Know Your Value: Self Worth starts with a mindset

Recently, I wrote a post after being interviewed for a book: “The Fortune is  in the Follow Up” by Heidi Sloss. It inspired this mini series on knowing your worth.

Last year I had the honor of speaking on stage at Rick Frishman’s Author 101 University with the likes of: Dr. Barbara De Angelis, Tom Antion, Craig Duswalt, and Loral Langemeier. I watched 200 published and desired to be published people FLOCK to the stage time and stage to buy their $3,000, $4,000, $5,000 even $10,000 and $20,000 packages. I sat with many of these authors/inspired authors during the event, at breaks at the bar. Many of them (easily about 70%) spoke about how broke they were. But of those 70% over 90% of them invested in one of the speakers packages. Packages that were SEVERAL THOUSAND DOLLARS.

 

Two things struck me:

1-When someone sees VALUE in what you offer, they figure out the money. Let me say that again, because some of you right now, have some self talk that is getting in the way: When someone sees VALUE in what you offer, they figure out the money. Stop telling yourself they were “caught in the moment” or they were somehow brainwashed to buy. No, they made a grown up decision about what would help them achieve their goals.

2-None of those speakers question their value. They know their worth, they stand in confidence. and people buy. I know what some of you are saying right now too! “But I’m not Barbara De Angelis, Ann!” Guess what? Once, neither was she. (lol, yes she was but you get my point) She made up her mind at one point that she was WORTH what she had to offer.

 

See, it starts with us, not them. You can help people that cannot “afford” you (although sales people will argue that when someone gives that objection, they still don’t understand the value of the purchase yet), in many ways, your blog, your newsletter, your facebook and twitter pages.

Next I am going to write about where my struggles came from in knowing my value!

Ann Evanston, MA, has been named by About.com as one of the Top Six Marketing Consultants, Feb 2011. She is an international speaker, consultant and coach specializing in the Influence Factor.

 

  • http://www.GreatHealthIsPossible.com Maureena Bivins, PhD

    So true.  In know this for myself–when I come across something that meets my needs, personally or professionally, I find the money somehow.  However, when I go to set the fee for my services, I sometimes waver about the price-point and yet I know that  what I offer is extremely valuable. However, this last year I began offering wellness packages which are selling well which is bolstering my confidence to create more comprehensive packages.  So, I am transcending my self-doubt and hesitation and honoring the value of my services.  I also appreciate the point you make, that those who may not have access to my services at this time can still benefit by reading my blog, FB, twitter, newsletter etc. Looking forward to the rest of the series.
    Maureena Bivins, PhD
    http://www.GreatHealthIsPossible.com

    Curious,
    committed, and compassionate.  What do
    you look for in a health care provider?

  • http://GoodEatsBad.com Derrick Seagraves

    Great article; “know what you have to offer before you start selling” is what I got out of this. 

  • http://MagnoliaJazz.com/blog Robbie Schlosser

    Thanks, Ann. It’s a lesson I learned long ago, and frequent reminders help it stick. I’ve been finding that many people hold vague and flexible feelings about the cost of something, until they come to understand it’s value to them. That’s when they can focus, so my job is to help them realize what they value.

  • Maridel Bowes

    I have learned this lesson as an astrologer. It is the very kind of profession where people–who have studied for years and invested so much in their craft financially and time-wise–charge so little for their skill. By contrast, I just kept raising my prices as my ability grew and my reputation grew. It does create an inner confidence to know that you have something of great value to offer and you are being paid what it is worth. Today, I charge about the same as my mentor who has written books and travels the world teacher–because I have that much faith in my knowledge, skill and listening heart as a world-class astrologer. 

  • http://www.aliciadunams.com Alicia Dunams

    As a business owner, you need to prepared to walk away from a deal, as well. Not all money is good money, so you need to be selective about the clients you bring on.
    - Alicia Dunams
    Creator of Bestseller in a Weekend

    P.S. Heidi Sloss, author of “Fortune is in the Follow-up”, is a Bestseller in a Weekend graduate, and I’m so proud of her success. Because she stands in confidence, she is attracting endorsements from significant business leaders 
    and her business is growing gangbusters. She is decisive, wrote her book in a  
    weekend, and refined it with kick-arse endorsements, and interviews (including yours), over the subsequent 4 months in my extended program, Bestseller Business Blueprint. Additionally, Heidi will be a featured author at my Bestseller Book Launch and Author Spotlight at The Westin St. Francis in Union Square, SF. Please join us… http://bestsellerparty.eventbrite.com and use the code VIPGUEST. Thanks Ann!

  • http://castlejones.wordpress.com Brenda Jones

    And here again, I read what I need to “hear.”  I am working with my mentors (two other fabulous S&H speakers) on truly owning my value.  I steered away from my previous business because I felt I couldn’t command the prices I was charging, especially as very similar but slightly less quality products flooded the market at bargain prices.  Now I don’t set my prices, corporate does, but I still have to own the value of what they offer beyond similar products and the value of what I offer above other consultants in my company.  It’s a struggle for me, which is why I enlisted help.  I can relate to so much of what others have commented, from devaluing my products to seeing value in others to find the money but not seeing the same in myself.  I feel truly blessed to have connected with those who can help me start realizing this in myself as I journey to help others.  It’s not our decision whether or not someone can afford what we have to offer.  I know my value, I know the value that I offer and they can take it or leave it.  If they see it, they will make it happen, just as you stated.  If they truly can’t, I can find different ways to help as you mentioned.  Thank you for the ideas.

  • Rowena

    I ‘get’ what you’re saying.  Most of the time I’m ‘knowing my worth’ but certain ones are not appreciating it.  Tells me that ‘I’m’ not appreciating it fully.

  • http://www.heidisloss.com Heidi BK Sloss

    Thanks for posting this. More business owners needs to get clear on their value, otherwise they are running a hobby, not a business.

  • http://www.brandymychals.com Brandy Mychals

    I’ve been on both sides of that stage. It was a big deal the first time I signed up for a program because I don’t use credit – so saying “Yes” was cash immediately out the door. For me, it wasn’t seeing the value in what they had to offer (I did see that) – it was believing I had value – or enough of it to “risk” the money…it was scary and a struggle at first. So glad I did…and it paid off huge! I also had the challenging experience of raising my prices as my business grew and got to get “comfortable” with that. I believe that when you have great material and do an ab fab job it is much easier to know your value. And yes, you have to trust that if it is meant to be, the audience will find a way to pay and leave “their” money struggles to them instead of owning it for them…
    Brandy :-)

  • http://www.fierceover50.com Julie Labes

    I struggle with daily. I have often spent money i didn’t have because i saw the value in THEM and what THEY were offering but yet struggle to do the same with ME and what i offer. But it is a journey and the road is becoming clearer

    Julie Labes: The Fun-Loving, Feisty, Fearless, Frisky, Fierce Over 50 Traveler

  • Anonymous

    Been there I loved the Personal growth seminars. There was always the package or the CD’s or the next seminar and I always found a way to pay for it. Usually credit but it didnt matter. When you feel that feeling within and know its part of your path you will find a way. If I didnt say yes to all the those learning experiences I would not be living a life of Abundance, Prosperity, Harmony and Health.  In my experience when there is a transaction to take place I will take a moment and turn within and be still and know that this opportunity is unfolding just as it is suppose to and if it is the will of my Source then that connection will be made and the deal sealed. We are all invaluable we sometimes just forget we are. Thanks Ann

  • http://www.PatZahn.com Pat Zahn

    Sometimes, when someone says, “I can’t afford that” or “That’s too expensive”, it’s a habit,  an excuse, or even a ploy. Often, that will get a salesperson to stop “bothering” you. I had a particular client, a retired teacher, who would say things were “so expensive.” I wouldn’t discount, but I’d give her a lot of gifts (because I love teachers.) Then, I started noticing her expensive manicure, haircut and as I got to know her I’d hear about her exotic vacations and her ornament collection. I realized, that I bought into her statement, “it’s too expensive” and de-valued my product. I also realized, it was her way of bargaining. It’s not my job to worry about where people will get the money or if they have the money, it’s my job to show the value of what I’m offering, both products and my expertise.

  • Fiona Stolze

    The bit that jumped out here was – When people see value in what you offer, they figure out the money.

    I’ve had people do that with my artwork in the past. They may be broke for other things but it always comes down to their value systems.

    And I see this as the hardest part – truly recognising what your own worth is. Enjoying your series Ann. Thanks.

  • http://louiseedington.com Louise Edington

    I am really starting to get that it’s never about the money – finally lol. I know the huge value of the Social Networking Coaching Club and that I’m a good coach so I am really working on showing that confidence in sales conversations. I went to an amazing training yesterday with a sales master – she’s not into marketing just sales conversations and I am ready to rock it! I am discovering that it’s about asking the right questions and addressing the pain – not all about reeling of features and benefits – and yes, having that confidence in the value of my programs! Loving it!
    Louise Edington
    Fabulous and Fearless
    http://louiseedington.com

  • http://backngroovemom.com/ Rachel Blaufeld

    WOW! that must have been a phenomenal experience and obviously, something to demonstrate your value to potential clients. I definitely agree, they were not caught up in the moment but rather saw the importance of what you offered to their business.  anyone who gets caught up in the moment and spends that kind of money — should not be in biz. 

    Looking forward to hearing how you found your value and the equation involved in that. Rachel

  • Rita Brennan Freay

    It all starts with us, nobody can communicate your worth and value better than you!  They can’t decide it for you either!  I loved it when you said Guess what, neither was she!  Ha, we all start somewhere, and have to believe in ourselves which is easier said than done sometimes in the beginning.  I find even with the au pair business you can find yourself in a conversation with a family where its clear they want you to show them your worth and why they should pick your agency….because they are not caught in the moment – they know the value and are willing to pay the price, but need to know YOU know your worth too!  Of course it helps when you talk to your target market who knows what it wants and is looking for…I am confident and know we have a great product & service, at a great price, and very worth it so it comes easier to me these days, but that wasn’t always the case!  I need to work on this in other areas of my life now.  Looking forward to the rest of the series!!!

  • Rita Brennan Freay

    It all starts with us, nobody can communicate your worth and value better than you!  They can’t decide it for you either!  I loved it when you said Guess what, neither was she!  Ha, we all start somewhere, and have to believe in ourselves which is easier said than done sometimes in the beginning.  I find even with the au pair business you can find yourself in a conversation with a family where its clear they want you to show them your worth and why they should pick your agency….because they are not caught in the moment – they know the value and are willing to pay the price, but need to know YOU know your worth too!  Of course it helps when you talk to your target market who knows what it wants and is looking for…I am confident and know we have a great product & service, at a great price, and very worth it so it comes easier to me these days, but that wasn’t always the case!  I need to work on this in other areas of my life now.  Looking forward to the rest of the series!!!

  • http://www.mywealthspa.com Darcie Newton

    This is an area that I’ve been focused on lately…your post is timely.  I’ve often unknowingly devalued what I know by saying to myself that if I know it then everyone must know it…getting feedback from friends has helped me to realize how valuable my experiences are.

    Darcie

  • http://www.mywealthspa.com Darcie Newton

    This is an area that I’ve been focused on lately…your post is timely.  I’ve often unknowingly devalued what I know by saying to myself that if I know it then everyone must know it…getting feedback from friends has helped me to realize how valuable my experiences are.

    Darcie

  • http://www.AimfortheStarsTutoring.com MeredithJacob

    Yes, your posture is so important in knowing your worth and conveying this to your clients.  I know this is the case, but I don’t think I have personally mastered it yet.  I’m working on it.  I’m enjoying this series. 

  • http://www.thereconnectivehighway.com Julieanne Case

    Now I’m waiting for the next installment.  I’ve been struggling with many things in the last couple of weeks.  I know something is ready to break loose.  And I’m feeling writer’s block too!  What you wrote is hitting home for me.  and I know it does start right here with me!  

  • http://www.wealthships.com Sharon Hiebing

    Yes, showing people your value via your blogs, fan page, etc. is a very powerful way to give some good will to potential clients at no cost to them, which can help them get over their perception that they can’t afford you. Education based marketing, as you taught me, does work. Maybe not overnight, but if you stick with it, and you truly are offering value, it’s one of the best ways to obtain clients.

    Sharon Hiebing
    Relocation Without Rose-Colored Glasses
    http://www.wealthships.com

  • http://www.wealthships.com Sharon Hiebing

    Yes, showing people your value via your blogs, fan page, etc. is a very powerful way to give some good will to potential clients at no cost to them, which can help them get over their perception that they can’t afford you. Education based marketing, as you taught me, does work. Maybe not overnight, but if you stick with it, and you truly are offering value, it’s one of the best ways to obtain clients.

    Sharon Hiebing
    Relocation Without Rose-Colored Glasses
    http://www.wealthships.com

  • http://www.thereflectivewriter.com/blog/ Judy Stone-Goldman

    We have to start with ourselves, to really trust our value, before we can communicate that to others, and before we can tolerate that moment (it feels like a really long time but is probably nanoseconds) where we leave room for the other person to make up his/her time and come to the conclusion that we are very valuable! I can be such a caretaker that I don’t want to leave space for that person, and of course it’s scary to really let there be that option – to know that the person may or may not choose to meet your terms.

    Looking forward to more on this topic, as I always get something to think about. This is a definite learning space for me.

    Judy Stone-Goldman
    The Reflective Writer
    “Word maven loves–and learns from–ordinary life.”

  • Debe Bloom

    Your post speaks to ‘if you build it, they will come’. Our value is projected in the passion we have for our product or service. I absolutely agree that it is in the delivery of our message where the receiver will find the value. My dad used to say that “you can sell ice to an Eskimo if you wanted to…and he would buy”. What he meant was, of course, if the right message (the value of the ice) was presented, ice would be sold.
    This is a great reminder that we are each experts in our fields and well-worth our value.

  • http://www.lauriehurleyonline.com Laurie Hurley

    I truly believe one projects their value on others  -meaning, if I stand up at a meeting, or wherever I happen to be and say I charge ‘X’ for my tutoring services and fully believe with all of my heart that my tutors’ time is worth every penny, that shines through. It’s in the delivery as well as the service. Conversely, if I waffle and say with little or no confidence how much my rates are, or, if I am afraid to say how much and am a wuss and say less because I sooo want that client – I will fail miserably. I won’t be true to myself or the value I place on my business.  I know what I am worth and if it means losing some folks along the way, so be it. Being confident is almost as important as the quality of service I deliver.

  • Donna McCord

    That is something that any sales job must confront — how to help the buyer understand the value of what they are buying. Same with auto repair — when we get price shoppers on the phone we try to guide them toward changing the way they think  — it is not about price, it is about what you are going to get for what you pay for. There are always going to be people that just want what is cheapest and don’t seem to care about value, but they are not our customer anyway! What is encouraging is that we are at a point now where that happens rarely…I think we are finally reaching the place where the customers we attract are the ones that understand the value of our services. But it has taken us time to get to where we believe it ourselves! I look forward to reading your next episode about how you came to embrace your value.

  • Donna McCord

    That is something that any sales job must confront — how to help the buyer understand the value of what they are buying. Same with auto repair — when we get price shoppers on the phone we try to guide them toward changing the way they think  — it is not about price, it is about what you are going to get for what you pay for. There are always going to be people that just want what is cheapest and don’t seem to care about value, but they are not our customer anyway! What is encouraging is that we are at a point now where that happens rarely…I think we are finally reaching the place where the customers we attract are the ones that understand the value of our services. But it has taken us time to get to where we believe it ourselves! I look forward to reading your next episode about how you came to embrace your value.