30 ways you know you value yourself

Do you battle with being able to value yourself and the services you offer to clients?

These 30 checklist items will have you standing taller and standing your ground!

1. Know your value

Positioning your value is hard work. It takes ongoing commitment, a realistic evaluation of yourself as a service provider who serves specific types of clients or industries, and it takes time. But I guarantee it's possible for you to establish your value and charge your worth.

2. Make sure when you charge your value that you're not pricing yourself out of the market - or better still, know your market and who understands your worth

Market to the right audience and you'll be able to charge your worth, because your target audience recognises your worth and is ready to pay for it. Don't let those who play small keep you small.

3. Figure out what other people in your industry are getting paid

No, they aren’t going to tell you! Interview people, do research, monitor the news and social media. Use this as a benchmark and decide where you are positioned in the matrix, then charge accordingly. You don't have to beat someone's price. Decide the value your deliver and price for that.

4. Know what you're worth so that you can share your value with others

This in turn will help to create a situation where there is more money within the market for everyone. When we start sharing our value with each other and appropriately charging our clients for our services (instead of undercharging or overcharging) the amount of money available for us all will go up. Don't be the one to "spoil the market".

5. Recognise that the work you do on knowing your value is ongoing

If you really want to help build a sustainable future for yourself as a service provider, you need to continue self-educating about business and marketing, re-evaluate your business model on at least an annual basis, and work on your marketing and self-promotion, etc. It's not just a one-time thing and you're done. Markets move. Be ready to move with them.

6. Be ready to back up what you say

If I told you that I was a millionaire, it'd mean very little to you without proof, and charging what you are worth is no different. If someone says: "How much does this cost?" and starts negotiating with me to lower my price, I have a few techniques that I like to use: "You're right, $X might be too expensive for you at this time," or "I totally understand how big of an investment this is, so let's talk about ways to create an option for you that is very affordable." The point being, when I get a question about the cost of something or negotiate on price, I'm also having a conversation with them about how much it's worth and why they're getting such a great deal because I have done my research.

7. Know how much money you can make from your value

Once you know your value, think along these lines: "If this person pays me the full amount of my value, this is how much money they will have spent for project X." Know where you draw the line on pricing - what's the lowest you can go before taking on the project isn't worth it to you?Then be prepared to turn down a project if negotiations take you below that line.

8. Figure out other things you're going to charge for as an add-on service to sweeten the deal

These build your revenue from a single sale and, packaged correctly, can make your offer seem even more valuable to your client.

9. Know how to better explain what you are charging

If someone asks me about a particular service or product I'm offering and they say: "That's expensive", my answer is usually: "It depends..." then I tell them why it's not actually that much at all...i.e. If someone asks me about coaching services, I could say: "Well, let's do the math here to see whether it’s a good deal or not," since there are so many variables like "How much time will we spend together," "What approach to coaching will we take" and what kind of results you're specifically looking for.

10. Establish clear boundaries around your decision-making process

I know from experience how much time I need to get a client results. If they try to reduce the number of sessions with me, I'll stand firm on the amount of time I need to deliver the value they are investing in.

By doing this, I'm letting them know that there are boundaries around my decision-making process and there are certain things I won't compromise on, for their own best interests.

11. Be ready to add more value rather than reduce your price

Clients who say they can't afford to invest in themselves to better their prospects are the very people who need to invest. The amount they are willing to pay is a reflection of their own perceptions around value. and self-worth.

You won't be able to change that in a single call. What can you add to the offer to sweeten the deal rather than reducing your price? You want to help your client take offer so that you can help to shape their perception on price that may be limiting their income.

12. Know that some services deserve higher prices than others

Generally, services you provide that mean you invest more of your personal time should be priced higher. For example, spending time in 1 on 1 coaching with you should cost your client more than a prerecorded course which they can consume and get value from you without spending any personal time with you. I

13. Understand your worth

Starting off as a consultant or coach, I was willing to work for free on multiple occasions simply because I didn't know how much I was worth. At least now, when people ask me how much I charge for my services, the only reason why I can say: "I don't offer advice or coaching for free" is because of what that time does to the person who's spending it with me. In addition, people don't value what they get for free, so you aren't actually helping them by making your services free.

But if you do on occasion, make sure that there's a pay-off for you too, such as a promise to provide a testimonial for you if they feel you have delivered value.

14. Find ways to increase awareness about the problems you solve

Find ways to add into your conversations how you have helped other clients. Keep it subtle, don't oversell yourself, but let them know that other people have found value in working with you.

15. Write out your pitch and practise it so it becomes second nature

If you are new to pitching your services, it helps to write out your basic script and practise it. Get familiar with the common objections that come up and learn how to handle them. Writing it down in the beginning will give you confidence to stand your ground. Just don't make it appear that you are reading from a script. keep it loose, but know the jist of your responses in advance of the conversation.

16. Start to earn a reputation for providing value

Clients reach out to me because I have a reputation for providing excellent value. That's not just it though. After we start working together, I make sure that everything I do helps them grow and achieve their business goals. When you have a reputation as someone who delivers results, it makes it easier for you to stand in your value.

17. Sometimes you have to turn clients away for your own wellbeing

There's nothing wrong with being helpful, but you'll often find that if you give too much then you'll burn out. You'll find some people will want more than what you're willing or able to give, so it's OK to protect yourself by turning them down as clients. Referring them on to someone else better able to help them can be an easier way of saying "no" to someone without hurting their feelings.

18. Understand that the best clients will find you

Sometimes your job is to wait for them. There are times when someone seems designed to fit into your business and others you just won't be able to help. Stay in your lane and spend the time helping those you know you can.

19. Avoid going for the sale

You shouldn't have to convince someone to buy from you. And you certainly should persuade them to buy what they don't need just to make a sale. Look at sales as a service and understand that you are helping people when they are right for your service or course or membership. Decide if you can help them. If you can, make them an offer.

20. Understand that charging for your services is about making the client better

I didn't start my business solely because I wanted to make money. I do this because I want to help others and be successful myself. The money is a by product.

21. Develop an understanding of the value your service provides before deciding on a price

From experience, many new coaches/consultants will charge too high or too low but the key is finding what's appropriate for where you're currently at in your journey and career. Don't make the mistake of charging low just because you are "new" to consulting. The client will benefit from your depth of knowledge the same whether you have just started sharing it or whether you have been consulting for 20 years.

22. Write out all of your expenses

Whether they're big or small, knowing how much money you need to bring in can help with a short-term plan and help you understand how many sales you need to bring in to cover your costs.

23. Understand that no matter what happens, charging for your services will change some people's opinion of you

You can't be responsible for other people's relationship with money. What can seem unrealistically expensive to one person can seem like excellent value for money to another. Attract those that value what you do and don't worry about those that don't. They aren't your audience.

24. Decide what kind of client would be best for you

Get a clear idea of the type of client you like to work with. Analyse what make you feel this way so you can identify similar clients in the future. Look to work with more of them.

Do you only want to take on action-takers and people who make decisions fast, for example? Identify how they show up and filter out those prospects that don't meet your "standards".

25. Focus on what you love about your business

It'll be more fun that way and will help you keep going even when challenges arise, and will stop you doubting your worth. I love helping others grow their businesses so it's fun for me to do what I do.

26. Charging your worth may not be easy at first, but most things in life worth having don't come easy

Charging your worth comes down to mindset. You may need to shift how you equate your wirth with a monetary value. Research people in your industry doing a similar business and compare what they charge. You will find some major differences including those who charge high and exchange that for very little personal time and conversely, you will see others charge a fraction of the price and give away all they have. Decide what your business model will be such that you protect your time and command a fee that you can get comfortable with. Afraid to raise your prices? Try it for a week and see what happens!

27. Be wary of feeling burned out

It doesn't make sense to keep doing things that aren't working for you. It shows that you don't really value yourself. If you don't look after yourself, you can't take care of others relying on you.

28. Instead of worrying about how much other people charge, focus on what matters most to your business

I've seen some business owners obsess about the competition and get into price wars that don't benefit anyone. Focus on delivering value and you'll find your price in the market.

29. Focus on those you can help

It's easy to feel devalued if you get criticised, especially on social media platforms, where everyone has an opnion and expresses it freely under a shade of anonymity. You can't please everyone, so don't try. Focus on those that love your service and value you. Silence the critics by blocking them. Don't give them any room in your head.

30. Avoid having a perfectionist mindset and enjoy what you're doing

Even though pricing can take time, keep working on finding the right solution instead of waiting too long or indefinitely. While you want to add value for your clients, remember that 80% done and out there is better than 100% perfect and never launched.

Value yourself!