I’ve mastered the art of firing a client (maybe one day I’ll share my template). Most would think, “Huh, fire a client?” Yes, sometimes it’s necessary. But that’s another blog post for another day. Today I want to share the top two reasons that I’ve been able to fire top producing clients each year and still increase my revenue by 20% or more. Some years I doubled it, but in no year has my revenue seen less than a 20% increase.
The top two reasons: 1) I know my worth (pt. 1) and 2) I’m continually investing in myself (pt. 2)!
Do you know your worth?
My mother (and grandmother) taught me to be confident in my abilities. I was created with unique abilities to meet the needs of others. We all were. But what sets me apart is that I am very aware of what those abilities are and I am not ashamed of acknowledging what they’re worth. Many times for women, we downplay our worth; especially when it comes to pricing our products and services. A man with less experience and less know-how will almost, always price himself at a higher price point than a woman. To get a woman to price her products or services at the price she’s worth, is like pulling teeth. How do I know? Because I’ve been there (and, honestly, in some areas I’m still there).
I would encourage you to take a moment one day to go through the following steps:
- What’s your top selling product or service?
- Define your niche?
- Check out others in your industry and their pricing?
- Of the top two or three priced at higher price points than you, what sets them apart?
- Do they have more experience than you?
- More education?
- Are their services provided in a more excellent way?
- If you’ve answered no to all of these questions, then why are you priced lower?
- If you’ve answered yes, we’ll get to what you need to do in pt. 2 next Sunday.
My top selling services are Consulting CFO and 501(c)(3) Nonprofit Administrative services. Can you guess why these might be my top sellers and why I’m priced accordingly?
- Masters in Accountancy | Wake Forest University
- Post-Graduate Certification in Nonprofit Management | University of North Carolina at Charlotte
- Juris Doctorate Candidate
- A decade of experience in the nonprofit industry
- Big 4 Accounting Experience
- Client case studies showing successful results in CFO services for clients with budgets ranging from six-figures to over a million dollars
- I pride myself in providing my services in THE MOST EXCELLENT WAY! No excuses!
Because I know the sacrifices, money, hard work, and dedication that each of those items listed above took for me to master, I won’t settle for the client that doesn’t appreciate what I bring to the table. A lot of times we hold on to clients for the monetary gain not realizing that the same client is draining the life out of us. One of the best pieces of advice that I could give to you is never, ever hold on to a client for that reason only. If the only reason they are a client is because of the revenue that they provide, you won’t be in business long. And if you are, you will most likely be miserable if that remains your philosophy.
My best clients realize my worth and when I make the decision to terminate the relationship with those that don’t realize it, I make room for others who do. It is almost like the picture below. We’re sometimes so busy holding on to something we think is irreplaceable that we can’t see past it to know that there’s an opportunity so much better if we’d just let go.
I’m encouraging you to take the last couple of months this year to start acknowledging your worth and to LET GO! Check out part 2 next week.
PS – For those of you joining me on the PURPOSE Party, we’ll work through some of this together. So get a head start and take a stab at the questions above. Also, I haven’t forgotten about those of you who haven’t signed up yet but plan to come. FLASH SALE deets coming soon!