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8. They don't have the word "mistake" in their vocabulary.
Everything to them is a "learning lesson" and is connected
to a price tag. If you are even harboring some person
beliefs of making mistakes, they will sense this as fear.
And since fear has a special energy/vibration they have keen
senses for it.
9. Their first response to your proposal will always be
"how can they do it in house themselves." Expect to be able
to demonstrate the specialness and if you can particular
show how it can be completed in-house, the more brownie
points you earn. The higher your expertise or specialties
the less chance they can "create it in house." This is
because higher paying clients tend to gravitate to
specialists.
10. The higher the clientele, the better their leveraging
skills are. If they can figure out how to leverage it
better and cheaper, you will lose. This isn't always true,
most times if they have too much on their plate already and
don't want to spend their focus time away AND they like you,
you can get the sale.
11. "No" is a test. Don't take anything for granted.
Flexibility and diversity are important in riding out the
storm.
12. Find clients to whom your work is not only valuable,
but essential to their goals.
13. Know your worth and stand by it.
14. Remove the "under earner" mind set.
15. Make it easy for them to work with you. Remove any
hoops or extra steps that take up their time.
16. Decide in advance what you're going to do if they don't
accept your higher fee.
17. Presentation level needs to be on their level or
perceived to be there.
18. Rely more on referrals for this market.
19. Be confident and know you can attract them. Feel and
allow the possibility without question -- 100%. Remove any
doubt.
(c) Copyright 2004, Catherine Franz. All rights reserved.
About the Author
Catherine Franz, is a certified life and business coach
specializing in marketing and writing,Internet and
infoproduct development. For other articles, and ezines:
http://www.AbundanceCenter.com.
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