53 Ways To Easily Get Paid What You Are Really Worth

In my coaching practice, I work with service professionals who want to make more money. They generally come to me because they want to increase their client base, but in many cases, I find that there are many other issues that we can deal with easily, which will also help them to make more money. Even before I was coaching, when I spoke to other service professionals, the conversation was always about how to make more. Many service professionals don’t make as much money as they want to, as much as they are worth, and they have difficulties keeping it. If this is a problem for you, then read on. Sometimes you just need to tweak things a little bit to make big changes. In some cases, you can just think about things a little differently to change your situation. You can easily increase your income by using one or two of these tips. Be diligent about implementing more of the changes you need to make and you find big increases in your income.

1. Accept that it is normal to fear marketing yourself.

Learning some tools to help you prepare for these experiences will make all the difference in the world and will take away your fear. You’ll be able to talk interestingly and intelligently about who you are and what you do.

2. Know how much you need to make.

You must be able to see how many billable hours you actually can have per week and what your expenses are. That way you will be more determined to get that much money every week. Do this to know how much you really need to make per hour – the more you need, the more you’ll make.

3. Set income goals for yourself.

If you take a trip without a destination, how can you possibly know if you get there? How can you know if you’ve gone far enough, made good time, or what to do when you get there?

4. If you want to make more money, find some role models and learn what they do and how they think.

The biggest difference between the wealthy and the poor is that the wealthy think wealthy. The poor don’t.

5. Use positive affirmations to change the way you think.

“I am knowledgeable and deserve to be wealthy.” “I will increase my wealth every day.” “I am a money magnet.” Say these aloud at least four times a day, especially in the morning.

6. Say no to debt. It’s easy to borrow and difficult to pay back.

If you keep yourself in a cash position, you’ll be able to buy whatever you need when you need it. You’ll also be able to negotiate a better deal. Debt makes us believe we have more money than we do.

7. There is no virtue in not having a lot of money.

Many of us grow up with bad feelings about money because the people who surrounded you believed that rich people were bad and took advantage of poor people. The truth was that they were not rich and were probably justifying their own poverty or inability to be financially independent.

8. 40% of the people you spend time with should make more than you do.

If you spend all of your time with people who make as much or less than you do, you’ll continue to feel guilty for earning more than they do.

9. Have a coach or a business support group to keep you on track.

This will get you support and advice when you need it. There is also a way of learning by osmosis just be being around them.

10. Put together a list of wealthy people who you know and respect.

This will help to change the way you see wealthy people and you will then be able to change your own ideas about money.

11. Make friends with money. Initiate a conversation with money.

Write it out. Say it out loud. Speak in your voice and another voice that can be money’s voice. Imagine what money would say and how it would sound.

12. If your practice is full, you aren’t charging enough!

If you have all the clients you can handle, you should be charging more. Raise your rates gradually. See how far you can go before you hit a point of resistance.

13. Forget expecting that everyone will like you, they won’t.

Accepting a lower fee won’t make people like you. In fact, in some cases, it makes them lose respect for you.

14. Research what three of your competitors are charging.

You’ll probably be surprised at what they’re charging

15. Raise your fees periodically.

If you can do that at least once a year, you’ll keep up with your own increase in expenses.

16. Never take a rate cut because someone asks you to.

If you need to generate some cash and YOU decide to run a holiday special, that’s okay because it’s your choice. If someone asks you for a rate cut, don’t be afraid to pleasantly ask them if they don’t feel you are worth your rates. If they don’t think you are, you shouldn’t work with them. They probably won’t be happy with anything you do.

17. If someone tells you they can’t afford your rate, suggest they do without some part of your services to cut down on the number of hours you’ll work for them.

By doing that, you aren’t cutting yourself short and they get what they need. In 7 out of 10 cases, they will reconsider and add on later.

18. Resist being perfect.

If you wait until everything is perfect, it will never happen. Perfection happens only a few times in your lifetime. Don’t waste your life hoping for it.

19. Do it now!

Don’t just think about raising your prices or expanding your horizons to learn new things. When is NOW a good time?

20. Stop waiting for opportunities to come to you.

They won’t. Look around and take advantage of what’s out there for you. Make your own opportunities.

21.Go on to the internet and see what other people in your industry are charging.

Research is critical to justifying your prices to an uninformed buyer.

22. Don’t underbill!

If you don’t bill your customers for all of the time you’re working, they don’t know how much work you have into it. They believe that what you are doing for them is actually much easier than they thought and they’ll wonder if they are overpaying you.

23. Invoice any free time you give them.

In the event that you do any ` complimentary work for them, be sure to bill them and show what they should have paid. Then write “no charge” across the invoice. In that way, if they do ask for anything free, you can show them what you’ve already given them.

24. Bill for all of your time and expenses, if that’s the agreement.

This means you need a good account tracking system, but it will pay for itself in no time with all of the added revenue.

25. Hoping for a miracle is right up there with waiting for the tooth fairy.

In all likelihood, neither one will happen, and in the meantime, you’re wasting valuable time.

26. Set your rates according to your value to the client.

If you know that you can absolutely solve a problem for your client, you are worth a lot of money.

27. Beware of doing too much work gratis.

Although it’s great to be able to donate your services, be aware of the actual amount of time you are giving to this organization. Needy people can take over your life and commandeer your time.

28. Remember that you have three options when offered a contract.

Accept it, refuse it, or negotiate it. Unless it's exactly what you want, negotiate it.

29. Negotiate to protect yourself.

Don’t settle for less than you want. You’ve already looked at your budget and you know what you need to make. Explain that you are worth more and if they insist on a rate cut, it can have a negative effect on the quality of your work.

30. Keep in mind that you have a limited number of hours that you can work each week.

If you work too many hours, your work will not be as good as it should. If you don't earn enough during your scheduled hours, you won’t be able to meet your budget.

31. Never negotiate without knowing what your bottom line is.

You wouldn’t buy a car without knowing what you’re willing to pay. Why would you sacrifice your earnings without knowing what effect that will have on your business?

32. Remember the oxygen mask rule.

On an airplane, putting your oxygen mask on first will allow you to take care of your dependents. It’s the same in business. If you take care of your finances, you’ll be able to help your employees and loved ones.

33. Initially when you set your rate, stick to it until you get over your fear of rejection.

Once you do it a few times, you’ll stop thinking about it and can just say “That’s what I charge”. Your clients will respect you for knowing your own value.

34. Don’t believe that you can’t control your fees or that you have to accept whatever you’re being offered.

You own your business. You make the decisions for your business based on inside information about your needs and abilities.

35. Overcome your fear of rejection.

If you can’t reach agreement with a potential client, it’s okay. You won’t be able to reach agreement every time. Close your eyes and remember what it feels like to successfully perform for a client. See their reaction. There are more clients out there just like that.

36. If you can’t reach agreement, wow them with your abilities anyway and end on a good note.

It’s possible that even though they can’t pay you, that they will send you a referral or return to you in the future.

37. Build your risk taking abilities.

Some of us like comfort enough to not want to rock the boat. We don’t take action until either things are critically bad or when the time is just right and it’s an easy transition. Just Do It- getting out of your comfort zone will build your bravery muscle.

38. The more money you want to make, the more risk there is of failure.

The more often we take a risk, the more often there is a chance of failure. What we are overlooking is that as humans, we will always have failure and always have success. Based on that, the more risk we take, the better our chance of success based on the learning curve.

39. Some of us believe that what we do doesn’t constitute real work because it's easy for us.

Get over it! The service you provide is valuable to your clients. If it weren’t, they wouldn’t hire you in the first place.

40. If your clients tell you that you are a bargain, you need to raise your prices.

How long has it been since you raised your rates? Raise them between 10 and 20 per cent today.

41. Remember the 7/12 Touch Theory of getting clients.

It takes 7 to 12 exposures to you before they will hire you. If you want to know more about this and how to do it, order my Basic Business For Service Professionals ebook at http://www.successfanatic.com

42. Providing a service means you are supposed to make a profit.

There is an odd idea that if you work alone, you don’t need to make money. Hear me now! It is NOT true.

43. Never accept someone’s first offer on a contract.

Negotiate. Every time. Tell them why you’re worth it.

44. When agreeing to accept a client, ask them what benefit they expect to get or what problem they want solved.

Be sure that you’re both on the same page. When they tell you what they expect, repeat it back to them in as much detail as possible. That way there is no disappointment for either of you.

45. Be as detailed as possible about what you will and won't include in the project.

Delineate what is or is not included in the scope of your service.

46. During negotiation, when someone tells you how much they are willing to pay, repeat it, then sit quietly.

It goes back to the principle that the first one who blinks, loses. Not speaking will make them want to explain and it may tell you their true concerns which you can then address.

47. When someone asks if you will take a lump sum for a project, ask them ”why do you want to pay that way?”

This opens the discussion so you can talk about expectations because you’ll find that they generally expect more than you will be willing to give.

48. Ask yourself how much your time is work to do this particular job.

If you are pushed into doing it for less, you will resent the client which leads to neither of you being happy.

49. Delegate or outsource low value tasks.

Don’t waste your time doing things that others can do. Concentrate on the things that will make you money that only you can do.

50. Practice thinking in terms of how much you’re giving to your clients.

When you do that, you’ll realize that you’re worth whatever you’re paid – and more! For each client, if you have an initial interview and need to go back with a proposal, list the benefits to them.

51. How much do you need to make on an hourly basis to really feel like you’re kicking it?

This is the amount you should be making. You can continue to creep up until you find resistance, or you can take a client on knowing that you can fill their needs perfectly so you quote them the amount that you want. Once you figure out how to fill a need, you’ll be scouting out the clients who need what you have.

52. Stretch yourself to raise your rates.

You won’t be comfortable but it will be a growth experience – both psychologically and financially! Start by raising your rates for new clients, then go back and raise your current clients.

53. Find ways to earn passive income.

An email course, some software, a recorded seminar, referrals for referring to other professionals. Make it simple and not time consuming so you can get ahead of your budget, get better known and raise your rates because you are financially secure!

54. Set specific monthly financial goals.

Every month chart your costs, your income , and your net profit. Have someone set up an excel spreadsheet for this purpose. Then it won't take you more than 30 minutes per month to chart it – in some cases you'll want to do it weekly. Doing this keeps you focused on both your sales and your expenses. You'll spend less and make more.