Author : Kendall SummerHawk
Are you working with the same level of client you were a year
ago? How about the same type of client as two years ago? If the
answer is "yes" then it's time to look at moving "up-market."Moving up-market means you either offer more comprehensive
(read, more expensive) services to your existing clients or you
up-shift to a higher end clientele.Why? Because the people you work with are a lot like a fish
tank...and you're the fish. The bigger the tank, the bigger the fish. For you to build a bigger, higher income business means
you need a bigger tank.Here are two key up-market opportunities:Opportunity #1 Up-market Your Service
What is it you really want to help your clients achieve? When I
asked a recent HorseWise retreat client this question, she
immediately blurted out an idea she'd been harbouring for some
time. The moment she did, we both knew her business was about to
embark on a new course.My coaching request to you? Pick a really, really big, juicy,
painful problem your clients experience. Focus on solving it.
Exclusively. Charge a lot for it. Then enjoy your new up-market
status.Opportunity #2 Up-market Your Clients
Have you ever had "plate envy" at a restaurant? You know, where
what the person at the table next to you is served looks a
zillion times more delicious than what you ordered.I bet you also have a touch of "client envy." Where you really
want to work with a higher end clientele but something is
holding you back.My coaching request to you? Get over it and go for them! Focus
50% of your marketing time and attention on getting known within
a higher-end client circle. Choose a fancier zip code or set
your sites on clients with a higher income (meaning, more money
to spend). The point is to choose. Now.Moving up-market will galvanize you into a new level of thinking
about your business. Sure, it can be a little scary at first.
But I guarantee that when you move up-market you'll spark fresh
ideas on new and better ways to serve your clients. Up-marketing
your business will also help you earn a lot more money for less
work.And after all, isn't that what moving up-market is all about?*
You are welcome to publish this article
in its entirety, electronically, or in print free of charge, as
long as you include my full signature file for ezines, and my Web
site address in hyperlink for other sites. Please send a
courtesy link or email where you publish to
Kendall@KendallSummerHawk.comKendall SummerHawk, the "Horse Whisperer for Business"
delivers smart, savvy ways entrepreneurs can turn their
hectic business into a smooth-running, fun, 6-figure
money-making dream. To learn more about her book,
Brilliance Unbridled, and sign up for more FREE tips like
these, visit her site at http://www.kendallsummerhawk.com
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