means you can be confident in that extra $10K/month result if you only accept clients who have that volume of traffic available.
2) It helps you to guide your future clients better so that they have a better chance of replicating your star clients’ results. Right now you might be teaching people to “add new connections on LinkedIn,” but if you discover that there’s actually a certain number they need to add in order to reach $____ goal, you can make your teaching more specific – to “add 50 people per day on LinkedIn,” for example.
And the very happy outgrowth of both 1) and 2) is that you’ll actually be confident that your offer will reliably get a certain specific result for a specific kind of person.
And the outgrowth of THAT, of course, is that you’ll have no problem shouting your program from the rooftops and raising the price to be commensurate with that result. (e.g. – $10K or $20K is no problem for an offer that reliably helps people add that amount PER MONTH to their income)
More specific offers with more qualifications also inspire more trust from (the right) prospects, because it doesn’t just sound like you’re promising the world to anybody who’s willing to give you their credit card. You know why and when your process works and when it doesn’t.
This is the exact thought process that I take coaches and consultants through in my 30-day private intensives. We dig into all of these kinds of details about your process so that you can have a better understanding of how your clients are creating results. My clients often have the confidence to double (or more) their prices after going through just one or two calls to get clear on who they can get results for (and how) and who they can’t.
Send me a DM on Facebook Messenger if you’re interested in this program.