We can’t accept this any longer

Women. We’ve been in the news and on the news a lot lately. There’s so much going on in the world and no matter your political views, one thing is certain…we all should be treated equally in the workplace.

Think about your own life.

Have you accepted a position at a lower pay grade than you expected because you feared confrontation?

Have you taken on a client at a lesser rate because you didn’t want to negotiate?

Have you decreased your prices because you weren’t confident in your value and worth?

We earn less and we accept it. And that has to stop. It has been said that women entrepreneurs even pay themselves less than male entrepreneurs. It is time to step up and charge our value, pay ourselves our worth and negotiate jobs at what we deserve.

Confidence is usually the factor holding us back. We have a little voice inside of us that tells us not to be dramatic or not to take things too personally. We need to tune that voice out and instead start using our real voice and be heard.

As women, we are natural nurturers, which sometimes leads to us giving more than expected and not stepping up and asking for what we are worth.

We own our responsibilities.

Our work ethic is strong.

Our dedication to what we do is fierce.

We control our own destiny.

As we stand up individually, we will be standing up together. Understand and ask for your value. You are worth it.

If you’re struggling with value or finding your way as you navigate changes in your business, reach out to me at support@slatersuccesscoaching.com. Let’s have a conversation and talk about it.

Head on over to the SSC Facebook or LinkedIn page and tell me something you commit to doing in 2017 to stand up and get paid!

Falling short when asking for your value?

IMG_6379Why do we too often fall short when asking for our value? What scares us so much? I speak to too many people who truly underestimate what they should be charging.

Does this sound like you?

Do you find yourself slashing prices because you’re afraid to charge what you deserve?

Have you signed a contract and instead of celebrating, felt defeated, because the work far exceeds the payoff?

I wish I could say this trend of undercharging is just with new business owners or entrepreneurs that lack experience, but that’s not true. In fact, I saw it last week with veterans in the field at a mastermind retreat with my coach in Washington D.C.

If you think I don’t practice what I preach, think again. I attend retreats and events as often as I can to continue learning and growing.

My coach gave us tons of homework in preparation and one of the things we had to do was look at our goals for next year and breakdown our price points on what we sell.

Many of us in the room were undervaluing ourselves. We spent a couple hours looking at our numbers and how to determine the right pricing.

Here is one major tip to asking for and earning your value:

  • The price you charge when you’re a service-based business is not based on YOU, rather on the results you get for your clients.

Example: When an attorney charges $1,000 to write a contract for you, protecting a client’s investment of $25,000, it makes total sense. That contract needs protected should anything go wrong. Sometimes a contract is used for many clients, so the value of the investment grows.

Example: If you’re a writer, designer, SEO specialist and your client celebrates a higher open rate, more clicks to their sales page and more opt-ins, more response from social media ads, etc. you have directly affected their bottom line. If your services helped them grow by 25% in one year, shouldn’t your value be recognized?

For the product-based businesses, there is more of a formula based on cost, overhead and markup on goods.

When a client invests in your business, they want value and quality. Figure out what that value is and put a dollar number on it that you deserve. Stay focused on the results your client attains from working with you. Identify and acknowledge the amount of time that goes into the transformation for your client. You know your numbers and your skills better than anyone, so don’t look at someone else’s pricing and compare yours.

Own your value.

I’ve invested heavily in marketing support for the results in growing SSC and these investments have paid off tremendously. Was it scary to do that? SURE. But when the results started coming in, I could sit back and smile, knowing I made the right choice.

I’ve also invested hundreds of thousands of dollars over the last eight plus years in coaches and speaker training and these investments have paid off, as well.

I look back and value the investments, even the large amounts, because the value I received enabled me to create the business I run today.

Now take a mirror and look back at yourself. Are you charging your worth and asking for your value in your pricing structure? Or, are you pulling numbers out of the air because you think it’s what someone can afford?

If you want support on making sure you ask for your value and charge what you’re worth, feel free to reach out to support@slatersuccesscoaching.com

I’ll admit it…

I’ll admit it.IMG_4136

I do it all the time.

I can’t help it.

I have a feeling you do, too.

What is it?

I make purchases based on emotions.

There, I said it. I’m not afraid to admit that when I open my door to a girl scout with a box of cookies and I’m a.) hungry and b.) impressed by her dedication and c.) did I mention hungry?…

I buy.

She makes a sale and before I know it, I’ve eaten an entire box of Thin Mints before lunch. And I’m not sorry!

This emotional purchase game is the same whether it’s picking up dinner for the family because you know it will make their day or buying a shirt for a friend because the saying on it was “so her.” Sometimes the price tag isn’t the ultimate consideration. It’s the feelings and emotions surrounding the purchase.

I bought a pair of shoes once and actually cried because I couldn’t wait to wear them. It’s silly to think that a purchase could elicit tears, but it’s not just a purchase. It’s tied to something bigger.

I was wearing those shoes for a major life event and they were more than just shoes in that moment. They were THE shoes.

These feelings can teach us about sales in our own business. We want people to feel a real connection when they purchase from us. We want them to feel their lives will change once they work with us. We want them to feel happy, excited, eager, ready. We want emotion to be a HUGE part of that purchase for them. So, open yourself up and don’t just sell, be THE sale.

Be the sale that makes them want to get up in the morning and start your course.

Be the sale that makes them ecstatic to attend your upcoming retreat.

Be the sale that gives them butterflies before your coaching call.

The next time you are trying to sell, find a way to tap into the emotions of your client. If their pain is finances, talk them through options and make them feel comfortable. Turn the emotion of fear into the emotion of understanding.

You just read this newsletter. Maybe you chuckled at my Thin Mints story or nodded your head at a sentence that just clicked. You felt something reading this. Now take action on that emotion and reach out to support@slatersuccesscoaching.com if you want to dig deeper into this topic.

Have you done this recently?

This is a busy week for me. I’m hosting two retreats! I’m not going to lie,Creativity = Money…REALLY? I kind of feel like a kid that’s getting ready for their first day of school. I’m nervous, excited and getting prepared.

Stepping away from your business is such an important tool to growth. I know you feel like you can’t get away. Client work will suffer, invoices won’t go out, travel is too expensive. The excuses have to stop. Because the only regret you’ll have if you go is why you didn’t do this sooner!

Besides meeting with other business owners who share your passion and drive, gaining fresh ideas and a fresh perspective are often the biggest takeaways from a retreat.

It’s July. 2016 is halfway over. I know you made plans, budgets and projections in January, but when’s the last time you checked in? Here are three things you should do this July:

  • Review your finances for the year, compare them to the previous year
  • Evaluate your marketing and sales strategies
  • Revise and adjust your business growth plan for the rest of the year (get to a retreat if you can)

We are covering all of the above at the retreat this week, along with:

  • Creating a marketing sequence for a webinar and a live event
  • Growing a client’s team to assist and support growth
  • Looking at the sales conversation and how to improve it
  • Identifying the blocks that held someone back from stepping into their value and asking for their worth and creating a strategy to work through it and increase confidence

You’ve had over 6 months to see what’s working and what’s not. Focus energy in the direction of things that are working.

If marketing needs to shift, do it.

If who your ideal client is has changed, find them.

If networking hasn’t been on your calendar, add it.

This is the perfect time to look at the rest of your year. Let me know on the SSC Facebook or LinkedIn pages what you want to work on.

And if you want to chat with me further, reach out to support@slatersuccesscoaching.com. I’m offering complimentary breakthrough session calls next week. Get on my calendar.

It’s Only Money, What’s The Big Deal?

I had the honor and privilege to speak at the first iPEC COR.E Retreat this past weekend.

iPEC is the school I went to when I received my Certification as a Professional Coach back in 2008 and this was their first retreat. It was filled with 150 incredible coaches, trainers and leaders from all over the country, as well as a few who flew in from various places abroad.

The topics included: Happiness (I loved that this was a topic); Health; Wealth; as well as activities like yoga; sound healing; and massage. I am sure you can guess the topic I spoke on…Wealth.

It’s so important for coaches, as well as any entrepreneur, to speak openly about the topic of Money or Wealth. I believe it is vitally imperative to realize that Money is not the end all be all of life.

I recently said to someone, “It’s only money, stop obsessing about it.”  Are you scratching your head saying, “What is she talking about? Ivy is always supporting women to grow their businesses and build their lives, and that is all about money.”

I want you to understand that Money is the conduit between where you are and what you are looking for in your life. It is not what you truly want.We want to focus on a goal, something specific.

For the past several years, I have focused on paying for college for my two children. My daughter has graduated and I am halfway through with my son. The end of the line of energy was college, the conduit was the money to pay for it. I am now focusing on my next goal for my life. Money is a provider, we no longer exchange or barter for what we need as we did hundreds of years ago.

We used to exchange meat for bolts of cloth and now we use money as the exchange. Realize that the key takeaway here is that it’s an exchange, not the ultimate goal.

What is your ultimate goal today, what you are working towards? I referred to it in my presentation as your WHY. I like a simple expression, “What do you want? and Why do you want it?”

Please share with me on the SSC Facebook Page what you want and why you want it. I can’t wait to read your answers!

Cheers to your Success.

 

Ivy

Own Your Value: 3 Tips For Success

 If you’ve ever watched shows like Pawn Stars or Hardcore Pawn, you 
understand the idea of value, and how people perceive it so very differently.

Often times, a customer walks into a pawnshop with a sentimental item, something that means a lot to them on a personal level, and they think that will somehow translate into monetary value. They become upset and offended when the storeowners offer them so little for their treasure, because when facts are brought into play, it comes to pass that what they have isn’t really all that valuable.

Determining the worth of an item is pretty much a science when it is a product. There are facts, there are details, ways to compare the item to one exactly like it. A collector may pay a higher fee for an item than what it’s worth, but most likely, everyone agrees upon a set value.

In business, it’s a little harder when determining value, especially your own value, when the product is you. How do you tell someone what you are worth? It’s such an abstract thing when you think about it. Putting a cost on your services, on yourself as a brand. Many entrepreneurs feel very uncomfortable and unprepared asking for what they are worth and they aren’t sure how to proceed with confidence when it comes to this touchy subject.

So how do you do it? Well, let’s revisit the pawnshop analogy. Just like an item is surrounded by facts and details, there are facts and details you can use when figuring out your fees. Here are my three tips:

  1. Leverage Experience
  2. Understand Outcomes
  3. Accept & Seek Advice

At the Business Success Retreat I facilitated this past week, we worked on several key aspects of building a business. It’s consistent that people have trouble with pricing.

But if you use the three ideas above, you will find an effective way to show a client why you are worth what you say you are worth.

Leverage Experience. If you are just staring out in your business, you often see yourself as a beginner and keep your fees low accordingly. This occurred in the BSR last week. Ask yourself, “What am I not new in?” How many years of life experience, various jobs and career changes do you have under your belt? You are at the point where you are trying to build your client base and your business, and those relationships and fundamentals are very important out of the gate. As you gain more experience and, truly, more confidence your rates should increase. Seeing and acknowledging your track record – ten plus years or twenty plus years of experience and knowledge, coupled with client testimonials and success stories is an accurate and proven way to show your worth.

Understand Outcomes. Take yourself out of the equation and look at the results your clients receive from the services that you provide. Are you helping clients add massive revenue to their yearly sales, are you assisting in launches and developments that exponentially grow their business, are you helping with the hiring, training and building of a solid and successful team? Calculate the importance of the transformation, results, and benefits to your client.

Accept & Seek Advice. This is really where you want to start. Don’t try to figure it all out by yourself. Entrepreneurs are often used to doing things alone, but again, it’s not all about you. Find an outside perspective. Talk to people in your industry who have been there. Talk to mentors. Join a networking group. The resources are there and, as a tight-knit community, you will find a friendly entrepreneur or coach ready and willing to offer advice. Allow others to help you see the results your clients receive and create your price structure accordingly.

Have you stepped into your value and asked for what you are worth? Are you ready now? Share with me on the SSC Facebook Page and share your accomplishments and challenges. We would love to hear your stories.

Cheers to your Success.

Ivy