On phone

By Jane Baker, High End Sales Coach

Making good money in business is all about making sales. But while this may sound self-evident, it’s not always necessarily that simple. You see, to make the consistent, high-end sales that will keep your income stream steady and your client-base growing, you need to make sure you are attracting the right sorts of leads. In other words, you need to make sure you are making your product as appealing as possible to the people who will see value in it and be willing to invest.

To start with, you need to make sure that whatever it is you’re offering stands out from the crowd. In my coaching business for example, the innovative strategies and creative solutions I offer can take entrepreneurs from making no money at all to having six-figure years in no time. So I let people know that I can get them to where they want to be in their career, using new and effective steps to help them get there.

It’s so important to stand out. There are so many people offering services and products of every kind, and without a unique approach you’ll be fighting to cut through the noise. But you can always be exceptional, no matter what industry you’re operating in. Whether you’re a coach like me, an accountant or a restaurateur, there are always new ways to get people’s attention. You might just have to get a little creative.

Once you’ve figured out how to package your product or service, you then need to pick a price that represents how valuable it is. This is where a lot of people lose their nerve and undersell. But you can’t be afraid to put a high-end price tag on your product, otherwise you run the risk of diminishing its worth in the eyes of potential clients. If you want to consistently earn high sums, then you have to let people know that what you do is valuable and worth every penny.

Ultimately, having the confidence to say that yes, actually, what you have to offer is worth a lot of money is what really adds value to your product. This is what attracts clients who are looking for top quality and are willing to pay for it. Then as long as you deliver, you’re giving them their money’s worth.

If you are still genuinely concerned that your offering is too pricey, then think about whether you could offer something smaller at a more affordable price point. Maybe you offer a 12-week course with online learning resources and one-to-one coaching sessions. If you’re worried that you won’t get enough people to pay for the full thing, then instead of slashing your prices you could offer a shorter, cheaper course with reduced access to resources. That way you’re increasing accessibility to your product, while still retaining its value and expanding your offering.

Finally, none of this is worth anything if you don’t get your message out there. So once you’ve established what your product is, what it’s worth, and why your ideal client needs it, you need to put it out in front of them. This can be through sales calls, advertising, social media, or whichever approach suits you best. However you go about it though, make sure you let the value of what you’re offering shine through.

If you’ve done everything else right, you won’t need to be pushy. As long as you position yourself correctly, the right customers will come to you. And once you’ve started that ball rolling, I guarantee you they’ll keep on coming.