I’d like to tell you a story about one of my clients.
This client had already gotten to the point where he could make a premium offer. He could already sell a service at $100k to the exact people that he wanted to work with. And frankly, he already worked with some of the biggest names in his chosen niche.
That likely sounds like an ideal scenario for you right now.
However, this client had the potential to do so much more.
The challenge was that he’d convinced himself that $100k was the limit. He’d sold at that level, so he figured he’d have to stick there.
One day, we had a conversation about this idea of him being stuck at $100k. I took a look at his offer and told him straight – this is a $500k offer.
He wrinkled his nose a little and looked over the offer he already has. And he realized that I was right. He had a $500k offer that he’d massively undervalued. He made the switch to $500k and started selling at that level in the blink of an eye.
Why am I telling you this story?
It’s to show you that even people who already operate at the premium level can run into money mindset issues. They can have blockages that stop them from reaching the level that they should get to with their offer.
Now, let’s focus on you.
Right now, you’re likely struggling with the concept of making a premium offer, to begin with. And $100k from a single client seems like a big ask based on your current model.
That’s only because you haven’t mastered the money mindset.
In this article, I’m going to share some tips that will help you along. But before we get to that, you need to understand the scale of the challenge you face.
The Big Money Challenge
The biggest challenge that you face with money is the perception that you have of its value. The simple idea of selling at $100k, $250k, or $1 million gets you hot under the collar. You feel like you can’t do it because your frame of reference doesn’t allow for it. You’ve never sold at that level before, and you’ve never worked with clients who’d invest at that level. This creates a preconceived notion that premium clients don’t exist in your niche. You’ve never had to challenge your perception of money because you haven’t needed to. That’s because you simply make offers at a lower level and people take them. Overcoming this perception is one of the biggest hurdles you face when creating a premium offer. You need to recognize that your preconceived notions don’t serve you. They’re not representative of every single client in your niche. And no matter what that niche is, there’s a subsection of premium clients who will invest $100k or more in the value that you offer. But I understand that it’s a difficult concept to grasp when you haven’t worked at the premium level before. That’s why I have five tips that will help you master the money mindset so your preconceived notions will stop holding you back.
Tip #1 – Believe in Your Value
Believing that you offer enough value to justify a premium price tag is so important.You’ve got to get inside the head of your ideal client and work out what they want from your offer. What are their deepest desires and how can you make them come true?More importantly, you also need to get clear on the perception that your ideal client has of your offer.Let’s assume that you grew up in an environment where money wasn’t always easily available. Later, you started a business and didn’t have the premium level of success that you wanted. Furthermore, you’ve never made an investment on the same level that you’re going to ask a client to invest in.All of these scenarios create the preconceived notions that I talked about earlier. Plus, they make it harder for you to see the value of your offer in the context of how your ideal client perceives it.That’s because you’re seeing it instead through the lens of somebody who’s never invested at that level.Know that you’re the expert in your niche and you offer something that nobody else can. More importantly, know that the people you’re going to work with have a different perception of money compared to the one you have right now.And know that you have every right to feel confident in the value and transformation that you provide.
Tip #2 – Don’t Listen to the Gurus Who Tell You That Premium Tops Out at $25,000
There are a lot of gurus out there who claim that premium offers top out at the $25,000 range. They’ll even tell you that you’ll only hit that sort of number if you’re really lucky.Some gurus also try to tell you that making $2,000 offers is the right way to go. They teach that high volume at this low level will allow you to build a strong business.There’s no rhyme or reason to this line of thinking. A lot of people have achieved some level of success at these levels. However, the notion that you can’t make an offer above $25,000 isn’t accurate at all. In many cases, that type of offer undervalues the transformation that you’re capable of creating. Having this type of limit in your mind creates another false notion. You have so many gurus telling you that it’s not possible, so you don’t try to go above $25,000. But I’m living proof that it is indeed possible. And my clients, including the man I introduced you to at the top of the article, also prove that $25,000 is not the top-end.
Tip #3 – Understand That There’s a World of Clients Willing to Invest at a Premium Level
I know that the gurus haven’t got it right because I followed their advice when I started my business. I sold myself at the $6,000 and $15,000 level because I bought into their guidance. But as I worked my way up, something in the back of my mind told me that there has to be a better way. For me, reaching the level I knew I could reach involved leaning on my experience selling sponsorship packages. That’s when I realized there’s a whole world of people and businesses out there who’ll buy at a premium level. I finally understood that I’m a maverick and I’m the best at what I do. But most importantly, I realized that there are people out there who see the value in my work. That’s what you need to understand, too. There are people in your niche who operate above the level of the clients you’re targeting right now. And they’re the ones you need to find.
Tip #4 – Don’t Let Somebody Else’s Perception of Value Affect Your Own
When I made the transition to premium offers, I let go of the old perceptions of my value. I realized that those perceptions didn’t come from my own understanding of my value. They came from somebody else’s.I’d allowed others to influence my own beliefs around the value of money and my position in the market. I’d followed the gurus and allowed the wrong segment of the market to determine my price. That’s what’s happening with you, too. You’re talking to the wrong people, which means you can’t see the real value of what you bring to the table. You’re trying to sell your best work at a low-ticket value, which reinforces the perception. The lesson here is to know what you’re worth. Don’t allow other people’s opinions of your value to influence your own perception of it.
Tip #5 – The Authentic You Is Worth Money
You need to spend time around people who operate at the premium level. But that concept brings challenges of its own. In your mind, you believe that you can’t interact with people at that level. You don’t know any of those people right now and you think they’re going to disregard you if you try to talk to them. That’s not the case at all. People at the premium level are the same as you or I. They don’t care if you turn up wearing diamonds or show up in casual clothes. What they care about is that they’re getting the authentic version of you. They care about the expertise you bring to the table and the transformation you create. Don’t feel like you need to change who you are to connect with these people. You simply need to change how you perceive them and the way that they see money.
Mastering Mindset Leads to Results
Mastering the money mindset is one of the most important things you can do when creating your premium offer. The key lesson here is that your understanding of the value of money differs from that of your ideal client. You can’t allow your preconceived notions influence how you operate within your niche. Instead, understand that there are people in that niche who want the value you provide and will pay a premium for it. How do you access those people? That’s where we come in. With Iconic Influencers, you’ll learn how to hypertarget and intentionally market to your ideal client. To find out more, watch our latest Masterclass.
