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Tough-love Business Coach. Marketing Magician. Inner Imposter Buster. Cocktail Connoisseur. And Queen Of Unpopular Opinions.
This week’s challenge was brought to me by an experienced and talented event planner and, what I like to call, an outrageous brand impact coach. After all events are great ways to connect live with your clients and customers and have an outrageous brand impact!
Tracy has worked for event planning companies and wanted to get out on her own to make a lot more money and make her own unique difference. She struggled with understanding her value and felt that since she was new, she should give away her services, doing events for free to build her book of business. The hitch is that Tracy is bringing great value and certainly can’t build a business on free.
The real issue here is that Tracy isn’t confident in her talent and abilities. In order for her to charge fees for her event planning services, she has to understand that she has real value in her experience, training, and talent.
1. Affirmations to build confidence are a powerful and fast tool. The key is to write the affirmation in your own words and repeat it aloud at least 5x each morning and again before you turn in for the night. I also encourage my clients to write out their affirmations at least 25 times until they have it committed to memory and don’t need to “read” it, but instead can proclaim it.
2. Check out the competition and research what other professionals in your field are earning. A simple Google search can uncover a wealth of information as well as looking back at positions you held before you jumped out on your own (if you were in the same field.)
3. Most importantly, go deep and define what the value of your service really is. In this case, I asked Tracy to tell me what the bottomline result to her client is with an effective event. With every event, Tracy is delivering new lifelong clients to each business and that is worth thousands of dollars. To quantify it precisely she’ll need to ask her client for the lifetime value of a loyal customer, then multiply that by the number of event attendees and a percentage that will become loyal clients. Her fee is a percentage of that, often quite small when compared to the big picture.
This simple math helped put Tracy at ease and made her see that by giving her services away, she was implying that her event would have no value and she didn’t deserve to be compensated. In fact, her events have tremendous value and she definitely deserves to be compensated fairly.
Have you struggled with confidence in your business? Have you been uncertain what to charge and felt that you should work for free? SHARE YOUR STORY IN THE COMMENTS BELOW! And when you are ready to rock it forward and claim your worth, let’s talk. www.talkwithmelissa.com