6 Powerful Steps That Will Put a STOP to Your Over-delivering and Undercharging

In my last post, “Why Hidden Guilt May be Stopping You From Raising Your Prices” I discussed how hidden guilt could be sabotaging you and preventing you from earning what you’re worth.

I talked about the reasons why you over-deliver and undercharge, and I shared what needed to happen for you to make the conscious decision to stop.

Today, I’m going to offer you 6 powerful steps to take AFTER you’ve made the decision to stop giving away too much for too little, so that you will succeed in valuing yourself and your services appropriately.

But first, I want to make it clear that I am not advocating being miserly or ungenerous. Generosity is a wonderful thing and I believe that being generous creates a circle of abundance that spreads to all of us. Plus it’s a great feeling to give to others!

However, there is a difference between being generous, and giving away your time, money and skills because you undervalue yourself and aren’t honoring your own boundaries. So as you read this, please bear that difference in mind.

6 Steps From Obligation to Freedom

Step # 1: Stop doing things for your clients that aren’t included in your fees, such as giving away your time or your help without charging. As I explained in my post “Why VAs Lose Clients by Not Charging Enough,” people don’t value what you don’t charge appropriately for.

Step #2: Stop giving away too much information and too many tips to prospects (this is otherwise known as “giving away the farm”). Instead, learn how to whet their appetites and entice them, so they recognize the value of your service and become loyal, paying clients.

Step #3: When that feeling that you’re not offering/doing/giving enough hits you, make a list of all the great things you’ve done for your clients over the past few days, weeks, or even years! Post the list where you can see it from your desk. Read it every time you get the impulse to give more than you know you should.

Step #4: Make it a habit to collect testimonials from all of your clients. Keep them handy and read them frequently, to remind you of how great you already are!

Step #5: Create a policy sheet or add a set of policies to your initial business contract that sets clear boundaries from the get-go. Include exactly when you are available and for what services.

If a client pushes your boundary, stick to it and professionally and politely steer them back to what you do offer and when. If you’ve made the boundary clear from the beginning, they’ll know they are pushing it, but they’re testing you to see if you’ll really hold to it. Suggest another resource if it’s appropriate.

Step #6: It’s important to remember, if a client needs something that is beyond the scope of your agreement, you don’t have to provide it just because you can, or just because they need it. If you choose to, create an add-on service to your package and make certain you charge appropriately for it.

Present Your Service So It’s Appreciated

The bottom line is, it’s all about value. Others will value what you offer to the exact extent that you value it – no  more, no less. I happened to be listening to a client offering one of her packages on a call the other night, and I winced when I heard her hurriedly say “Oh, and I’ll throw X in too.”

“X” just happened to be a service that although it appeared modest, in actuality was incredibly valuable to her prospects. There was no question in my mind she was doing them a disservice by downplaying it, because they didn’t understand what it could do for them.

Needless to say, the next time she presents that package, that particular service will get all the fanfare it deserves!

Here’s another example on the other end of the spectrum: Kendall Summerhawk, founder of the Money, Marketing and Soul work and creator of the “How to Charge What You’re Worth and Get it” program, values everything she offers tremendously. My personal metaphorical picture of it is that she “wraps everything up in beautiful paper, puts a gorgeous bow on it, and presents it with music and fanfare.”

So that’s my recommendation to you: Value your service so highly, that you wrap it up in beautiful paper, put a gorgeous bow on it, and present it with music and fanfare!

And for those of you who want more, who are ready to step up and Charge What You’re Worth and Get It, be sure and sign up for my f.ree preview teleseminar on that topic: http://www.thevasuccesscoach.com/htc