Welcome to the Unstoppable Entrepreneur Show, 20 minutes or less of PowerPac strategy to disrupt your thinking, elevate your mindset, and help you scale your sales online.

I'm Kelly Roach, former NFL cheerleader and Fortune 500 executive, turn 8-figure entrepreneur. Let's go!

Hey, hey, welcome back. Thanks so much for tuning into the Unstoppable Entrepreneur Show.

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This is an expansive topic. So what I'm going to do here today is I'm going to talk about the four keys to raising your rates

and to really placing yourself in a higher caliber position as a business owner and to really elevate your brand to be able to demand higher rates and actually get them.

Number one, the targeting. So a lot of times, you know, when you are going after people that you want to become high paying clients in your business,

you may be hearing the excuse a lot that money is the concern.

And your job as the business owner is to learn how to differentiate between that as an objection versus that as a reality.

And it's going to be a mix of both, right? In some instances, that's literally just an objection.

It means that you haven't done a good enough job of providing the bottom line result and quantifying the value.

The bottom line is, you know, if someone's giving you a pricing objection, typically it's going to be a concern that what if this doesn't work for me, what if I waste my time, what if I waste my money, right?

Because everyone, including all of us listening on this show today, have had the experience of spending our money in a very well-intentioned way just to be, you know, really disappointed with a product or service that we spent money on.

And as consumers, as soon as that happens, we kind of snap into that kind of, you know, questioning mode of being, you know, super cynical of our spending habits and our buying decisions and we want to protect ourselves, right?

No one wants to waste their time or money, okay? And so as consumers, you kind of always have that radar on where you are, you know, hyper aware of this and you're looking at things from this perspective.

However, I also find that many entrepreneurs fall into the trap of targeting people that are very well-intentioned but simply do not have the money are never going to have the money and are never going to become a premium client for them.

As entrepreneurs, we all have to make the distinction between those who are committed to change that are willing to invest and those that are really just going to continue to tell themselves their story for years and years and years never do anything different and really aren't ever going to spend money to invest in creating a change.

And as an entrepreneur, you have to be able to differentiate. And that's why I say the first big thing here is targeting. You have to sharpen your tools and, you know, sharpen your skill set around being able to make the distinction between, is it an objection that I need to overcome or is this a person that needs to be disqualified?

And what I have always taught the people that I have trained and coach for many, many years about this is in your business, your goal is to be selling to people that buy based on value, not on price.

You will run your business into the ground if you try to compete on price. You never ever want to be the most competitive on price. That is a horrible business strategy and it will begin a never-ending cycle of you having to work more and earn less in your business.

So you want to position yourself to compete against the top premium service providers in your niche or field and you want to focus on honing in the targeting of the people you're going after to those that genuinely do have the money to invest that are making a decision, a qualified and educated decision between you and a worthy competitor, a worthy competitor.

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