Listen to the radio interview with Allison on this topic at “It’s All in the Bra” with host, Wendy Hanson.
Remaining 2 Issues Holding Women Back &
the Solutions to Increase Your Earnings
3) Unwilling to Claim Expertise
Have you ever felt bewildered that you were overlooked for a job or client project when someone far less qualified or experienced was hired? This might help bring some perspective:
Women feel they must know 90% about a subject before they’re qualified to jump in (or apply for a job) while men feel they only need to know 10% and can figure out the rest once they get the job or make the sale. While I can no longer find the source of this factoid, my long career spanning many types of business and work sadly bears it out. Of course this doesn’t apply to all men! My clients and husband defy this stereotype.
Yet I point out this huge difference in belief systems because I see this as a significant force holding women back from charging their full value when bidding new contracts, negotiations, and raising their rates.
Are you making this mistake?
I hear extremely capable women tell me they need more classes, training or education when in fact they are just trying to avoid making sales. Don’t fall into that hole. [It’s hard to see for yourself. Try to take a really deep look!]. Get some help strengthening your capabilities in marketing and sales so you can truly earn what you’re worth!
Prepare for the sale
Learn all you can about what a potential client needs, what issues they have, and how they like to work. Review their website, Linkedin or Facebook profiles to get some information and have an open discussion before selling your offer. After all, most people start service businesses so they can really help their clients, right? So, make sure your service is the perfect solution – and if not, refer them to someone’s who is right for them. What goes around comes around.
Make It Easy For Clients to Say “Yes”
Remember the old expression: “If you have to ask you probably can’t afford it?” Why not make it easy for clients to say ”yes” and put your prices online! I regularly get clients thanking me for this and telling me they hired me because it was clear I wasn’t trying to hide something important like pricing.
Package Your Services.
It strengthens your sales to package services rather than sell them hourly. Why? Because your clients don’t “control” your work so they won’t know how many hours it takes to get something accomplished. Better to let them know what results they’ll get and charge for that. If you’re not sure how to package your services, just contact us and we’ll show you how.
4) Shying Away From Conflict
As my co-author, the mother of two boys explains, boys are raised to spar, fight and wrestle. Girls are raised to play house and co-operate. While the gender roles might be shifting, it’s not fast enough to get women business owners to stand their ground when facing heated pricing talks instead of trying to “play nice” and feel liked by everyone around them.
Many women believe that conflict is inherently bad, rather than perceiving it as an opportunity for education and growth. I believe conflict is about expressing “conflicting opinions” – a valuable way to explore the “what ifs” so you can really think things through to figure out the best solution. It doesn’t have to be charged with anger or negativity. Often women worry they will be perceived as difficult rather than “easy to work with”.
This is the hardest and yet simplest of solutions. Be bold. Be strong. Exert your opinions. After all, that’s probably why clients approached you in the first place! Smart clients don’t want a “yes (wo)man” – they want someone to challenge them and show them how to make improvements.
We get it, really! It’s hard to change patterns and beliefs that have been ingrained since your childhood. The first step is being aware that some of these limiting beliefs might be holding you back for achieving the success you so want and deserve.
The second step is reaching out and finding help to make change so you can move forward. Find a great mentor, a knowledgeable consultant, coach, or therapist and enlist them as your travel companion along the route to help you earn what you’re worth and fulfill your full potential.
HOW WE CAN HELP
Naturally, this article doesn’t cover the myriad pricing and value solutions. We customize those answers for each unique business.
Get the right pricing model and couple that with the right marketing actions that really work to reach your goals most intelligently and cost- efficiently. That’s exactly what our signature Marketing Angel program is designed to do for you. It’s only $900, delivered by an experienced business expert (Allison) who’s built a few million dollar companies, and focusses on building value into your marketing & sales.
“I will easily double my revenues this year . . . powerful kind of support whenever I need ideas to enhance my marketing efforts. . . “ – Deborah Welch, Ph.D., Principle, Reflective Leadership Global
If you want the premiere service for discovering your profound value, our Knowledge is Bliss service was created just for that! We speak directly to your clients to uncover strengths and value you may not even know you’re offering. Then you can promote just that. Your clients will tell us what they won’t tell you which enables us to define and radically strengthen your marketing and brand messages! We have clients still benefitting from this service 20 years later!
“My experience with this business evaluation: surprising insights, truly understanding my company’s positioning, collecting pages and pages of testimonial quotes from clients that I have been able to use for years in my advertising and collateral materials. My esteem climbed as did my team image. All that for a very affordable investment in the ‘Knowledge is Bliss’ package.”–Cherie Carter, Carter Designs
Guest Author, Jo Ilfeld, PhD, Success Reboot
Jo is a leadership coach who specializes in working with corporate professionals and entrepreneurs to become confident, effective leaders with high-performing teams. To learn more about Jo and download her free success kit, go to www.successreboot.com.