Many of my incredible 1:1 clients have been setting stretch revenue goals recently. It can be scary to state (even to yourself!) that you want to hit a particular $ target, but boy is it worth it. I know from personal experience how incredible it can feel to reach a big money goal.
(Side bar: Goal setting doesn’t always mean goal achieving, even when you work your butt off. I also know from personal experience what it’s like to NOT hit targets I’ve set. And even though I’ve sometimes felt deflated in this situation, on reflection I can see that by setting a target and taking action I ALWAYS get heaps closer than if I hadn’t stepped up at all. Moral of this side bar: Setting targets and taking action? Always worth it.)
If you’ve got a stretch number in mind, put a ring on it and then get to it. Need inspo about how to make it happen quickly? Here’s 6 ways to help you smash next month’s revenue target:
1. Create a higher end offer
No matter what field your in, at least a small percentage of your potential clients will be interested in working with you in a more in depth and/or intimate way. Let me be clear: If you don’t have a higher end offer you are leaving (potentially heaps of) money on the table.
2. Package your services
I know I said it last week, but seriously: Get onto this. Done well, packaging will not only help you create better results for your clients, it can also increase the value – including the perceived dollar value – of all your offers.
3. Raise your fees
There are lots of factors that could justify a price rise for your services this month (Think: new credentials; more experience; your clients achieving incredible results; re-positioning your 1:1 fees because you’ve launched a new program etc). Remember, price rises are a natural part of business. In fact, if you tackle this the right way, increases of about 10% usually generate very few objections (even among ongoing clients). This is especially relevant for you if it’s been 6 months or more since you looked at your fees.
4. Ask for referrals
Happy clients (both current and past) can be your best source of new work. These days most of us know to ask for referrals when we’re finishing up working with clients (you swiped my done-for-you script for that, right?), but please don’t feel you need to wait until the end of your time together before asking. It’s a-ok to let clients know you love referrals anytime they make happy noises about your work together.
5. Follow up warm leads
With a killer follow up process you WILL close more business. No one ever said that successful sales ONLY happen at first contact. Touch base with everyone you’ve sent a proposal, or your fees or even just general info to in the past few months. Reply to all enquiries and when you do, let them know you’ll check in with them again in a few days (And then, uh, make sure you actually do.).
6. Create a special offer for current clients
Lots of peeps assume that their current clients won’t be interested investing in extra time or resources. In fact the opposite is true. There’s a damn good chance that at least some of your clients would love to, for example, go deeper into your work together; get more support from you; and/or access additional content.
Could you create a special offer that accommodates their needs? Yep, I bet you could.
I hope these tips have fired you up and inspired you to set a stretch revenue target for March and jump into action!
Leave a comment and let me know: What’s one thing you’ll be focusing on to rock your money goal this month?
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