This is something I yappity-yap about in my Premium Pricing for Freelancers course, but let me rap about it here a bit. Little back-story… I’ve been with one of my clients for… well, coming up on 12 years now. And they’re what I’d consider a high-end client.
A well-known tech company…
Who has 15 or so full-time employees on staff.
And pays me a hefty retainer each month.
They’ve also been the referral for many (but not all) of my other high-end clients. Inc. Magazine was one. Michael Hyatt another. Having worked with this particular client for so long… all the “trappings” and facade — all the things you think matter, but don’t — tend to get stripped away.
And, you get down to the bare bones of what it is they really want.
I’ve had more conversations about this with the CEO of the company than I can count.
It’s not just a cerebral thing. For him, it’s emotional. And, if you just think about it, it makes sense. He’s dealing with 15 or so other employees. Tens of thousands of customers. Vendors, service providers — his list of people he has to “manage” is virtually endless.
So, when he hires a specialist like me…
It makes sense that what he’s after more than anything else is simple…
Peace of mind.
Having just one thing he doesn’t have to worry about. He knows that I’ll handle it. And I don’t have to ask him 1,000 questions or get his approval for every little thing. In fact, usually, I tell him what he should be doing. In a world where everyone is tugging at you for your “decision” on 1,000 different things…
That is a breath of fresh air.
And, it’s why he has zero issue referring me to all this friends.
He knows they’re in good hands.
Anyway, I find it interesting because so much of what I see in the “freelance teacher” space is talent-based or some new whiz-bang piece of technology and so on. But, you have to always remember… there are living, breathing human beings on the other side of all this tech.
And when it comes to high-end clients, they’re a different breed.
Certainly they’re price-conscious, but it’s not their main concern.
Neither is talent. Often times, what they need is simple… they just need it done reliably and remarkably well. They want someone they can trust… not necessarily the “dopest” new this or that. It’s emotional, not cerebral.
Anyway, in the aforementioned Premium Pricing for Freelancers course, I show you how to structure your services to appeal emotionally to these kinds of high-end clients so you can charge significantly more for your services. Specifically, five tweaks you can make to call out and cater to high-end clients.
If nothing else, it’ll help you to crank up the perceived value of the services you offer…
In ways you’ve probably never thought of before.
As usual, because the course is up on Skillshare, you can get it essentially free. As a teacher there, they give me a special 1-month trial link to give to you (the normal trial is 7 days).
With the trial, you get full access to all 30,000+ courses.
And, if you cancel before the month is up, you never pay a penny.
Do, what you will with all that, but the special link is here: https://skl.sh/3rQ3EhP
Later,
John
