Small Business Coaching on Attracting Paying Clients [Cont'd]

By Allison Babb

5) Use the power of testimonials. Ask for testimonials from previous clients and show this to new clients along with your pricing. Testimonials are powerful and they are far more convincing than your own words. Ask clients what results they achieved from working with you (not just how nice or friendly you are). The results speak for themselves. This may be the place for you to start. Start gathering up a lot of testimonials. You can never have too many. When you have a few, include it with your pricing. As my mentor, Dan Kennedy says "What others say about you is at least 1000 times more believable than what you say about yourself."

6) Speak your pricing with complete confidence: I am able to look someone in the eye and say "You get all your money back if you don't get the value and results you wanted or expected" And I mean it. I also know the quality of my products and services and I'm confident about it. I'm completely confident in the results I can help my clients achieve and that unshaken confidence makes my clients confident as well.

7) Price your services in packages: Instead of being paid by the hour or by the month, eliminate that option and offer a 3-month or 6-month package. Or if your work isn't hourly/monthly, have packages based on what your clients want "basic package", "premium package" etc. You get two benefits with this approach - the client pre-pays for a specific period of time or a specific set of services. And secondly, because they are experiencing a "complete package" they are much more likely to experience better results from your work, which then leads to great testimonials. (see 4 above).

8) Your industry is may not be as different as you think: Having been in many entrepreneurial groups, I've seen up front payments implemented in countless industries where others think it's just not possible.

From dentists to chiropractors, coaches, CPAs, corporate trainers, consultants, photographers, fitness instructors, you name it. So I no longer believe it's impossible to require full payment up front. I used to believe that until I saw my peers confidently breaking that self-limiting belief and achieving enormous success.

It may be that your new pricing starts with new clients only and keep the old clients on the invoicing plan. Try it, you might just be amazed at how easily your clients accept it.

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WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Allison Babb is an author, speaker and Small Business Coach to solo entrepreneurs. Allison publishes the "Small Business Success" weekly Ezine on how to create a steady stream of clients for your small business at: www.GreatSmallBusinessAdvice.com

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