How Do I Attract High-Paying Clients? The answer will surprise you.
This question of attracting high-paying clients is a frequent one.
My view after years of experience in my own business and in mentoring B2B Professionals is that the premise of the question is completely dysfunctional.
The entire idea of “high-paying clients” is fear-based.
To see what I mean, simply state out loud “I want more high-paying clients” and notice the reaction in your body. When I take my clients through this exercise, they report feeling tense and anxious.
Why?
1. You are hoping for a white knight to rescue you financially.
2. You are hoping for a white knight to validate your worth emotionally.
3. You are comparing yourself to others in your field.
A more useful distinction is “right-paying” vs. “high-paying.”
When you have a clear business plan that defines your personal, professional, and financial goals, you can then determine a pricing strategy that aligns with your target client, capacity, and delivery model.
The result is a pricing strategy that represents the “right” fees.
Thus you are not looking for a mythical client to rescue you.
You are simply seeking clients that are the right fit.
Tactically speaking, you might still engage in similar activities to attract right-paying clients vs. high-paying clients, but the distinction in your mind will shift the posture of your approach.
Without the fear and false hope, you will be much more effective in your actions and in your conversations with clients.
Great Article Ron. I appreciate the reminder. Coming up with that business plan that reflects your own strengths, desires and financial goals is such a much more grounded approach to creating a business.
Would you agree that what people actually pay for a service is probably the best feedback to determine perceived value? I can set prices wherever I choose, and those in my marketplace will “tell” me if my “marketing” has communicated that level of value. Yes means it has, and no means it has not. Simple.
Yes, I agree. Either the client sees value at the price you are offering and they agree, or they do not see value and they don’t. The key to growth is to increase your ability to deliver and communicate value.