How To Make More Money

Get clients and make more money

Increase your business revenueToday’s blog is all about that magical ‘M’ word, M-O-N-E-Y and what anyone selling a service (ie coaches, therapists, trainers, healers, web designers, consultants etc) can do to make more money and grow their business.

To begin with I'd like to tell you a story about a conversation I had with a client, which is why I’m writing this. This isn’t the first conversation I’ve had that goes like this and I’m willing to bet it won’t be my last…

As you read it think about what your answers would have been. Here goes…

Conversation with a Client

Me : “So Brenda*, what’s your biggest challenge in your business right now?”

*Name changed for privacy reasons.

Brenda : “I’m not getting enough clients.”

Me : “And what does not getting enough clients mean to you?”

Brenda (she’s getting fidgety) : “You know, ummm, well…I’m not making enough, you know money.”

Me : “So how much money are you making in a week?”

Brenda : “It depends really, some weeks around $2000 but most of the time it’s less than $500”.

Me : “Okay, and how much money do you want to be making?”

Brenda (she’s really starting to squirm now) : “Oh…. I don’t know, (long pause) just enough to live comfortably.”

Me : “How much money do you need to live comfortably?”

Brenda : “Oh you know… (another long pause) enough….”

Let’s pause it there because that should give you a good idea of where this story goes.

Money, it’s a word that has so much meaning attached to it, too often negative and largely due to what we saw and heard as we were growing up…but that’s a conversation for another day.

Today is all about how you can make more money in your business.

It’s About Helping Others

For a large majority of service based providers – especially those in the self help and personal development arena – it’s not about the money, it’s about helping people (and I know this first hand because this used to be my catch cry too).

But, and this is a BIG BUT if you haven’t got clients coming through your door, who are you helping?

Empty diary means you need to get clientsNo-one, not a single soul, the phone isn’t ringing and you’ve got an empty diary. Or you’re seeing the odd client but you’re not making the money you need to cover your bills, so something needs to give…

Let me explain something that completely changed my mindset, and something I know has helped a huge number of our clients.

Sales = Helping

It was Ben Harvey I heard say this and it really stuck with me.

The moment I heard Ben say this something inside of me shifted. It was a defining moment in how successful my therapy practice became and I hope it will have a similar impact on your business too.

Read it again and again…

…until it completely resonates with you 

Sales = Helping.

The more you sell your service, the more people you help and the more people you help, the more money you make. The more money you make the more people you can choose to help.

Can you see how it snowballs and becomes a win – win – win situation?

How You Can Make More Money

With that in mind, lets look at how you can make more money in your business.

There are essentially only 2 ways you can increase your income when you sell services.

You can:

  1. increase your prices, or
  2. see more clients.

Or, you can do both.

Increase Your Prices

Make more moneyLet’s begin by exploring the possibility of increasing the prices you charge. You might want to get a piece of paper for this exercise.

  • How much are you charging at the moment? (If that per session or per hour)
  • How did you decide on this amount originally?
  • What are other service providers in your niche charging?
  • Do you sell sessions or do you sell programs (a block of sessions)?
  • What is the value of your service to your client (time, money, emotional)?
  • What does an average tradesman charge (ie a plumber or builder)?
  • What does a professional charge (ie a lawyer or a specialist doctor)?
  • Do you consider yourself a professional? (I hope you’ve answered yes)
  • Are your fees closer to the tradesman or the professional? (You did say yes to the above question, didn’t you? That’s where your fees should be closer too…)

Using these questions and the following 3 tips come up with a figure you should be charging?

Tip #1 – When you sell a package (X number of sessions) that solves your clients problem you can charge based on the value of the outcome for the client.

Tip #2 – When you say your new amount out loud and it feels like it gets a little stuck in your throat then chances are it’s the right amount.

Tip #3 – Your clients will value your service more when you charge more and therefore get better results.

So…what’s your new pricing structure?

I’d love to hear how you go with this exercise, because of the sensitive nature of this topic you can contact me by email by clicking here.

See More Clients

The other way to increase your income is to get more clients.

How to get more clients is the number 1 question we get asked, and you know what…

Getting more clients isn’t as hard as it seems.

In fact you only need 2 things.

  • An Audience of Potential Clients (traffic), and
  • Great Content to attract them and win them over.

Traffic + Great Content = More ClientsTraffic plus great content equals more clients

We have created a checklist that covers 16 points we used to 4x our leads (leads come from traffic), to get your copy click here (you’ll be asked for your name and email so we can send it to you).   

Let’s re-cap, selling = helping.

Create a rippleYou can increase your income by either raising your prices or by working with more clients, or you can do both – raise your prices and see more clients.

Make it a win – win and keep the ripple going. Let’s all make a difference by selling to and helping even more people…

4x leads

About The Author

Elly Hurley

Elly is a Co-Founder of Nudge Marketing, a marketing training company owned and run by women showing small business owners how to grow their business by driving traffic, generating leads and building automated marketing funnels to sell their services and products. As a Certified Digital Marketing Professional, Ontraport Certified Consultant and an NLP Trainer, Elly offers a holistic approach to business - possessing both the technical and behavioural knowledge required in this digital age. Visiting Facebook HQ and signing the wall is on her Bucket List.

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