Question: I normally charge $300 for my services. But, I am offering a promotion at $75. I need a few models for marketing purposes so I thought this price would be a win-win. I will still perform the same level of service as my $300 service. In exchange, the client would release the photos for my upcoming social media campaigns. However, a few people have told me that they don’t think it’s fair that they have to pay if they are a model. What should I do?
Answer: Pricing is one of the trickiest areas when you are a service-based business. You have probably spent thousssssannnddds on education, supplies, and learning your craft. But clients don’t know the blood, sweat, and tears that you have put into learning and perfecting your skills.
They consider price based on their understanding.
I’ll say it again – good people often want lower prices based on THEIR understanding of the service.
This post focuses on service businesses in the beauty space. But if you analyze the suggestions, I bet that you can find solutions for your industry.
Did you ever write this “I am DETERMINED to grow my business” list?
- I’m gonna make 10k this month
- I will land 5 new clients
- I’m going to grow my social media by 1,000 new followers
- I’m going finish my website relaunch
You might be missing out on a key variable when you set these growth goals. You have to start first with:
Did you offer a Black Friday promotion and get less than lackluster results? Perhaps it was your first time and you are totally disappointed that no one purchased. Or you have tried Black Friday sales before but are still not seeing the numbers you want.
Let’s take a deep dive. After receiving way too many Black Friday/Shop Small Biz Saturday/Cyber Monday emails, I noticed a few trends. Also I gained a few insights from my own promotions.
So let’s not suffer in silence. Let’s review some possibilities about what might be going on behind the scenes.
Especially if you are a newbie or an early adopter to selling online.
So watch the video or read the three bullets below. Because we need to lower your alcohol bills this weekend
Nervous about flipping the switch to start your business? Because you don’t have everything “all together” yet?
STOOOOPPPP the nonnnnnnsense. You ain’t never gonna get it perfect. Just start.
- Before you are ready
- Before you have things organized
- Or perfect
And for the ladies who are about to flip me the side eye……I’m talking to you. Start telling people why you can help them solve their problems. Before you are comfortable.
I was chatting with friend recently. A really smart woman. In school getting her Masters. Working full time and handling family and life responsibilities.
She knows I coach entrepreneurs. She started proudly telling me about what she developed already in the pre-launch stage of her business.
- Legal status
- Business cards
But there was something missing. And it’s common for entrepreneurs who are creating businesses that connect their heart with their future invoices.
If you are trying to juggle the “crazy” of finding new clients while managing your existing clients, I salute you.
And if you are a perfectionist who only submits flawless work, I challenge you. Stop worrying about it being perfect when it comes to YOUR marketing. Just get it done. Get more out there. Stop stressing that it can only be perfect before you publish it.
What does “obsessing over the details” look like?
- Writing, rewriting and rewriting a blog post. But never hitting publish
- Spending hours designing pretty pictures in Canva. But never hitting publish
- Scribbling down the best ideas you heard at a fancy event about networking. But never implementing them
Perfection doesn’t pay the bills.
You are missing out on people who WANT to work with you. But they have to hear from you on a regular basis.
But why is it so FREAKING hard to find these people on a regular basis????
You get all dressed up for a networking event. Pass out a ton of business cards. Schedule follow up via phone and email. Spend hours on social media posting, liking, and following. (Well, maybe it was only 20 min. ‘Fess up. I was there too laughing at jokes on #BlackTwitter! lol)
You’ve even tried paid ads and special incentives. The online marketing gurus constantly talk how this stuff works and suggest ads.
But…nothing. Crickets. Silence. You’d have an easier time finding an empty register at a Back to School penny sale.
So, here is an idea to ponder.
I waited patiently. I knew the question would come up. It always does when I talk to someone who recently got the entrepreneurial “spark”. You know that moment when you realize that your passion is something you can get paid for.
So I can just put up a website and people will buy my service?
There is whole lot between “build it and they will come” and your idea. You’ve got to invest in the marketing, planning, and host of “oh my goodness this is tough” moments.
Yes, you need a website. But before you spend a DIME, consider these three ideas FIRST:
A few months ago, I was speaking to a group about social media strategies for small businesses. One of the participants asked several questions about how to increase her already sizable number of Facebook and Instagram followers.
We started talking offline. And something came up during our discussion. While she had a sizable following, she hadn’t sold anything to her audience. None of her ebooks. No affiliate ads. No online programs. Nada.
Please don’t miss the AWESOME marketing strategy that Beyonce’s team used. Whether you agree with the politics, social media discussion, or even liked her Super Bowl performance – it doesn’t matter.
Beyonce SLAYED her marketing.
Whether you are an expert or not even sure where to start with your own marketing, you can use these strategies. I’ll share two that are easy to implement with the time you already spending on your business.
Promote only three packages.
I know. I know. There are 50 things that you want to sell. And probably 100 things that you are good at providing.
Don’t. It’s too confusing.
Share only three services when you talk to new prospects. People get confused when you are offering too many options. And they will move into the indecision mindset (aka won’t spend money) rather than buy from you.
Consider the last time YOU had to make a decision with too many options.