I have a direct challenge for you.  I want you to raise your prices.  And keep doing so until you find major resistance from your prospects.

And yes, I can hear some of you saying, I can’t do that, I’d lose business.

The reality is you won’t.

The first step in raising your prices is your own self belief.  Because the first sale is always to yourself.

Do you truly believe that what you provide is worth what your clients pay for.  Do they get tremendous value.

That self belief will transfer to your prospects.

So here’s an exercise we get all our clients to do.

Start imagining you’re raising your prices.  Keep going up in steps until you feel a lot of internal resistance.  This is your own money thermostat.  Your own limiting belief.  Trust me, it’s not what your market believes.

Now go out and test the new price on a few prospects.  Do it with absolute conviction. And I’m sure you’ll be pleasantly surprised.  And then wonder why you haven’t done this before.

We’ve just put a new client through this exercise.

He was giving away the first 2 hours of his time developing a web strategy for prospects.

Now he’s charging $800 and getting no pushback whatsoever.  He demonstrates the value and clients are happy to pay.

We’ve done this in other industries like financial planning and accountancy where traditionally consultants gave free introduction sessions.

So take the leap.  Put your prices up.  You’ll never look back.

Now, two final things.

Putting up your prices means you make more by servicing fewer clients and therefore you can afford to sell less.

We have a spreadsheet which outlines this.  If you’d like a copy, drop me a note.

And if you’d like our help determining your value proposition and how to articulate it bringing in more clients, our MPS 90 day program delves deeply into marketing, prospecting and selling professional services that will boost your growth.  We guarantee it.

Drop me a note and we’ll discuss it in more depth.

Till next time, this is Rashid Kotwal.

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