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Attracting High End Clients?

by Ehanson
7 replies
I had a recent experience with one of my clients where I was undercut on the price of a project that should have cost at least $500-600 but they wanted a "better" price and got hung up on details... they're a good, long term client but this made me think how to get one's that won't haggle you on price.

I am just starting out and can't price my services like my friend who charges thousands but am wondering how to position myself (especially in the uber competitive city that I live in)
#attracting #clients #end #high
  • Profile picture of the author kcom
    Don't worry about going after the big guys yet, get a couple of smaller players under your belt. Get comfortable with your process and get some real strong testimonials and referrals and then work your way up. Any potential client you lose is a learning process, learn from it and move on. You may have to price your services a bit lower to start, but then you will gain the confidence to work up to the big players.
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  • Profile picture of the author TimD
    E, I have found the quickest way to drive up my price is to do two things:
    1. Do an analysis of the marketing on paper or in a video to show you know what you're doing - especially if you can show them that some opportunities are better than others, and
    2. ask for more
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  • Profile picture of the author Matt121
    Apart from what TimD and kcom have already said, you can also do a bit of comparison to some of your competitors. Something like a motivational approach for your clients to know that you are the better option at your pricing schemes. Just make sure you won't sound too condescending about it.
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  • Profile picture of the author markcr
    Banned
    IMHO generally the higher your item in $$ amount the more face to face real world selling you have to do.
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    • Profile picture of the author plainwords
      Originally Posted by markcr View Post

      IMHO generally the higher your item in $$ amount the more face to face real world selling you have to do.
      This hits the nail on the head, in my experience, too. If you are going to work with higher paying clients, you need to gain their confidence by face to face meetings. No hiding behind a phone or email. Get in front of them and let them see you know what you're talking about.
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      Chris Mole Media - Google AdWords expert, Christchurch New Zealand
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  • Profile picture of the author misterme
    Classic mistake is in thinking the answer lies with high end clients. What you really want are clients who won't haggle. High end clients can be really, really good at negotiating. Keeping costs in check and getting the best deal is not only what they do professionally in their businesses and careers, but it's also how many of them have acquired personal wealth.

    And with high end clients, you have to look the part, speak the part and have the right credentials and walk the walk. Your service and quality has to be on par with others in that category. If you're selling cubic zirconia in a pawn shop, you won't pass for being Tiffanys.

    Forget about high end. What you want are high *priority* clients, the ones who want to keep working with you.

    So figure out why these people are willing to drop you for a lower price. It means they don't see the difference between you and lower priced services.

    Work on fixing that.
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  • Profile picture of the author pearlwinselot
    Well, even I have to do my business from home. I mean, I am representing my company in some other country and we do not have a branch office here. It often happens that I need to fix a meeting with the client. So my company has hired a virtual office provider company which provides us a virtual office space according to the taste and reputation of our clients.
    Well, this is our way of attracting our high end clients.
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