How I Raised Prices Without Losing Clients

 how many are getting started right now right you're just getting started and i was like okay what should i do and i was getting some clients and i was getting a little bit busier and i was having a conversation with alan and he said you know dan you know you're getting a little bit busier how much are you charging right now and at the time i was charging maybe like a thousand bucks right for a campaign a thousand bucks okay to to write a sales letter it's like you know you should charge a little bit more and i said okay like how much more i was thinking you know ten percent that sounds about right right ten percent is pretty good i'm new in business for a couple months he said now i should do a little bit more than that i said well how much more he said double it i said are you nuts double like i was charging a thousand dollars you only charge two thousand he said yeah two thousand i said you don't understand i'm just getting started i'm 20 somewhat years old how could i charge two 2000. he said just listen to your mentor try it okay one thing about learning okay write this down never argue with results numbers don't lie if you learn something from somebody someone who's done more than you right i'm learning from a mentor he said sometimes is it possible someone more successful telling you something that kind of doesn't make sense in the beginning yes yeah it shouldn't make sense because if it makes sense you would already be doing it right so he told me double double your price i said okay all right and he said dan he's what i want you to do i want you to go home and i want you to practice asking for money all right you gotta practice asking for money i said okay so i practiced in front of my mirror how much you charge two thousand dollars is that that sucks right you gotta practice you gotta practice until i can quote with a strict face anyway so i was talking with some prospects they asked me how much i charged i've been practicing i mean what practicing i said two thousand dollars 2k and they said okay i said no no you know i said 2k yeah yeah i hurt you yeah 2k you have no problem what's the problem no no no problem no problem i have no problem sounds good to me right so i closed my first couple clients at two thousand dollars now right here's what i've learned it takes the same amount of effort selling at 2000 versus selling a thousand what shift in my mind was my comfort of asking for more for what i am worth do you understand yes a few months later getting busier talking to my mentor again he said dan i said yes you should increase your price i said i said yeah to how much four thousand dollars same reaction for me i said it cannot be done i've been only doing this for a few months i gotta build credibility i gotta build trust i gotta do all these things again we gotta listen i said okay four thousand dollars practice again in front of my mirror four thousand dollars four thousand dollars and guess what i was selling it at four thousand dollars a few months gone by talk to my mentor again i said no yeah i said no double i said it ten thousand dollars ten thousand dollars for a marketing campaign he said yes i said how many zero is that because for twenty something years or how many agree for twenty someone years so 10 gives a lot of money back then right when i was a little bit younger with less gray hair right yeah so 10 000 and i was practicing practicing i said this in my mind i didn't even believe it i just in my mind there's no way in hell someone's going to pay me 10 000. a 20 somewhat years old been in this doing this less than one year 10 000 that's insane he says just practice i was talking with the prospect on the phone he was asking me like i was asking him what he needs and the campaign he told me about the project i've been practicing even i was very nervous and i asked him so how much you charge then ten thousand dollars whoa by the way when you're charging high ticket one of the things that you will experience is called resistance write this down resistance if you're not getting resistance right now you're not charging enough if someone is telling you you tell them how much you charge but they say oh no problem that's good that means you're charging too little if you're not getting a little bit of like um right a little bit like you're charging too little if people are not bitching about your prices you charge so little