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[Video] Flip It! Are You Charging Too Much?

[Video] Flip It! Are You Charging Too Much?

For many entrepreneurs and business owners, especially when you’re first starting out, the tendency is to charge too little.

Which is why one of the first pieces of advice new entrepreneurs hear is “You’re not charging enough–raise your prices!”

But, my friend Morgana Rae has a different take. What she says is to NEVER charge too much. She believes it will always be easier to ask for — and receive — less than the value you give.

So. she turns it around and asks instead: What would it take for you to charge large amounts of money (even tens of thousands of dollars) and still provide more than enough benefit and value to never feel an inner conflict or guilt?

That’s a great question if you’re ready to start charging large amounts of money.

But what if you’re not?

What if you’re barely making ends meet despite working all the time? What if it’s so bad you find yourself resenting your clients or resenting your business because all you do is work and have nothing to show for it … and you’re still uncomfortable with the idea of raising your rates?

Maybe you’re afraid you’ll lose work. Maybe you think you’re already priced too high compared to your competition? Maybe you’ve even tried to raise your prices and it didn’t work out so you think you’re stuck.

Well I’d like to invite you to encourage this question — maybe the problem is you ARE charging too much?

You might be thinking — how can that be? I’m barely making it as it is.

Well, if you truly believed in yourself and the value you provide to your clients, then you’d likely be charging more.

And the reason why you’re not is because somewhere, deep inside, you don’t believe you’re worth it.

So, what would it take for you to believe you have what it takes to charge more?

I invite you to take a moment to think about it. And, if you want a few more tips, take a moment to watch the video, too:

(And if you’re wondering exactly how you can get everything you want simply by flipping your perspective? Check out the first episode here.)

If you liked this episode, you may also like my “Love-Based Money and Mindset” book — you can check it out here.

Want More Clients? Here’s My Love-Based Getting Clients Checklist

Want More Clients? Here’s My Love-Based Getting Clients Checklist

Is there a secret “magical” button to getting clients?

I get this question a lot. And it makes sense — getting clients is the lifeblood for all businesses. But how do you do it?

Of course, there are a ton of answers. But because you’re here, I suspect you’re looking for proven ways to get new ideal clients in a love-based way … using methods that feel good to you and the people you’re hoping to attract.

That being said, let’s dive into my Love-Based Getting Clients Checklist:

• Know who your ideal clients are. 

Before you can attract your ideal client, you need to know who he or she is. And the best place to start is to get very clear on who your ideal client is (because your ideal client is different from your target market or niche).

• Know what is keeping your ideal clients up at night.

What, specifically, is bothering your ideal client? Does she want to make a big impact on this world? Is he searching for purpose? Is he tired of working double-full-time hours to make a part-time income? Is she exhausted from being in pain?

You must be able to dial in on their specific pain if you expect to be able to communicate how your product or service will help your ideal client.

• Know how your product or service solves this pain. 

How, exactly, does your product or service solve your ideal client’s main problem? For example, does it give her a process or system to reach the people she wants to serve? Does it give him clarity about his purpose? Does it offer a method for boosting his income while working fewer hours? Is it a new solution to help her get out of pain?

• Properly communicate how your product or service will solve your ideal client’s problems. 

Touch on pain, but don’t twist the knife.

Many heart-centered or spiritual entrepreneurs shy away from using pain in their marketing copy because it makes them feel “icky” or arm-twisty. But I’m a big proponent of using pain—respectfully—because it’s a great way to show your ideal prospects that you understand what they’re going through and that you can help them.

Of course, you don’t want to use fear-based emotions like shame or guilt when you’re mentioning their pain, and don’t use your copy to agitate their pain to the level of suffering!

Use your ideal clients’ language, not your own.

Don’t try to be cutesy when it comes to writing your copy. Instead, use the very same words and phrases your ideal clients would use. If you’re not sure what those words and phrases are, ask your ideal clients. Survey them, or ask them on your social networking channels or Internet groups.

Know where your ideal clients hang out, online and offline—and then hang out there, too. 

The first step to knowing where your ideal clients hang out is to get to know them on a really deep level. Once you know, you need to ramp up your presence in those places … even if they aren’t your favorite places (because you are not necessarily your own ideal client). If your ideal clients don’t have the chance to get to know you, by hanging out with you, then you’re going to have a tough time convincing them to work with you.

Connect with your ideal clients when you meet them—without trying to “sell” them.

When you meet your ideal clients, connect with them on a personal level. You may share your expertise or answer questions. Or, you may discuss your favorite books or TV shows, or your pets or hobbies. You may discuss your family life, your favorite city to visit, or your favorite foods. Letting people in on who you are is a huge element of the know, like, trust factor.

• Be accessible and visible, consistently.

It’s simple math: the more you’re “out and about,” whether it’s virtually or at networking events, the more opportunities you create to connect with your ideal clients. So whether you are going to networking events, hanging out online, or whatever you choose to do, be consistent about it.

• Follow up with the people who raised their hands and said they were interested in getting to know you or work with you.

Lack of follow-up is like leaving money on the table. Keep in mind that in today’s society, we’re all receiving countless messages every day. The volume is so great that many people don’t even hear these messages! So follow-up is key—again, it provides you with more opportunities to ensure your ideal prospects remember you, and remember why they were interested in the first place.

The more you get yourself out there, the more you share your voice, your personality, and your expertise, the higher the chances that you’ll land in front of your ideal prospects and ideal clients!

So, that’s the Love-Based Getting Clients Checklist — use it anytime you want to jumpstart getting clients in the door.

If this topic resonated with you, you may be interested in “Love-Based Copywriting Method: The Philosophy Behind Writing Copy That Attracts, Inspires and Invites.” It’s available at most online retailers. Learn more, here.

 

Your Elevator Pitch: 4 Mistakes You May Be Making, and How to Turn Them Around

Your Elevator Pitch: 4 Mistakes You May Be Making, and How to Turn Them Around

The elevator pitch. It’s one of the most important marketing tools for entrepreneurs. It also is the one that strikes fear into their hearts.

Why is it at once important and scary?

Well, because it’s a great way to explain what you do in a concise, intriguing way that could ultimately generate some business!

That is, when it’s done right. The good news is that you CAN do it right, with just a little bit of coaching. The great news is that I’m going to give you that coaching right here, right now.

I’m going to share four mistakes I see most often, as well as tips for turning those mistakes around.

Mistake 1: Your elevator pitch is all about you. You mention your credentials or education, or the name of your proven system for change.

How to Turn It Around: Your elevator pitch should focus on your ideal client. Period. For more on how to do this effectively, keep reading!

Mistake 2: Your elevator pitch misses the point. So many elevator pitches focus on a specific system or offering, and they end up missing their mark. So what is the point? The point is that YOU understand a specific problem your ideal client is facing, and that YOU are equipped to help him solve it.

How to Turn It Around: Your elevator pitch should touch on one or two items that are keeping your ideal client awake at night: a specific problem that YOU (and only you) can solve. You can mention the pain your ideal client is experiencing, or the transformation he can expect to experience, or a combination of the two.

Mistake 3: You try to make your elevator pitch creative. Of course, it should have energy while describing the transformation you provide, and for whom. But don’t try to be cutesy!

How to Turn It Around: Keep your elevator short and to-the-point, and be sure that it explains what you do—clearly!

Mistake 4: When your first elevator pitch isn’t effective, you give up rather than testing different versions to see which one does work.

How to Turn It Around: Test, test, test! The only way to really know what works is to let the market tell you. Practice your elevator pitch on your ideal prospects and see how they respond. Test and adjust until you get the response you want.

Finally, I know examples can provide a great foundation for creating your own elevator pitches, so here are some examples you can learn from:

Example 1:

“I am a business coach and a mom who has been in business for six years.”

Notice: This elevator pitch is all about the person speaking. Let’s shift it around so it instead focuses on mompreneurs and what keeps them up at night—life balance—and the potential transformation. It’s short and simple, and doesn’t try to be cutesy.

“I coach mompreneurs on how to easily balance being a mom with being an entrepreneur and feel great doing it.”

Example 2:

“My powerful system, SHIFT IT, gives people guidance to make big changes in their lives.”

Notice: You have no idea what this person does, do you? Is he a coach or a consultant or a shaman? This elevator pitch is not specific, and it focuses on the person talking, rather than the ideal client. Let’s turn it around by making it more specific, and positioning the speaker as the solution to the problems experienced by a specific group of people.

“I coach professionals in making the mental shift necessary to overcome their fear of the unknown and start their dream businesses.

Example 3:

“I guide seekers in living better by building better businesses.”

Notice: This elevator pitch tries to hard to be cutesy and clever. Let’s shift it so that it focuses on spiritual entrepreneurs and their concern about their businesses conflicting with their values. Again, we want to be clear—not clever.

“I coach busy spiritual entrepreneurs on how to build profitable businesses without sacrificing their core values.”

Example 4:

“I am a business coach with five years’ experience and a special certification in exercise as healing.”

Notice: We can’t tell, based on this elevator pitch, who this person works with or how she can help them. Let’s shift it around so that it’s more about the ideal client and the transformation he can expect to experience—the solution to one of his problems.

“I coach entrepreneurs in the health industry on how to incorporate health into their own lives so they can practice what they preach, enjoy business ownership, and earn great money doing what they love.”

Lots of entrepreneurs struggle with crafting effective elevator pitches, but I’m confident that when you follow the guidelines in this article, you’ll find that it’s not as scary or intimidating as you thought it was.

If this topic resonated with you, you may be interested in “Love-Based Copywriting Method: The Philosophy Behind Writing Copy That Attracts, Inspires and Invites.” It’s available at most online retailers. Learn more, here.

 

3 Tips to Getting Rid of Mind Chatter and Mental Noise, So You Can Finally Have Peace of Mind

3 Tips to Getting Rid of Mind Chatter and Mental Noise, So You Can Finally Have Peace of Mind

It happens to the best of us: mind chatter, mental noise, mental chatter … whatever name you give it, you’ve undoubtedly experienced it.

Maybe it happens just before you fall asleep at night, and you just can’t turn off your mind. You’re running through your to-do list for tomorrow, or going over and over a conversation you had with a client.

Maybe you’re so busy worrying over a looming deadline or a big project that you can’t actually get anything done! Anxiety sets in, and you’re stuck.

Whatever it is, you know this: you want it – that incessant mind chatter – to stop!

All you want is peace of mind, right?

The bad news here is that mind chatter happens. As entrepreneurs, we’re busy. We’re busy with work, family obligations, and the normal day-to-day life “stuff” that has to get done. There’s a lot to think about, a lot to worry about … and huge potential for mental noise.

You see, your mind chatter, or mental noise, is actually a sneaky version of your inner critic (or, as my friends Amy Ahlers and Christine Arylo call it, your Inner Mean Girl). It is there, looming in the dark, waiting for the right moment to step out of the shadows and show its scary face.

It doesn’t come right out and talk about your shortcomings; rather, it hints at them, making snide comments like:

  • “There’s no way you can get that all done tomorrow.”
  • “You’re probably going to forget something really important.”
  • “You really messed up that conversation with that client.”
  • “You know that project you’re working on? The client’s going to hate it, if you get it done at all.”

The good news is that you CAN put the kibosh on your inner critic. You can stop mind chatter in its tracks, and give yourself the peace of mind you so desperately want.

In other words, your peace of mind doesn’t have to be determined by your inner critic.

Today, I’m sharing three tips to stop mind chatter whenever it rears its ugly head. I’ll start with a quick, short-term fix, and move on to longer-term – and possibly even permanent – solutions.

Tip One: Flip Those Negative Thoughts into Positive Self-Talk.

When mind chatter shows up, quickly flip it around and replace the thought with self-soothing, positive self-talk that contradicts the negative chatter.

You wake up in the middle of the night, and immediately, your to-do list for tomorrow pops into your mind. It’s a doozy, and with the meetings and tasks you’ve scheduled, you’re not sure you can get everything done. But you also have this sense that you have to.

Before this mental chatter runs off with your peace of mind, stop it in its tracks. Some people say, aloud, “Stop!” or “Cancel,” and some people use these words silently. The key is to create a mental break in the pattern of mind chatter.

Then, turn those statements around into positive self-talk or affirmations (try saying them out loud, too!):

  • “I can do this. I WILL do this. I’ve got this.”
  • “I am calm.”
  • “I am capable.”
  • “I am checking these items off my to-do list so quickly!”
  • “I can solve any problem.”

As I mentioned above, this is a short-term solution. It will stop mind chatter in the moment, but it doesn’t necessarily address the underlying cause of the mental noise.

So let’s talk about another tip that’s designed to help you remove the fear from the situation.

Tip Two: Play out the Scenario until It Reaches a Silly Conclusion.

This exercise is one I shared in my book, Love-Based Online Marketing. It comes from my friend Therese Skelly, who’s an expert at identifying your core message and releasing the blocks that keep you from success, so you can make the difference you’re here to make.

When your inner critic steps in, it’s often in the form of fear. Back to that middle-of-the-night to-do list: it’s keeping you awake because you’re afraid of not getting it done. What does that really boil down to? Maybe it’s a fear of failure or a fear of letting someone down.

So once you’ve identified the specific fear related to your mental noise or mind chatter, ask yourself a series of questions about what that will look like.

Let’s walk through an example with the assumption that you’re afraid that you’ll let your significant other down if you don’t get to the store so you can buy food to cook dinner tomorrow.

Q: What are you afraid is going to happen if you don’t make it to the grocery store?

A: My wife will be disappointed in me.

Q: So, what’s the worst that will happen if she’s disappointed in you?

A: It means that I’ve let her down.

Q: So what is the worst that can happen if she feels like you let her down?

A: Then she won’t love me anymore.

Q: And what’s the worst that will happen if she doesn’t love you anymore?

A: Then we’ll have to get a divorce.

Q: And what is the worst that will happen if you get a divorce?

A: I’ll be alone and miserable for the rest of my life.

You see how this goes. You can keep going and going until you reach a conclusion … all because you ran out of time to get to the grocery store.

Here’s the thing: we know this isn’t going to happen. Your spouse won’t divorce you because you ran out of time to get to the grocery store.

For some people, the sheer act of going through this exercise allows them to see how baseless their fear is, which allows them to start moving past it.

This is an immediate and long-term solution. Not only does it stop the mind chatter while it’s happening, but it also helps you identify the root cause of your mind chatter and move past the fear. It can apply to any situation where fear shows up!

Tip Three: Stop the Story in Your Head and Breathe into the Emotions.

When you fall victim to mind chatter, you can quickly nip it in the bud if you stop the story in your head (you may want to use actual words here, like, “Stop,” or, “Cancel,” like I recommended in the first tip) and just feel the emotions you’re feeling.

This exercise helps break the emotional connection of the mind chatter.

For example, if you’re experiencing fear of letting your spouse down, or fear of failure, taking a moment to breathe into that fear can actually help you move past it.

Your fear may stem from some past trauma or other pent-up negative emotions you haven’t yet dealt with. But once you feel into, and breathe into, those emotions, you can begin to resolve them.

At first, mind chatter may continue to pop up when you face an event that triggers that old trauma or emotion, but over time, as you continue to feel and breathe into that emotion, it’s possible that the mind chatter will fade away.

The bottom line is that you don’t have to be a victim to mind chatter.

If you’re tired of falling victim to your mind chatter, I’d love for you to try some of these tips. And let me know how they work for you in the comments below!

And if you’d like more help breaking the mind chatter, my Love-Based Money and Mindset book may be perfect for you. You can check it out and grab your copy here.

[Video] Flip It! Does Money Love Speed?

[Video] Flip It! Does Money Love Speed?

Money loves speed.

If you hang out in the same entrepreneurial circles I have, you’ve likely heard this saying more than a few times.

Basically, what it means is you need to move fast in your business. Make fast decisions. Get new team members on board fast. Fire fast. Create products fast. Launch those products fast.

Fast. Fast. Fast.

Because the faster you move … the faster you make decisions … the faster you launch things to your community …

The faster your business will grow.

Which, of course means, the more money you’ll make.

So, that MUST mean money loves speed.

Right?

Or … is it true?

Take a moment to watch and decide for yourself.

 

We put so much pressure on ourselves to get things done NOW — if we want a business, we want it to be successful and thriving a few months after we open our doors. If making a million dollars is our goal, we want to be making it NOW. Not tomorrow, not next week, but immediately.

But — does it follow that just because WE want everything done yesterday that everything else in our life (such as money) also worships speed?

I’d love to invite you to consider your own relationship with speed. Is it something that actually helps you keep moving forward? Or is it actually getting in your way? And, if you’re feeling brave, tell me in a comment below.

(Also, if you’re wondering about the premise of the show and exactly how you can get everything you want simply by flipping your perspective — check out the first episode here.)

If you liked this episode, you may also like my “Love-Based Money and Mindset” book — you can check it out here.