The Art of the Discount: How to Never Lower Your Rates Again

More Projects = Less Profits…

Hey! I’ve been browsing other peoples blogs today… well just dove in, clicked a link randomly and found an article about More Projects can lead to Less Profits.

You know! There right on the money with this.

I’m tempted myself often to start to many things and not fully develop what I already have going…

3 of my main sites actually tie into each other:

Ideas That Fly

Free And Stuff

Dev Builder

All 3 of those sites have one purpose. To help people make money on the internet by providing tips, advice and quality products and services…

I have so many ideas for little niches that I would love to enter. I have a number of URLs that are just waiting for me to develop, BUT…

I could direct that energy at making what I already have better…

Something that has even made me think today…


 

Private Label Rights To This Audio

Who Is Sean Mize. Initially made his “claim to fame” on ezinearticles by writing ~ 1500 articles his first 10 months in the business, then by hiring writers to write another ~23,500 – Next, Sean developed a virtual coaching program system designed to make it super easy for someone to coach 100% from home with just a telephone and an internet connection, and then wrote a book, Anyone Can Coach, to teach the system.

Now he teaches online marketers with established businesses how to increase email conversion, sell more products, create coaching programs, and automate revenue through emails.


 

The Art of the Discount: How to Never Lower Your Rates Again

It’s happened to every coach and service provider at one time or another—probably more than once.

You offer a proposal or contract, only to have your potential client respond with, “That sounds great, but I can’t afford it.”

What do you do?

For a lot of coaches, their first response is to lower their rate. After all, they reason, she really does need my help. Plus it’s good karma, and she’ll talk about me with her friends, and refer business to me later.

Maybe, but more likely than not, what you end up with is a client who takes far too much of your time, for less money than you deserve. You wind up resentful, and wondering why you aren’t earning the living you know you’re capable of.

Sound familiar?

I want you to make a promise to yourself right now that you will never again lower your rates to appeal to a client. Doing so devalues your services, makes the client less likely to follow through, and worse, makes you feel terrible later.

Now, I’m not saying you can never offer special deals. But I do want you to change how those offers are made. Here’s how it works.

If your coaching package includes:

  • 1 45-minute call per month
  • 1 email per day
  • 1 in-person meeting per quarter
  • and 1 mastermind retreat per year

and your potential client claims to not be able to afford your asking price of $1,000 per month, rather than offering to reduce the price, you offer to reduce the price and the package.

So the offer you make to her now includes everything BUT the mastermind retreat. Or everything BUT the in-person meeting every quarter.

You have not lowered your rates so far that you feel used, but at the same time, you’ve worked with her to create a plan she can afford. It’s a true win-win for both of you.

The same technique can be used for any type of coach or service provider, unless you’re charging strictly by the hour. If that’s the case, take a look at how you can reduce the number of hours you need to invest while still providing value.

For example, rather than offering four one-hour calls, change your plan to just two calls, with email follow-ups. She’ll still get plenty of value, and you’ll free up some time by inviting email questions rather than blocks of time on the phone.

Next time you’re asked to reduce your rates for anything, take a close look at how you can also reduce the work you’ll be doing. That way you’ll never feel as if you’ve been taken advantage of, and your clients will still get great service.

Have you been struggling to handle the technical side of your internet business?

Try http://www.6nd.net