Let’s just be honest right from the jump: You aren’t looking for just any ‘ole client. You’re looking for the BIG FISH. Clients with four-figure monthly contracts that give your budget some breathing room, and your business some sustainability.
If that sounds like something you and your business could use, this is for YOU. I’m going to cover three main areas that – if you can get them right – will set you on the path to finding four-figure clients. Give yourself a little check-up and see how many things you might need to address or tweak so that you put yourself in the best possible position to attract the clients you’re looking for.
#1 Identify your ideal client…with a twist.
This isn’t new information, right? If you’ve been in this business for any length of time, you’ve heard the phrase, “identify your ideal client”. And if you haven’t, stop everything and go read this right now!
But here’s THE question I really want you to ask yourself about your ideal client: Can they afford a four-figure budget for a Virtual Assistant/DFY Service Provider? If you’re targeting start-ups or mom-and-pop shops, the answer is probably “no”. And to be totally honest, that’s a problem.
Not every business owner can afford a four-figure package or are ready for that type of investment. Ideal four-figure clients are already making money (at least 6 figures a year), they understand the value of outsourcing, and they are likely already investing in other areas of their business. These are business owners with a CEO mindset that will pay you what you are worth because they understand that your services will bring them more growth.
But wait, have you considered this?
But here’s the thing that you need to know about charging four figures. In order to do it confidently, you’ll need to work on your own money mindset. It requires you to believe that investing in your business is necessary and vital for growth. Do you believe that? Or do think of money invested in your business as money lost?
You won’t attract high-level clients through a scarcity mindset. You can’t cling so tightly to your money, and then get frustrated when others do the same.
Business owners with CEO mindsets, invest. Period. If you want to work with people like this, then I suggest that you also start acting like a CEO. Not just on the investing front, but in other areas too.
Why do you need an ideal client and target market?
You can NOT target everyone and expect to find or attract four-figure clients. Identifying your target audience allows you to create messaging and offers that directly speak to the people you want to hire you. You’ll be able to hone in on their problems, struggles, and needs so that you can speak to those pain points directly.
It’s ok to not be 100% certain about your target market. It’s ok to change your mind later. Nothing is written in stone. But don’t flounder around just because you’re scared to make the right decision.
#2 Creating your next 4-figure offer
When developing your service and offering list, it’s always best to start at the intersection of what you know and what your ideal client needs.
It’s time for some market research and active listening.
Once you have a clear idea of what your ideal client is looking for, ask yourself this question: What service do they need that they will pay four-figures to get?
Some examples of high-level services would be:
- Social media set-up and optimization
- Email Marketing
- Social Media Manager
- Lead Generation
- Website SEO
- Bookkeeping
- Content Creation
- Copywriting
- Services centered around in-demand online platforms or software
Not every service can become a four-figure package. But, many basic admin services and be combined with other high-level services to get your proposal to $1000+.
If you offer multiple services, think about ways that they can be combined to create high level packages.
Now we need to price our high-level service package
If you aren’t familiar with the common pros and cons of hourly vs. package prices – head here to read all about it. It’s a very important distinction and can make a huge difference when it comes to growing and scaling your service-based business.
Here’s my favorite argument in favor of packaging your services as a flat monthly rate vs. being paid hourly: When you are paid hourly, what happens when you inevitably get faster and better at your job? You get paid less.
You can use an internal hourly rate to help you determine what your package price should be – but your fee will be for the value of that service as a whole, regardless of how long it takes you from month to month.
Here’s another blog with more details on calculating package prices for a variety of services.
#3 Finding and Attracting your next Four-figure client
Okay, so now you should know WHO you are targeting (ideal client) and WHAT you plan to offer. This last step is the HOW. How do we find and attract these mythical dream clients to our business?
Attracting ideal clients does NOT mean that they will find you organically. In this context, here is what I mean by attracting clients: Once they become aware of you (visit your website, click over to your Instagram from a comment you left on their page, or find you through a hashtag) they don’t click away. The quality and specificity of your online storefront speaks to them directly and they know immediately that you are exactly what they are looking for.
Hard truth: You can’t attract Four-figure clients with a dollar store brand.
Are you wondering what a high-level online storefront (website, social media accounts, Facebook page) looks like? Think about online businesses that you follow online that really embody that high-level brand. What makes their visual store front feel high-level? What elements make YOU attracted to a brand?
When you go to someone’s online store front (maybe their website) and you see a beautifully made website, clear copy, incredible testimonials, and then…you see their high premiums – it makes sense right? You were expecting those prices. Why? Because the way this company or individual shows up online projects a high-level value.
And what’s the flip side of that? What does it say to you as a consumer when you visit a website or FB page that is confusing? This might look like minimal content, or hard to read and inconsistent visuals. It might look like a social media account that doesn’t have a post since last January. As a potential client, you are not going to be willing to make a high investment in a company like that. A storefront like that does NOT build trust.
First impressions matter. Appearances matter. They can make or break you on your next four-figure client.
Looking for more details on how to elevate your online storefront? Check out this blog for a list of elements you should consider.
Putting it all together…and building a business that lasts
It is a misconception that finding four-figure clients is only for those who’ve been in the business for a while. If you’re just starting out, maybe you think this isn’t for you. Nope! Believe it or not, everything that we just covered is very much foundational. These three steps are critical for the success of your business, even if you aren’t targeting four-figure clients.
Marketing your business isn’t just about posting about your services on social media, and buying Facebook ads. It’s about creating a sustainable model that will allow you to easily find, attract and replace clients throughout the life of your business.
Ready for more?
My How To Find Clients Marketing Program is now open for enrollment. From now until April 27th, visit the link below to find out more about how hundreds of women have built 5 and 6-figure businesses using the marketing strategies that I teach.
