Would you rather work with ten $20,000 clients or eighty $2500 clients?
Yes, I said eighty.
The question is kind of no-brainer, isn’t it?
They’re the bedrock of a lucrative, less time-consuming business.
But how do you get them?
How do you keep them?
Filling your business with high-end clients requires focus, skill and smarts.
But here’s a start-up guide.
Where Do You Find Them?
Jeff, a business coach, was obsessed with trying to find where his high-end clients were “hiding.”
Maybe if he hung around the yacht club, or polo matches?
(He seriously considered this.)
It wasn’t until he stopped asking where they were, and created a dazzling program that solved a tough problem for million-dollar business owners, that he began to sign high-retainer clients.
1. Create The High-End Program First.
This seems so simple, yet few people take the time to do it. Go ahead and create a $10,000 or $15,000 program.
You don’t have to offer it. Just create it, See what it feels like.
If you wanted to attract people who drive Ferraris, you’d sell Ferraris, right?
So build your Ferrari.
(Apologies to Bug lovers everywhere).
Here are 6 elements of a High-End program…
2. High-End Clients Expect Quality.
High-end clients do not care for cheap solutions – they don’t trust them.
If you are at the top of your game and you offer an A-list packages, your wealthy clients expect to pay your fees.
They may want a deal, but they are not shocked or turned off by the price.
Mahatma Gandhi said, “It is the quality of our work which will please God and not the quantity.”
Quality attracts high-paying clients.
They can go anywhere for their service. Why should they come to you?
Add details to your package that make it outstanding,
- How many hours?
- VIP day?
- Special 2-Hour Intake?
- Email support?
- Ongoing Client appreciation*
- Ongoing Client assessment of wins and gains
- Access to your other programs?
- Special Mastermind Weekend(s) with other high-end clients.
What else can you add?
3. Show Them The Love.
The biggest reason high-end clients drift off to another expert is because they don’t feel the love.
* Make sure that your high-end clients continue to feel appreciated, cared for, thought about, and get “special” attention sometimes.
Measure your progress and celebrate results together.
Be sure they see what they are accomplishing with you.
Otherwise they might miss their own achievement.
I’m not talking about babying a high-maintenance nightmare client.
I’m talking about never getting complacent.
It’s a pitfall that will lose you great clients.
4. Look Like a Million
You, your site, and everything about you is first-class.
Reassure prospects who look for and trust quality.
Look like you could walk into your client’s boardroom, or polo club, and “pass.”
(It’s OK — you can look like a total nerd, just look and sound like a brilliant one.)
5. Use Media
If you have any media at all, use it everywhere.
As far as validation goes, it’s a “10.”
Media is so amazingly powerful it will bring you attention at twice the speed – online or off.
If you’ve been featured on local TV, radio and in print, you “must be” good.
Everyone unconsciously believes this, so use it to your advantage if you can.
Use any media. Online as well as off.
All media is validating and will bring you a faster response.
6. Get Rid of Your “I Don’t Belong” Thoughts.
Here are thoughts that will take you out every time:
- “OMG she makes $350K and I don’t.”
- “I don’t belong in her class/club/social circle.”
- “She probably spends $10K a year at the dermatologist.”
So how could she possibly be your client?
These thoughts are nasty and will keep you playing small forever.
If you don’t make a million a year, how could you possibly help someone who does?
High-Paying clients have bleeding, scary problems.
They just have different problems.
Focus your first-class solution on the problems that they will pay to solve.
If you’re a relationship coach, can you help an unhappy millionaire couple?
Of course you can.
If you’re a marketing expert, can you help a multi-millionaire business owner whose marketing is dead in the water?
Of course you can.
Again, you have to look, act and believe that you can serve your High-End clients..
And your program has to offer the value they expect, and then some..
How to Build a High-End Business