Selling Luxury Clients – Part 2
Today I want to talk more about selling luxury clients.
In part 1, we talked about the importance of an abundance mindset when it comes to attracting your ideal clients.
To recap, we know that if we live with a scarcity mindset, we will attract clients with a similar outlook. And when we operate with an abundance mindset, we can easily attract clients with big projects and budgets.
It is vital to your success that you shift your mindset. And it’s not about being as rich as your client. It’s about a certain attitude and expectation that everything you want and need will find its way to you because the universe wants to give it to you.
On to part 2
Now I want to focus on things you can do to attract luxury clients.
My first piece of advice:
Stop working harder and harder and harder!
Overworking yourself will not give you the results you’re looking for. Many of us grew up in hardworking families and developed a work ethic based on a very masculine approach to success.
But giving all of your time and energy is not the best way to develop your business. Taking time for self-care and rejuvenation can actually increase your creativity and productivity.
The next change you can make is to stop taking micro-jobs that cost you so much time and money. They’re never going to be profitable, and they don’t leave any room for the jobs you really want.
Think about how these micro-jobs work.
You’ll likely have to go to the client’s house three times with any design job. That’s about 8 hours invested in the project, resulting in a $1200 design fee if you’re charging $150 per hour.
Now let’s be honest. Most of you aren’t charging $1200 to reupholster a chair.
Then imagine adding 4 hours of research time, and the job is now valued at $1800.
Twelve hours is about the minimum amount of time any design job will take, regardless of the project specifics. And an $1800 design fee would typically equate to a $12,000 budget.
Jobs like the example above just don’t make sense. You’re never going to charge a client $1800 to reupholster a chair. So you just end up absorbing the time.
My point here is that you can’t keep giving away your time. Your ideal clients want you to respect your time.
One way to do this is to set a minimum design fee. $2000 is a great place to start.
But when and how do you tell a potential client about it?
Ideally, you’ll cover this topic during your initial discovery call. When the question of your fee comes up, let them know that your fee is based on the scope of work and put the focus back on their project.
If it turns out that they have a micro-job, you can explain how your business works and see if they have more to add to the project so that it makes sense.
If not, you say no to that job so you can say yes to a profitable one.
And that’s how you grow! You set boundaries to attract your ideal clients and keep going up from there.
Watch the video above for more on selling luxury clients.
Until next time, design something beautiful and get paid what you’re worth.