June 24, 2013 By Pres Ⓡ Staging Resource Centre
How to Charge What You Are Worth and Get it!
You are not alone if you are struggling with charging what you think you are worth and/or raising your rates. You might have a great abundant ‘money story’ or yours may be one of scarcity. An abundant money story gives off great, vibrant, high energy – and attracts more of it! You are energy and your money is energy and all energy has a certain vibration to it. It is a scientific’ Law of Attraction’ fact that when you are ‘feeling’ worthy and valued you will attract more money. In this post I’m sharing with you my (short report version)7 Steps on How to Charge What You Are Worth & Get It!and I know that if you follow these 7 steps you will attract more money because you will see your true value.
7 Steps on how to charge what you are worth & get it!
1. Change your negative thinking
Every result that you achieve starts with a single thought in your head. Your thoughts are energy and negative thoughts carry a very low vibration — keep thinking those thoughts and you will continue to attract clients you don’t want and people around you who also have a negative mindset. Every time a negative thought enters your consciousness — stop it! and look for evidence in your life where you can turn that into a positive thought. Showing gratitude for what is working in your business carries one of the highest vibrations so practice that on a daily basis. Keep your thoughts positive and reread your client testimonials if you need a reminder about how much of a difference you made to someone!
2. Reset your prosperity meter
Have you determined how much money you want to make? We all have our unique definition of success and money is usually one of those measurements. With my coaching clients one of the key questions I ask them is how much money they want to make, and is this a part time or full time endeavor. Believe it or not, most people do not have a set goal of what they want to earn in the year. You need to set a monetary goal so that you can plan on how you can attain that goal. Your prosperity meter is entirely your choice – you decide is $10,000 or $100,000 your annual goal, or is it more. Set your monthly goal and your weekly goal. Take a look at how much time in the year you want to take off and factor that in. Be realistic and set your prosperity meter.
3. Focus on your value
If you are new to home staging you may not yet realize what huge value you bring to the table. If you have been in the business a while you may not be acknowledging just how fantastic your services are. Look at the monetary and emotional gain your clients achieve by the work that you do. Every home you stage is getting your best designs and creativity. Every seller is having the stress removed by working with a competent professional like yourself. Every realtor is having his reputation enhanced because his properties are selling because of the work you have done. Every buyer is rewarded by seeing the potential in a home that otherwise may have been overlooked. Surely you can see the value of what you are bringing to the table to the seller, Realtor and buyer!
4. Decide what you want
The most important thought for you to have is to know what you want and focus on this and quit grumbling about what you don’t want! This is Law of Attraction 101 – you attract into your life whatever you put your attention, energy and focus on whether wanted or unwanted. Your thoughts lead to your feelings and your feelings lead to your actions and your actions lead to your results. Take some time and set some goals about the number of clients you want to have, the money you want to make, the number of hours you want to work in a week and the time off you want to have for your family or just for yourself. Be very specific and realistic and then ‘allow’ this to come into your life. Notice every single time you get the smallest evidence that you are getting what you want and you will get more of it.
5. Create package offers
It is good to start with an hourly rate but you can make more money by creating packages – usually 3 and start with your basic package and expand from here. It’s a good idea to make a list of your ‘Standard Services’ and then create a list for you ‘Value Added Services’. Give each package a memorable name and keep your client groups in mind. For example you may do a consultation and give some recommendations for the seller who wants to do most of the work themselves and call it ‘Do-It-Yourself Home Staging’ starting at $199 (or whatever works in your market). Each package will have more services added to it and go up in price because the ‘value’ has gone up too. It’s good to ‘throw in’ some extras from your ‘Value Added’ list. Value is all about perception so make sure you know what is ‘valued’ in your market by asking your clients.’
6. Offer a guarantee
As a home stager we cannot guarantee that a house will sell more quickly or sooner than a property that is not staged. However, we can claim that the newly staged property will look infinitely better than it did before you offered your professional services. You can guarantee that you will stay on budget and deliver on time (and ensure you do this!). There are many statistic available about the success of staging a property but the best statistics will be your own. When you are doing your sales call with the seller or realtor show them your portfolio and include the client testimonials with it. Prompt your client’s testimonial by asking them to comment on areas that show the ‘value’ of your work. Ask the client to include the emotional support you gave them as well as they end product results of your staging design work.
7. Raise your rates
Now that you have a better understanding of how your own thoughts were holding you back, take some time to set your new rates. Start with how much you want to make annually and work backwards from that to your monthly and weekly sales targets. For you to raise your rates you need to look at the evidence that you have about the value that you have been giving your clients. You also need to give your clients a reason that you are raising your rates so think about what ‘extra value’ you can give them. Is it that because you now have more experience you can get the job done quicker? your staging designs are the best? you blog on several social media sites about their listing? your reputation has increased in the market place and you are seen as the expert? your stagings are being featured in magazines now? Whatever the evidence is, let your clients know that you will be raising your rates to reflect this. You may decide to leave some of your ‘preferred’ client rates that you have with a realtor as they are. Let them know that and when they can expect their rates to increase.
Take some time to go through the ’7 Steps’ and find out where you can ‘change your thoughts’ about how you value yourself. Look for all the evidence of you creating beautiful spaces and the value that you bring to each and every home you stage, decorate or redesign. If you haven’t yet created any packages do that now starting with a basic package and work up from that. Role play with yourself by looking into a mirror and telling yourself what you charge for your services and the value that your clients receive. Keep on doing it until it really feels truthful to you – then give yourself a high five and go out and do it!