There are many clients out there who are willing and able to pay the right fees, but many practitioners make these mistakes:
Starting the conversation about YOUR service
Don’t start the conversation with YOUR service, instead start it by discussing THEIR problems and the challenges that they are facing!
Start with their $100K problem, not their $10K problem.
Being service-focused instead of customer-focused
By being customer-centric, you focus the attention on THEM.
When you are service-centric, you are focusing the attention on YOU.
Having the wrong marketing message
Take a look at your marketing message.
Is it customer-centric or service-centric?
You want your message to be about THEM, not about you.