The Client Letter
August 30, 2013
The Desert of Arizona
Rain 63 Degrees
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Sometimes I have people tell me my fees are on the high side.
It just happened a week or so ago. “Your fees are a little high but…”
You can insert a lot of phrases to complete that sentence:
“Your fees are a little bit high but you come highly recommended.”
“Your fees are a little high but I’ve been waiting for an opportunity to use your services.”
It’s that sentence ending phrase that tells you something very important about what your prospect is actually buying.
Are they buying what you do or are they buying who you are?
It’s that phrase that makes it clear when your prospects are selecting YOU because you’re you NOT just because you happen to provide the service you do.
When they’re buying YOU, the normal rules don’t apply to fee setting. (NOTE: You don’t want the normal rules applying.)
How crazy can it get really when you offer the marketplace a reason to buy YOU instead of just your service?
Well here’s one example.
The $40,000 website.
You don’t have to look too far in this day and age to find someone who’s willing to put together a website for you for a few hundred dollars.
But there’s a company out there right now, who designs websites for a specific segment of the market, where packages start at about $40,000. For a website.
Now before you think these websites are for Fortune 500 companies, understand that these sites are for individuals. Single business owners for the most part.
How can you charge $40K+ for that? Because it’s not about the website. It’s about the folks making the website.
The $40K price tag isn’t where the magic is. The $40K price tag is a BYPRODUCT of the real magic.
That’s why you build the PLATFORM. That’s why you get good at asking questions, at selling on the phone, at bringing out your best self, at wrapping yourself in a unique and attractive package.
You do all that because it WORKS! And it completely redefines what you are selling and what the marketplace is buying.
You go from selling “services” to selling YOU.
But these magic making tools don’t create themselves. You have to do it. You have to work. And you have to keep working. You may not notice anything for a while. It might be weeks, or months even.
But eventually, the world is going to notice something different about you. And when they come to you, they’ll actually be coming for YOU, not for what you do.
And that’s when you know you’re on the right path.
It’s not about selling the what, it’s about selling the WHO.
And in order to do that, you actually have to be a somebody.
You have to stand for something and you have to tell the world about it, over and over and over again.
Are you doing that? Because if you’re not, someone else is.
Until tomorrow night, I’m offering a discount on every resource I’ve ever created to help you get a quick start. Use the coupon code below and receive 25% off any purchase on ArtofClients.com. The coupon code to use at checkout is: SUMMER13.
Take a look at your business and the results you’re getting. You know if your clients are coming for you or if they’re just coming for what you do.
If you want to change that, you can start at any time.