Do you ever feel like prospects always see your offer as similar to other competitors?
The most common question I get is “How to charge higher than other people / how to show I’m different or better than other people”
Now this question has two parts
Charging more has nothing to do with skill most of the time
But rather confidence
I have seen 18-year-old kids charge 5k a month
And I have seen 40-year-old adults scared to charge 1k a month
The answer to charging more isn’t expertise
But rather 2 things
Who you serve as clients
if you serve clients who are “richer” they tend to pay well
E.g. VC funded companies
High-level executives
You get it…
The confidence in your Biz’s ability to sell and fulfill
This boils down to inner work
A mentor once told me, that even if you don’t know how to fulfill, if you charge high enough you will be able to find a way
So to not that the advice out of context, if you can’t do things the client asks but you are able to hire someone to do it
Do that and add a buffer price on top of it…
How I got overcharging low prices when I was in my agency was simple
I saw people charging 5-10x my prices and I felt like crap
So I swore I would charge higher
Now I’m proud to say I recently closed 50k deals for consulting work, something I would only dream of when I started
Now the 2nd question has to do with “how to differentiate”
If you get this right, people will come flocking to you
The reason why people keep getting this wrong and complain about it is due to the 100M offer syndrome
Every business in the space got influenced by Alex Hormozi and gave insane guarantees
This flooded the market with cheap offers and unrealistic claims with insane guarantees
Here’s how you differentiate even further than what I talked about in the last email
Create steps linking up with problems in the business
Ensure that you plug in gaps that other competitors do not
Rename all the steps into your own proprietary name
Explain the problem better than your client
Have realistic guarantees or no guarantees depending on your offer
Focus on step 2
That’s how you can create the most differentiations
When people sold leads, some started to sell appointments, and I sold paid clients
Similar to other niches like real estate
Upgrade to Condo vs upgrade to landed
So many outcomes you can play around with this.
