Are you a talented lawyer who struggles when it comes to charging? If so, fear not, you’re definitely not alone. I struggled with that too. Maybe you don’t really know your value or perhaps you’re too modest or possibly you’re just not able to get your clients to understand the value you provide.
No doubt, you’ve heard it before – focus on value, not on price. The question is are you doing that or not? Fear dominates the world of commerce – there’s always someone willing to do it cheaper. So let’s get straight to the point – no shilly-shallying; time to make a decision and the sooner the better.
If you really want to learn how to charge what you’re worth, let me reassure you that, whatever your problem, it can be resolved.
Let me share 5 of my secrets with you. Secret 1
Don’t be the person doing it cheaper. That’s it! Make that decision and stick with it. If you do, you’ve successfully jumped over the first hurdle. Well done.
It’s not easy for you to understand your value. The longer you’ve been in practice, the easier it has become to you, the more you take your expertise for granted. That’s just human nature.
Spend some quality time, preferably with someone who can help you, to reflect deeply on the true value you provide for your clients. Make this a priority – if you don’t, you may well be losing out on revenue which is rightfully yours.
Ask yourself the following: “What’s the value I bring to my clients?”
If you don’t understand your value, it will be unlikely that your clients will either. Understanding your value is something which takes time – it’s not necessarily a quick job and I would also recommend you review it on a regular basis.
Are your clients the sort who will pay you on value or are they looking for cheap and cheerful?
If it’s the latter, you’re clearly working with the wrong clients! Whatever your services, there will always be someone charging less and those who charge more. Decide to only work with clients who really appreciate your offering and are willing to pay accordingly. This means that you must be willing to turn potential clients down who do not fit into this category.
This may seem challenging at first; however, paradoxically, very often it turns out that clients who are particularly price-focused are usually the ones who are also the most troublesome.
Working with this sort of client erodes confidence, creates self-doubt and makes it harder to find clients of the right calibre. It’s a vicious circle which needs to be broken.
This may well mean making some radical changes in your business to be able to achieve this.
Eliminate limiting beliefs
You’ll need focus, patience and determination to get where you want to. Moreover, it’s not just about marketing and what you do practically; it’s also vital to work on yourself. If you fail to do this, you’ll potentially limit your revenue and feel frustrated into the bargain.
What limiting beliefs do you have which are getting in the way of your success?
Write them down.
Find a coach to help you overcome them.
One of my clients, let’s call her Anne, is proof of what I’m saying. She said that she is now successfully charging her clients top fees, whereas before, that wasn’t happening. Even though there are others in the marketplace willing to charge significantly less, (their competence level may or may not be as good as hers) because she now understands her value, both consciously and unconsciously, and has no qualms stating her fees, she is able to charge her true worth.
Get help! You can’t do it alone. Be willing to invest in yourself and the business and see it flourish. And remember, asking for help is a strength and not a weakness.
I’m Vanessa Ugatti, author of Amazon Best Seller, True Worth: How to Charge What You’re Worth and Get It. I help accountants, lawyers and consultants to generate more income, have more time and create more freedom without having to get more clients, do more work or compromise value or values.
Ready to talk?
For an initial no-obligation chat, call 00-44-1202-743961 or to order your complimentary copy of Amazon Best Seller click here