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You Charge an Awful Lot.

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You Charge an Awful LotAfter giving a prospective client a proposal for my services, and she said “If I look at your pricing, and the actual hours of your time I get, well, it seems like you get paid an awful lot per hour!”

Without missing a beat, we dove into her concerns and she agreed on the spot to sign on as a client. My biggest client to date.

As I hung up the phone, I thought, “WOW. A few years ago, her comment about my pricing would have totally freaked me out.”

What did I say to close the deal? Well, first of all, let’s travel back in time to how I would have responded earlier in my career. I would have started to justify or stammer or lower my prices (or all three) and it would have sounded something like this:

“Well uh, you see you have to understand that I, uh, work from home and, um have to pay for my own insurance and computer and taxes and I, you know, live in California where the cost of living is really high and, you know, I charge less than my competition, so you’re really getting a deal actually but well, I guess, if you want me to give you my best deal, why don’t we take another $1,500 off…”

Groan…

Now, compare that hot mess to how I responded this time:

“It’s so interesting that you bring that up and there are two things going on here that are opportunities for us. The first has to do with us working together and the second has to do directly with your business.

First, I’m glad you brought this up so I can clarify everything you’re getting in this program, and it goes way beyond the hours we spend directly working together. You will also get email access to review any documents or promotional materials you’d like feedback on. Your staff can also have access to me and be included in any of our coaching calls. In between formal calls, if you need support through a specific challenge, you have access. What you get is a dedicated coach so you can meet your goals faster, because you don’t have to figure it all out yourself.

Which brings us to the second opportunity. Why aren’t you charging more? If my prices seem high, I’m betting there is an opportunity in our work together to increase what you’re charging. You’re a 25-year expert running a million-dollar company – why aren’t you charging more? That’s one of the first things we should work on.”

Feel free to use this as a model the next time a prospective client hints that you’re charging too much for your expertise!

Speaker at Bell Gardens Chamber of Commerce

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TOPIC: Simplify Your Marketing: Create More Leads & Income by Doing Less  

Is your business running you? With so many marketing options, it’s tempting to try to do it all… but that only leads to frustration and overwhelm, NOT results. The good news? By doing LESS, your marketing can be MORE effective. Embrace the practice of simplifying, and you will get great clients and customers AND keep your sanity intact! Participants will learn:

  • How to identify the best marketing strategies for your business so you can stop wasting time on complicated schemes (ones that ultimately don’t work anyway!)
  • Why doing less marketing will give you more results, faster
  • The costs of making the most common marketing mistakes and how to avoid them
  • Significantly reduce or even eliminate resistance, wasted time, and learning curves in your marketing efforts

With more than a decade of entrepreneurial experience to her credit, Mary Cravets is a highly sought-after presenter who makes everyone feel like she is speaking directly to them with her engaging, down-to-earth style. She delivers practical topics that provide participants with simple, actionable ideas, plus the clarity and motivation to put them into action right away.

Mary is a Business Coach and Speaker who works with ambitious entrepreneurs who are too busy to grow, and helps them double their incomes and get their lives back. Mary’s entrepreneurial journey includes successful careers in Real Estate, Direct Sales, business-to-business Networking Events and now Business Coaching.

Recently a health crisis forced Mary to completely start over and revamp her business, and from the systems she created to weather the storm, she tripled her income while cutting her work hours in half. She teaches audiences and clients the same systems she credits for her current success.

Speaker at Bell Gardens Chamber of Commerce

Speaker at Bell Gardens Chamber of Commerce

by Leave a Comment

TOPIC: Simplify Your Marketing: Create More Leads & Income by Doing Less  

Is your business running you? With so many marketing options, it’s tempting to try to do it all… but that only leads to frustration and overwhelm, NOT results. The good news? By doing LESS, your marketing can be MORE effective. Embrace the practice of simplifying, and you will get great clients and customers AND keep your sanity intact! Participants will learn:

  • How to identify the best marketing strategies for your business so you can stop wasting time on complicated schemes (ones that ultimately don’t work anyway!)
  • Why doing less marketing will give you more results, faster
  • The costs of making the most common marketing mistakes and how to avoid them
  • Significantly reduce or even eliminate resistance, wasted time, and learning curves in your marketing efforts

With more than a decade of entrepreneurial experience to her credit, Mary Cravets is a highly sought-after presenter who makes everyone feel like she is speaking directly to them with her engaging, down-to-earth style. She delivers practical topics that provide participants with simple, actionable ideas, plus the clarity and motivation to put them into action right away.

Mary is a Business Coach and Speaker who works with ambitious entrepreneurs who are too busy to grow, and helps them double their incomes and get their lives back. Mary’s entrepreneurial journey includes successful careers in Real Estate, Direct Sales, business-to-business Networking Events and now Business Coaching.

Recently a health crisis forced Mary to completely start over and revamp her business, and from the systems she created to weather the storm, she tripled her income while cutting her work hours in half. She teaches audiences and clients the same systems she credits for her current success.

Speaker at Bell Gardens Chamber of Commerce

Speaker at Bell Gardens Chamber of Commerce

by Leave a Comment

TOPIC: Simplify Your Marketing: Create More Leads & Income by Doing Less  

Is your business running you? With so many marketing options, it’s tempting to try to do it all… but that only leads to frustration and overwhelm, NOT results. The good news? By doing LESS, your marketing can be MORE effective. Embrace the practice of simplifying, and you will get great clients and customers AND keep your sanity intact! Participants will learn:

  • How to identify the best marketing strategies for your business so you can stop wasting time on complicated schemes (ones that ultimately don’t work anyway!)
  • Why doing less marketing will give you more results, faster
  • The costs of making the most common marketing mistakes and how to avoid them
  • Significantly reduce or even eliminate resistance, wasted time, and learning curves in your marketing efforts

With more than a decade of entrepreneurial experience to her credit, Mary Cravets is a highly sought-after presenter who makes everyone feel like she is speaking directly to them with her engaging, down-to-earth style. She delivers practical topics that provide participants with simple, actionable ideas, plus the clarity and motivation to put them into action right away.

Mary is a Business Coach and Speaker who works with ambitious entrepreneurs who are too busy to grow, and helps them double their incomes and get their lives back. Mary’s entrepreneurial journey includes successful careers in Real Estate, Direct Sales, business-to-business Networking Events and now Business Coaching.

Recently a health crisis forced Mary to completely start over and revamp her business, and from the systems she created to weather the storm, she tripled her income while cutting her work hours in half. She teaches audiences and clients the same systems she credits for her current success.

Speaker at Bell Gardens Chamber of Commerce

Speaker at Bell Gardens Chamber of Commerce

by Leave a Comment

TOPIC: Simplify Your Marketing: Create More Leads & Income by Doing Less  

Is your business running you? With so many marketing options, it’s tempting to try to do it all… but that only leads to frustration and overwhelm, NOT results. The good news? By doing LESS, your marketing can be MORE effective. Embrace the practice of simplifying, and you will get great clients and customers AND keep your sanity intact! Participants will learn:

  • How to identify the best marketing strategies for your business so you can stop wasting time on complicated schemes (ones that ultimately don’t work anyway!)
  • Why doing less marketing will give you more results, faster
  • The costs of making the most common marketing mistakes and how to avoid them
  • Significantly reduce or even eliminate resistance, wasted time, and learning curves in your marketing efforts

With more than a decade of entrepreneurial experience to her credit, Mary Cravets is a highly sought-after presenter who makes everyone feel like she is speaking directly to them with her engaging, down-to-earth style. She delivers practical topics that provide participants with simple, actionable ideas, plus the clarity and motivation to put them into action right away.

Mary is a Business Coach and Speaker who works with ambitious entrepreneurs who are too busy to grow, and helps them double their incomes and get their lives back. Mary’s entrepreneurial journey includes successful careers in Real Estate, Direct Sales, business-to-business Networking Events and now Business Coaching.

Recently a health crisis forced Mary to completely start over and revamp her business, and from the systems she created to weather the storm, she tripled her income while cutting her work hours in half. She teaches audiences and clients the same systems she credits for her current success.

Speaker at Bell Gardens Chamber of Commerce

Speaker at Bell Gardens Chamber of Commerce

by Leave a Comment

TOPIC: Simplify Your Marketing: Create More Leads & Income by Doing Less  

Is your business running you? With so many marketing options, it’s tempting to try to do it all… but that only leads to frustration and overwhelm, NOT results. The good news? By doing LESS, your marketing can be MORE effective. Embrace the practice of simplifying, and you will get great clients and customers AND keep your sanity intact! Participants will learn:

  • How to identify the best marketing strategies for your business so you can stop wasting time on complicated schemes (ones that ultimately don’t work anyway!)
  • Why doing less marketing will give you more results, faster
  • The costs of making the most common marketing mistakes and how to avoid them
  • Significantly reduce or even eliminate resistance, wasted time, and learning curves in your marketing efforts

With more than a decade of entrepreneurial experience to her credit, Mary Cravets is a highly sought-after presenter who makes everyone feel like she is speaking directly to them with her engaging, down-to-earth style. She delivers practical topics that provide participants with simple, actionable ideas, plus the clarity and motivation to put them into action right away.

Mary is a Business Coach and Speaker who works with ambitious entrepreneurs who are too busy to grow, and helps them double their incomes and get their lives back. Mary’s entrepreneurial journey includes successful careers in Real Estate, Direct Sales, business-to-business Networking Events and now Business Coaching.

Recently a health crisis forced Mary to completely start over and revamp her business, and from the systems she created to weather the storm, she tripled her income while cutting her work hours in half. She teaches audiences and clients the same systems she credits for her current success.

Speaker at Bell Gardens Chamber of Commerce