A Strategy for Attracting Higher Paying Client

Some people have little difficulty attracting andnmaintaining higher paying clients. Others can't get tonfirst base. Higher paying clients consume less time,nexchange energy instead of zapping yours, have highe
regards for your relationship, give more referrals, pay onntime, and this in turn allows you to make higher profits.

When asked how I recommend raising client’s fees, I answe
honestly, "It’s very difficult." Why? Let me share thisnstory, one I'm sure you can relate to. You go to the storento buy more of something you like but you don't have tonhave. Before you paid $10 and now its $15. You play withnthe package and stand there rethinking your need, it’s valuenand also wondering if can find it cheaper elsewhere. Younleave empty-handed or buy something else. If your price isnhigher, their reaction gets magnified.

Another angle is to increase their deal, add something tonthe pot, something of perceived value. It can work ifnhandled correctly. A value added item could be a client-nonly monthly teleclass or access to a membership-onlynwebsite. An infopreneur can add client-only informationalnproducts.

To collect higher fees, you will most likely need to changendemographics, your mindset, internal and exte
al language,nmarketing strategy and materials.

Here is a list of ten barriers that might be interferingnwith attracting higher paying clients:

1. Equal stature. People take the time to listen to peoplenwho are as or more important than they are. Are you atntheir listening level? Do you dress and act the way theyndo? Phone interactions require mirroring their language andnthinking. Can you speak their language? Or do you need tonlearn. Talk as equals. Learn their mindset and shiftnyours. If your values are too different, then find anothe
market. If stature doesn't match, they will smell it likencabbage cooking in a kitchen. Show a similar state ofnauthority, confidence, and posture. Walk, talk, and sit thenway they do. If their mannerisms are too assertive for you,neither raise yours up or find another market.

2. Thoroughly know each of their challenges and whatnsolutions you provide that answer each challenge. Whatnproblems are they experiencing? How can you make their lifenor business easier? People take the path of leastnresistance. Be that path. Higher paying people are proudnof their world and their decisions. They feel they deservenit, they took the risk that the average person doesn't take,nand you need to give them that respect but also have you
own.

3. Be friendly with them but don't allow them to manipulatenyour time or energy. Normally, higher paying professionalsnknow how to delegate and leverage and they will use thisntechnique to test you. Be friendly with thei
administrative assistants, receptionist, or othe
gatekeepers but don't bribe them with flowers or somethingnto get in the door. That worked years ago but the trend nownis tacky. And, yes, they will always report your languagenand behavior back to their paycheck controller.

4. The higher their status, the more likely they will benvisionary people. Learn how visionary people think, thei
viewpoints, and language. Visionaries surround themselvesnwith people who believe in their visions. Listen to thei
visions and respect them. They have the wherefore to makenthem happen. Support their visions in any way you can.
Provide something that answers a step to their vision, evennif it something outside the scope of your service ornproduct. Do they need a referral or can't find something,ndo the research for them.

5. The higher you go, the more they expect from you
service. They expect special care and outstanding service.
They know their money can buy it and they demand it. Don'tndeliver anything less. They know what you provide and whatnyour competitors provide; you must know this as well.

6. Integrity is usually one of their top five values.
Always keep your promises and they will keep thenrelationship. Even if they break theirs, you will need tonkeep yours. The higher you go, the less you ever want tonbreak a promise. You probably will not get a second chance.
It’s like sitting in Donald Trump’s boardroom and he says,
"You're fired."

7. Don't brown nose. It’s a cabbage thing. If they smellnit, they will either quick answering your calls or play younfor entertainment and then toss you away. If you get thisnlabel, just move on.

8. People that earn more money substitute the word "mistake"nfor "learning lesson." If you don't share this philosophy,nchange it. It’s a good one to change any way. Theynexperience life and don't worry about the valleys. Thenmistake belief holds an underlying fear. Fear is energy andnhas a smell, and they sense it, easily.

9. Their first response to your proposal will always be "howncan they do it with their own resources." Expect this to bentheir first immediate thought. Prepare to be able tondemonstrate what you offer is what they can't find withinntheir own resources -- they can't match it without moreneffort or a different focus. This will earn you brownienpoints towards a sale.

10. The higher the stature, the higher leveraging skillsnthey learned. Leveraging also includes negotiating. Thennumber one skill I recommend people getting in business isnto learn how and when to negotiate and how people think whennthey are in negotiation mode. The game changes withndecisions need to be made and the cards are on the table.
Higher paying clients don't connect business and pleasure.
You will want to learn how to do the same. They may win innbusiness and have drink with your afterwards. Learn to letngo quickly.

11. The first "no" is always a test. Don't take itnpersonally or as the final answer but make sure you have thenright match. Listen if they say no and give three reasonsnwhy not. This is a firmer no and they are telling you whatnthey need (the reasons). It’s your turn to tell them if youncan answer those reasons. If not, you loose, negotiationnover.

12. When you are looking for higher paying clients, look fornpeople who see your product or service as not only valuable,nbut also essential to their goals or objectives.

13. Know what your service or product is worth and stand bynthat value. Discount isn't in your vocabulary or theres.
Don't make it yours and speak of it first or even second.
Only speak of it if they are willing to show you the moneynnow and it leads to a higher value for something.

14. Remove the "under earner" mindset behind. If you havenmore money then they do because of what you do, don't talkndown to them, or make them feel inferior in any way.

15. Make it easy for them to work with you. Remove anynhoops or extra steps that take up their time. They are veryntime sensitive. If it takes chasing you down by phone, theynwill not bother. If you don't answer their emails within ancomfortable time for them, they will move on and accomplishnwhatever was on their agenda without you. When they doncontact you, rest assured, it’s important. They don't wastentheir time.

16. Decide in advance, how you are going to hand anynrejections or protests. What, when, where and how will younfollow-up? What back doors can you come in from -- withnintegrity, of course?

17. High presentation quality required. If they feelncomfortable seeing a slide presentation, don't use a hand-ndrawn flip chart. If you don't know, ask a few of thei
current suppliers and a staff member.

18. Set up a sophisticated referral-marketing program. Itnreally is who you know in their circle. Find their circlenand consistently show up. Not to market but to buildnrelationships and make connections. When they like you,nyou're in.

19. Be confident about your attraction. Feel the energy ofnthe universe, sense it’s attraction, remove any doubt andnbelieve in it 100%. Know that it will occur and allownattraction to enter and be a total part of your life andnbusiness.

Are you ready for this step up? Attracting higher payingnclients when you previously didn't, takes commitment,nplanning, and changing. Jump in without the all thenanswers, and tweak. It’s guaranteed to work, that’s the waynthe Law of Attraction works.