Are You Providing What Your Premium Clients Really Want?Written by Yvonne McIntosh
They are such a joy to work with, often appreciate you the most and get the best results. How would you like more of them? “Yes” I hear you say but “how do I attract more of them?”
Well, attracting premium clients is a different game. They are special and want to be treated as special. Fair enough. So what exactly is ’special’ in their eyes and how do you provide it?
Many service providers make the mistake of not providing specific offers for premium clients, meaning they are leaving money on the table and not satisfying a need that roundabout 20% of their client base has. Other premium offers just don’t hit the mark with clients. It is essential that you do understand what premium clients want and are prepared to pay for. Here are three things that premium clients love and are HAPPY to pay for and my program solution for providing these:
The key to being able to charge big dollars for your one on one attention is to not make it freely available. In fact, the more leveraged programs (meaning clients get you in a group format) at lower price points you have for them to choose from the more you can charge for your premium programs and the greater the desire of your personal attention. Make sure you limit the amount of clients that can work with you at that level so it is clear that your premium clients are part of an exclusive circle. It also helps to make it clear through the name of the program that this is an exclusive circle of clients with special privileges. Premium clients are special and like to be acknowledged as such.
What are you doing to get your clients results faster? People who are affluent enough to afford your premium programs do take them because they want results the fastest possible way. Time is more important to them than money. So what are you offering them in your premium programs that speeds up the process? One thing I recommend is to offer bigger blocks of time rather than weekly hourly coaching or consulting time. Whenever you educate, plan, get mindset breakthroughs, having blocks of time often gets exponential results. When I sit down with a client for half a day or a full day of planning, momentum builds and we get so much more accomplished than we would have in the same amount of time stretched over a few weeks. This is an extremely valuable advantage that creates absolutely superior results for clients. Plus, it creates a bond between you and the client that is not easily achievable any other way.
How easy do you make it for clients to work with you and to get fast results? Clients value it when you do things FOR them rather than simply teaching them how to do it. If you have processes, scripts, checklists, templates that you can give them, and they are exactly what the client needs and wants at the time, then that’s a huge time saving for them, again time is more valuable than money for premium clients. Other opportunities are, having your team or your network of suppliers provide exactly what is needed. Maybe you create a connection that speeds up the process. That’s not time consuming for you but hugely valuable for your client.
The key is to package all of these elements into a program that offers a simply irresistible combination. One that is such great value for money (note that doesn’t mean it’s low cost) that it’s impossible to to say ‘no’ to it. May way of doing it is to create Platinum Style programs. The name says it all. It combines all three elements which do lead to a superior client experience as well as superior results.
Yvonne McIntosh, Solopreneur Marketing Coach, makes it easy for entrepreneurial Coaches and Consultants to attract ideal clients and build a solid six figure income solobusiness. She shows them how to craft their crystal clear marketing message, a highly effective marketing approach and a way to package and price their services that takes them away from 'dollars for hours' work towards smarter business models that leverage their time.
Yvonne's clients market themselves with confidence, get paid what their service is really worth and attract the RIGHT clients easily. Yvonne's step by step proven and tested system takes the guess work out of marketing for Coaches. You can download your free audio stepping you through the system and other resources on her site at http://www.clientprosperity.comWebsite: www.clientprosperity.com
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