Today I want to talk to you today about something pretty exciting! We’re going to talk about how you can do less, charge more, and actually have happier clients?
So what’s the secret?
Do things one time and leverage that work indefinitely.
When I work with entrepreneurs to build new signature services, the biggest mistake I see them making is that they are spending way too much time doing the same thing over and over again delivering that signature service.
Do you find yourself doing any of the following?
- Sending the same form over and over
- Writing the same content in an email
- Doing a training on a specific topic
- Spending a session training them how to do one thing
Well, these are all things you need to stop doing!
#1 Create a Leveraged Training
First, I want you to create a leveraged training for your clients for the topics that they need to know to get started.
Turn this into an audio or a recorded training that they can consume before they get to their one on one time. The whole point of your one on one time is to customize the material they need – not to talk about the same topic in the same way over and over again.
I did this with my recently retired service, Sales Page CPR. I found that I was constantly covering the same items over and over again that I had already packaged in my Sales Page Kit. So, I doubled the price of Sales Page CPR and included the Sales Page Kit as pre-work for the session. It was a win-win for because the client could get the training they needed but get more out of their one on one session with me.
#2 Categorize your clients into three groups
There is no such thing as a unique client so stop wasting your time customizing your service to each and every one of them. There are universal problems that they are all struggling with so treat them as such.
I’ve discussed this in a variety of blog posts so Link to blog posts about signature services here:
Never Write a Proposal Again
The Exhaustive Guide to Packaging a Service
Break down your clients into three groups whether it’s a beginner, intermediate, or advanced or a specific way the problem manifests itself in that group.
#3 Work on the behind the scenes
Start by creating a checklist for everything involved with delivering your service. Follow the steps you document to treat every potential and actual client in the same exact way.
Make delivering the service repeatable and simple so you can cut your time to deliver it in half!
Once you have everything systematized, you’ll be able to outsource a lot of the steps to your team so you can focus on the things only you can do.
This will help you cut your workload in have when you can have your team do things like contacting clients, scheduling, or sending out invoices.
#4 Shift your mindset
This is one of the most important things there is when it comes to succeeding in your business. #Mindsetiseverything!
You have to stop thinking about your work in terms of trading dollars for hours.
When you’re creating this leveraged content, you are creating value that is more than the actual sum of the hours you are putting into it. You will start making money on work that you only did one time and that can be a huge mental block for women entrepreneurs.
So start thinking about how you feel about making more money on work that you only did once. It may make you feel a little uncomfortable if you really start thinking about it.
The trick here is to remember that the value of your service is not simply the time or energy you are putting into it but rather what your client is getting on it. Check out this video on how to express the value of your offer from a recent video.
When you put those four things into place you can definitely do less work, raise your prices, and still have your clients be way happier.
