How To Get Paid What You’re Worth – Part 4

How To Get Paid What You're Worth – Part 4If you have been in business for even a short time, your goal is to get paid what you’re worth. In the last three articles we have explored several areas that will help you do this. In this last article in the series, we’ll take a look at 4 steps you can take to improve your visibility and authority so you can get paid what you’re worth.

We’re not just talking about attracting qualified leads: we’re talking about being seen. The more visible you are, the higher you can set your rates. Visibility equals authority in the online world – especially when you publicly generate interaction and spontaneously initiate conversation. Add strong branding to that, and you’re well on the way to becoming a noticeable new influencer yourself.

Step One: Start now

That all sounds great, but where do you start? And more importantly, when do you start? At what stage do you up your game? 

Immediately. 

That’s the answer. 

“But I haven’t finished rebranding yet!”

No problem. Start by talking up the changes that are coming. Be strategic. Drop hints, post teasers, share one of your new images.  (Let go of the old … publicly.)

For example: 

  • Plan, promote, and hold a retirement sale for old content packages that no longer best represent your brand. Stress that after a specific time, these packages will be gone. 
  • Sell your old business. Do the selling part discreetly, promoting only to ideal candidates, your list, peers you know well, and members. Let them know you will be available to help them promote the switchover … and ask them to support your newly branded business, too!
  • Offer a lifetime membership. If you’ve decided to drop a membership site that’s too labor-intensive or no longer fits your brand, retire it by offering a “last chance” lifetime access – one single lifetime membership fee for those who are not yet members. Reward your current members for their past loyalty by telling them that they, too, will have lifetime access with no more payments. (But with both new and existing members, be sure to point out that no new content will be provided!) 
  • Give a deep discount for a limited time to your new membership. Make this available at the deepest discount ONLY for your old members. This way, not only will they have free lifetime access to the old program (with no new content), but they can transition to your higher-priced membership easily, in a way they can afford (and get used to!)
  • Involve your affiliates. You don’t want these valuable partners to be the last people to know! Let them in on your exit specials, and make sure you give them great bonuses and deals to promote. Let them know about the exciting opportunities that will come their way with your new rebranding/new prices – and how this will benefit them too.

All of these offers give you automatic visibility, plus opportunities to talk up your transition and create awareness of your upcoming shift.

For any of this to happen, you need to dedicate time to increasing your visibility every day. That doesn’t mean just appearing in front of people: It means taking steps to set up those appearances well in advance.

If you have an assistant, rope her in on this noble cause. Ask her to help you by looking for opportunities, including guest spots and interviews on or in:

  • Podcasts
  • Livestreams
  • Webinars
  • Blogs
  • Magazines
  • Radio
  • Web TV 

And look to the future by lining up:

  • Speaking engagements at live events
  • Potential JV opportunities
  • Giveaways you can contribute a gift or training to
  • Offers you can promote as an affiliate

Even if you are not yet ready to engage in these, have these as goals to achieve in your campaign to become more publicly prominent.

 

Step Two: Getting Over Fear

BUT –  what if you hate appearing in public? Hate standing out? What if you’re an introvert?

Let’s start with the easiest objection first. If you’re an introvert, you’re a natural for attracting clients who are also introverted, since they’ll most likely relate to you. 

But let’s also take a look at some places where this fear of visibility might stem from:

1.The Imposter Syndrome.

Ah, good old “imposter syndrome”. It’s born not out of a lack of skills, but out of a distorted sense of what’s valid. Perfectionism is often at the root of it. Comparing oneself to others, thinking you have to be Superwoman, buying into the belief that you have to be a total expert before you can say a word – all this type of thinking leads to classic imposter syndrome. 

So, write yourself a new ‘story’. Banish old excuses. Learn to discern what is true and what’s an erroneous assumption. 

 2.I’m too new”.

Also called the “who do I think I am” mindset. Of course, you’re new. That’s the beauty of it. You have a fresh, unique voice and outlook. No one else ever had your exact experiences under the same conditions. Celebrate it! We are all learning as we go – as any experienced celebrity coach will tell you (if she’s worth her salt). As long as you’re not pretending to be someone you’re not, it’s wonderful to step out and be yourself in the world.

3.Conditioning.

Women who were taught not to “put themselves forward” often grow up with a fear of visibility. Ditto people who grew up in the shadow of someone else (particularly if that person was dynamic and larger-than-life.) You might have been taught that expressing your own ideas publicly is a form of vanity. Realizing this kind of conditioning, and that these old messages are erroneous is an excellent first step to claiming one’s place in public.

4.Appearance

We would all like to be Marie Forleo. She’s young, she exudes confidence, she dresses like a movie star, and she could make a supermodel feel dowdy. But we’re not. Get over it. Your mother was on the right track when she told you a genuine smile is the most beautiful feature of all.

Recognize that hiding because of your appearance is really not about your looks: It’s about confidence. It’s about vanity and insecurity (the two go hand-in-hand.) It’s about focusing on externals and thinking that looking like Taylor Swift will magically make us comfortable being ourselves in public. This (insecurity) can be the result of multiple toxic comments from our pasts. All these add up to low self-esteem, and a therapist or an emergency mindset readjustment can help you to deal with that.

Here are five proven areas to focus on, when working on getting more comfortable with visibility.

Practice. When you “saw away” on your new violin and your parents wince, it’s hard to be confident, but when you’ve played your new tune fifty-three times, and it sounds reasonably sweet, the fear of getting up there and making a spectacle of oneself subsides. You have had past successes, and your confidence builds on these. So, get out there and practice being visible. 

Recognize that even the most confident-seeming coaches still feel some degree of nervousness when appearing in public, but they also realize that they’ve been through this before and the nerves go away every time they start speaking.

Comfort. Find your comfort zone – not the one you’re used to hiding within, but the actual comfort zone in which you feel supported enough to step out into the limelight beyond your current borders. For some people, this means being ‘visible’ through audio podcasts rather than webinars or videos. For others, it means visibility through writing articles and posts. Others find they can chat up a storm in interviews, but can have problems with appearing solo.

But you don’t need to give yourself a nervous breakdown aiming for the moon straight away. Start small, and make a schedule to step out a little bit further on a regular basis – one step at a time. 

Coaching. Hire a coach who specializes in helping people overcome a fear of public speaking. (It works on fear of visibility, too – which is what fear of public speaking actually is!)

Don’t fumble in the dark. Fast-track overcoming your visibility fears by hiring a coach specializing in this area. It’s a universal truth that there’s no substitute for another set of eyes and ears. We can often learn more from one piece of outside feedback than from months of internalizing.

Acceptance. Know that you are enough. Accept yourself as generously as you accept your clients and others. You don’t have to be perfect. 

Focus. It’s no accident that fear and selfishness often coincide. This type of fear intensifies when you look inward and focus on your own phobias, your own inadequacies, and your individual needs. Focus instead on the people you can help if you let yourself be visible: On their needs, their issues, their fears. Realize you are ideally qualified to help them since you, too, have had to deal with their pain points, flaws, and failures.

It all boils down to this: Until you get past phobias about being visible, you will continue to stop yourself from charging what you’re worth. So, decide right now: 

How much do you want to overcome this? How important is your message? 

Consciously set your intention on becoming more visible, and work on it as diligently as you work on other facets of your coaching and business.

The more people you help, the more you focus on them instead of yourself, the more comfortable getting out there and being more visible will get. And your perceived value to your followers will rise.

 

Step Three: Find Your Client

You know by now how to create an ideal client avatar and identify her demographic. Another good way to “find” her is to let her find you.

Once you’ve joined or created groups she (your ideal client) is most likely to gravitate towards, pay real attention to who interacts with you. Who consistently comments on your social media posts or group posts; who “loves” your images; who responds with anecdotes of their own when you write; who comments on your videos?

Start creating posts, ads, images, infographics, contests, quizzes, and the like with her in mind. 

What this will do is bring in more like-minded followers: People who are enthusiastic about the same things. 

Reward her for her interest and interaction by being there regularly to acknowledge her comments, continue the discussion – and be sure to actively “follow” her back. 

Create easy resources for her, such as infographics that simplify something she struggles with, or entertain her with a particularly funny and appropriate meme or video. (But don’t overdo these – people can quickly become saturated and, finally, irritated if you post meme after meme.)

Last but not least, avoid unconsciously acting as if you are the teacher and your follower is the student. Even though you may be ‘teaching’ new things, that’s not the sort of authority you want to claim.

Let your authority flow naturally from your authenticity, warmth and dedication to your mission.  (Don’t be like the author who thought it was cute or funny to keep calling his readers by epithets such as “Grasshopper” or “my young Jedi” – the angry comments in his book’s reviews must have disabused him of that notion pretty quickly!)

 

Step Four: Create a Visibility Plan

Once you’ve given yourself a mindset tune-up, take these tips and create a visibility plan that won’t drain or exhaust you. 

Remember that it is all about one simple rule: Do a little every day toward being more visible.

However, don’t just concentrate on one platform or method. Try to incorporate as many as possible – provided that these platforms and practices are ones you can comfortably operate in; plus check that they are platforms your ideal client frequents.

It’s okay to start with one area until you automatically get into the habit of making yourself visible on a daily basis, but definitely plan ahead for expanding into other platforms or using other methods. Don’t leave this to feeling or chance – set deadlines!

Realize also that to be more visible, you don’t always have to interact personally. 

Visibility is really just awareness of you and your brand. So, people should be able to say “[Your Name] is all about __________________” or “When I think of [Your Name], I instantly think of ___________________”.

Check out  10 Easy Marketing Tips for Increased Brand Visibility, courtesy of Sari Gabbay (via Huffington Post). They are easy, so do read the article.

Be strategic about your posts and images. Refine and strengthen your brand. Make a plan for regular and frequent appearances on social channels, conferences, podcasts, blogs, and other platforms where your ideal client is most likely to be. 

And, above all, keep in mind that visibility is the real secret that allows you to increase your worth (and traffic)—without going overboard on lead generation tactics.

When it comes to upping your marketing game, there’s only one strategy you need to keep in mind and put into practice. Create your visibility plan, and follow it so that you’re visible somewhere every single day.

Download the work book HERE.