How to Earn More Money Without Raising Your Prices
In this workshop, I go over ways that you can make more money without raising your prices.
There are a few reasons you may need to increase your revenue; some being you want to create the life you want for yourself, you are currently making decisions based on fear rather than abundance, or you are stuck in the mid-level pricing and need to get out of the muck of low.
The first step is we need to create a new perspective with the value you are offering. Next, we need strategic pricing. And at the end of the workshop, I will go over how you can incentivize with value.
To create a new perspective of the value you are offering, you need to create awareness.
This can be done by thinking about the value scale.
Think of a scale with value on one end and the price on the other.
When we create awareness of the value that is being offered, we are not trying to convince, be loud, or pushy. It is also not done by educating because that ends up being convincing. It is the opposite of the cheesy, slimy car salesman technique.
At this point, you might be wondering then, HOW do I create the awareness to value?
It’s not having the right answers- its having the right questions.
Judge a man by his questions, not his answers. – Voltaire
When I talk about ask couples questions, I’m not talking about the BS questions like:
- What style of photography do you like?
- Do you prefer moments that are more candid or directed?
- So how did the proposal story go?
All of those questions are self-serving, and to build a rapport with your clients. And your answers will not get your clients thinking. Instead, we want our clients to be in manual mode, not auto-thinking.
In the workshop, I give you two questions that will create the awareness and move your clients from auto to manual mode type thinking.
People don’t like to be sold to, but they love to buy. -Jeffrey Gitomer
Next, I go over different sales tactics. One that I will go over in this blog post is called anchoring.
Anchoring is the rule of influence. This means that the initial piece of information is the context that everything after is compared to.
If I have wedding collections priced: 2k, 4k, 6k, 10k.
If I show you the 2k collection first, you will think that the 6k collection is expensive because you are comparing it to the cheapest first.
Now, let’s flip it around.
If I show you the 10k collection first, then the 6k and the 4k collection will seem reasonable because those prices are compared to the initial price I offered.
In the workshop, I go over more sales tactics that help sell to more leads.
In the last section of the workshop, I go over how to incentivize with value versus time.
When time is the incentiviser, it again is another example of the cheesy salesman.