How to Charge More and Get it!

by Kendall SummerHawk

Published on this site: August 10th, 2006 - See more articles from this month

"Charge more?!" my client exclaimed. "I don't think I could do that."

"Really? Why not?" I asked her.

"Well, because..."

What followed were umpteen reasons that sounded legitimate. Sort of. What I didn't hear was the real reason.

Fear:

Fear of being rejected and fear of being disapproved of certainly.

But the real fear is of not being good enough.

Fear of not being good enough is rampant in our country. I'm on a mission to UP our self-confidence, one business owner at a time!

So, shall we start right now?

Here are 3 simple ways to charge more and get it, plus feel confident about it!

1. Shift the focus where it belongs
   
   It's not your value you're charging for. It's the value of the results you're producing for your clients. There's only one way to do this and that's to investigate, thoroughly, what the value of those results are for your clients. In measurable terms. Really!
   
   
2. Give your fees the mirror test
   
   I love this tip! Stand up and take a look in the mirror. Now say your new fee out loud (there's no point in doing this with your current fee because I know it's too low). How do you respond? With a bit of a gulp? Or with the thought, "That's too low!"
   
   Keep upping the amount until you get to where you audibly gasp.
   Go down just a notch and there's your new fee.
   
   
3. Stop comparing what you charge to others in your industry
   
   Nearly everyone undercharges so if you're comparing your rates to others, guess what you're now doing too? Go back to tip 1 and 2 and you'll have a new fee that's appropriate to charge AND you feel confident about.

Kendall SummerHawk, the "Horse Whisperer for Business" delivers smart, savvy ways entrepreneurs can turn their hectic business into a smooth-running, fun, 6-figure money-making dream. To learn more about her book, Brilliance Unbridled, and sign up for more free tips like these, visit her site at: http://www.kendallsummerhawk.com