When we’re working on a new offer or trying to sell our services to a new customer, there’s a tendency to question our worth.
We ask ourselves:
- Will people want to buy this?
- Am I charging too much? Too little?
- From where I am today, will people like this really trust me to direct their life – or business?And we compare ourselves to everyone we see offering something similar on Facebook.
The trouble with this approach is that it diminishes all the hard work we’d done to get to where we are, undermining the countless hours, dedication, and passion invested in our journey.
When that happens, we lean towards devaluing ourselves and our services, leading to a cascade of negative thoughts that can cloud our perception of our true worth. This self-doubt not only hampers our confidence but also affects how we present ourselves to others, creating a cycle of insecurity that can be difficult to break.
It also prevents us from fully appreciating the progress we’ve made and the value we bring to our clients, often causing us to overlook the unique qualities that set us apart in our field.
That’s why it’s crucial to recognize and celebrate our achievements, ensuring we maintain a positive mindset that reflects our intrinsic worth and the quality of our offerings.
Here’s an exercise for you, to help you create a mindset shift. Get our your journal, or favourite digital notebook and answer the following:
How much has your education and experience cost you to date? Physically and metaphorically?
Do you know you can add value to the right sort of customer?
What does that customer look like?
How do you help others (in general) overcome barriers in their life?
How do you help people to gain clarity over their vision?
How could you turn #1 and #2 into customer facing benefits?
How can you frame past and present experiences for your customers so that they see them in a brighter light?
What are the three greatest lessons you have learned in life that could help someone else in the same position?
Write down one life experience that changed the trajectory of your life and shaped who you are today.
Write down one time in your life when you overcame adversity in a way you’re proud of today.
How could you use these lessons to help your customers?
If your customers were also friends (you knew your services could help), how would you describe them? Explaining how they will add value to their current situation.
Questions like this help us to seek through the glaze of self-doubt. Helping us to understand that we have experienced a great deal. Overcome endless barriers and can help other people to do the same. That’s why being transparent about your journey is a blessing not a burden, when handled in a professional and appropriate way.
Explaining where we’re been and how we overcame, can be the very thing that makes people warm to you.
As we move through this process, seeing how we can add value and how much time and effort it has taken to get from where we are to now, our mindset shifts. We realise that we have spent thousands of pounds getting to where we are today. Not to mention the blood, sweat and tears. We’ve overcome; been resilient, and resourceful. That is what people are paying for.
Test your price point
Once you realise that you can add a good deal of value to your customers, start to test your price point. Create opportunities that allow you not to be stuck with one price. Allowing you to play with your price point a little at a time. Start by stretching out your price a little beyond your comfort zone, but also make sure (without overdoing it) that you explain how you will add value. And (in my opinion) cross check your posts to make sure you don’t add remarks that make you sound desperate or as if you need the work. That is not attractive.
If this is a process you struggle with, and you’d like to overcome the barrier once and for all, book a call with me today and we’ll walk through the process together and shape your offer to fit your audience.
Book your call today and let me help you to find your value.
DUSTIE HOUCHIN 