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3 Things You DON'T Need to Begin Attracting New Clients By: Tom Buford The other day I was giving a presentation here in Atlanta for a business networking group called Women Intelligently Networking. There were some real go-getters in the room and everyone seemed to be involved in amazing businesses. This was a great opportunity for me to find out why so many service professionals are refusing to charge what they deserve. One of the points that kept coming up was, "I don't have the experience" or "I don't have thus and such certification"... ...you get my point. I stopped one person right in her tracks with four simple words when she began to explain that she had a difficult time convincing clients to pay her what she was worth since she is just getting her business started...regardless of the fact that she has an incredible array of relevant skills to offer. What were those four words? "How do they know?" How do your clients know that you are starting a new business or don't have umpteen years of experience? Probably because you told them... NOT because they asked. Charging what you deserve and attracting great clients does NOT require the following three things: 1) More experience
2) More certification
3) More time Charging what you deserve DOES require the following: 1) Finding a market that has a clear need or desire for a service that you offer (or can offer)
2) Clearly expressing that you have a solution for this need or desire Your path to a profitable business will be much shorter if you focus on these two areas rather than equating your income with your experience. The value that you offer your marketplace has very little to do with the next certification that you obtain. Listen, we are always learning. We will never know it all. Understand that you have something incredible to offer your market right now! Start focusing on the value that you deliver (and realize that you can deliver that value today) and you will start building that successful business you've been dreaming of sooner rather than later! Tom Buford, "The Fee-Setting Go-To Guy," shows service professionals how to make more money in less time using fee-setting, marketing and business model strategies. For more tips and the FREE report "5 Deadly Mistakes to Fee-Setting and What to Do If You Made Them," go to http://chargewhatyoudeserve.com |
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By Karen Rowe for