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If there’s one mistake that new—and sometimes even established—business owners make, it’s them failing to develop a clear vision of their ideal client. Too often we think our service or product is “for everyone.” And while it might be true that everyone could use your help, it’s simply not possible for you and your brand to appeal to everyone. Your prices might not be in line with what some can afford. Your branding might not resonate with others. Your story may not touch everyone with the

Imagine two stores sitting side-by-side in a popular shopping mall. One is your go-to shop for just about everything. They sell garden tools, candy bars, T-shirts, car parts and baby bottles. The other is more exclusive. In fact, the only thing they sell is chocolate. Belgian chocolate, Swiss chocolate, dark and milk chocolate and chocolate covered nuts.  If it’s chocolate, they stock it. And if it’s not chocolate, you won’t find it on their shelves. At first glance, you might think that the chocolate store is limiting

No more ROI: The real way to sell high-priced packages. Educators, health & well-being practitioners and other service providers from charging what they’re really worth? It’s that all-too-common belief that “I am not a salesperson.” Combine that with a healthy dose of “It’s rude or uncomfortable to discuss money,” and you can see why it’s just easier to keep your rates low. I am sure you know what I mean. But, now it’s high time to think of your services from a different angle. It is not about

It’s happened to every 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 service-based businesses, the first response is to lower their rate. After all, they reason, the client really does need my help. Plus, it’s good karma, and they’ll talk about me with their friends, and refer business to me later.