Many women face this business problem – how to stop working for free to earning great money from your business. Here’s how to transition into charging your clients, even if they’ve been getting freebies from you.
In this video you’ll learn…
- The two times it’s okay to give your work away
- How to handle the most common requests for free advice
- Tips on how to transition clients from free to paid services
Prefer to Listen? Click Play below.
Lucky Bitch Video Transcript – Are You Ready to Stop Working For Free?
This is particularly important if you work in a service-based industry, because some people just feel like it’s just your time, it’s not going to cost you anything, so why can’t you give it to me for free? Well, in my opinion, there are only two times that you should work for free.
Free work in exchange for testimonials
One is right at the very, very start of your business in exchange for experience and testimonials.
But here’s the thing, don’t do it for too long. Decide in advance how many clients you give away free sessions or services to, and cap it at that, and then go onto paid services. You do not need to gain experience forever and ever. This is not a four-year business degree.
You can get experience straight away from clients, then you can build on experience that you’ve had in your previous jobs, which is from your natural God-given talent.
So for God sake women, don’t forget to charge for what you do.
Okay, that’s the first time.
Doing pro-bono or volunteer work
The second time is if you’re genuinely doing some pro bono or volunteer work, expecting nothing in return, and giving it from the generosity of your heart.
Now I suggest that you only do this if you’re an established business woman, if you’ve got the time, and energy to do it, plus if your business is making enough to cover all of your needs. So they are the only two times that I think you should be giving away your services and time for free.
However, I do have two caveats on this. First of all, I think you should be very, very generous in giving away information.
Be generous and give your best stuff away
Be generous. Give your best stuff away.
So an example of this, is my free pricing course. I give away some of my really closely guarded secrets, or things that previously I’d only shared one-on-one with clients.
This is a completely free course and I give it generously to people, but here’s the thing. It doesn’t take my time and energy. It’s something I’ve created once, now I can generously give it away for free. So be very, very generous in the information that you give. Don’t feel like if you give too much, they won’t want to work with you. That’s not the case at all.
In fact, the more generous you can be in your information, this is videos, blogs, free courses, and just free expertise that you give away, the more that people will want to work with you one-on-one and pay a higher premium for your time.
Because they think, “Gosh, she’s giving that away for free. Imagine what it would be like to actually work with her and do her package program or service.”
The other time to give away free samples of your work, is a free mini e-book, a free course like my pricing course, maybe a webinar, a workshop or in some cases, sometimes it is good to give away say a free coaching session, a discovery session or some type of very, very short free one-on-one with you, and there is an art to this.
I only suggest that you do this if you’re comfortable saying to people, “Hey, well we’ve got this little free sample. The next stage is for you to buy my bigger package, bigger service.” Sometimes people – do just want quickly to get on the phone with you and see if there is a fit. So in some circumstances, I really think that is a great freebie offer as well.
Now, I want to give you some specific advice for two very, very tricky situations. I get asked this all the time.
What do you do when people email you, Skype you, Facebook you or whatever, asking specific question or asking to pick your brain?
Now this can be torture for people right in the beginning of their business. Because one, it’s really incredibly flattering that people want your advice. But two, it’s like – it’s okay when you’ve got a couple of people doing it but the bigger you get, the more and more people who want to ask and you’ll spend your whole time just answering free questions back and forth. And I’ve had many of my clients do this, and I’ve broken of the habit in a very easy and elegant way.
So rather than responding, telling them all that you know that solving their whole problem which would be honest over email, people aren’t going to change their entire life or habits just because you sent them back a really long email. FYI, it doesn’t happen.
People really need to invest in themselves on the long term, to really see a long term sustainable change, so that’s a little bit of an insight.
So what you do is you just email back and you say, “Great. You know, I totally understand where you’re coming from.” Or “You know, it sounds like it’s a really challenging situation.” or “It sounds like you’re really ready to do something about this. I think a great next step for you would be to sign on to my X thing. It could be my Website Package for New Entrepreneurs, my How to Lose it in 30 Days program, my Auto-Responder Amazingness program, or my Kinesiology Introduction Session.”
You just say, “I think this is the right next step for you. Here’s a link.”
That’s all you need to do. Some people would jump on it straightaway. Some people would kind of be like, “Oh, I just wanted you to solve my problem over emails for free.” Of course they do.
And if you do respond to people, of course, sometimes they’re going to want more and more, and have you noticed that those people sometimes don’t even say thank you? Hmm. So that’s a really, really easy trick.
It’s just like, “Hey, I totally get where you’re coming from. I think this is the right next step for you. Big hugs Bye.” Now it’s going to hurt the first time you do it because you’re going to feel like a real bitch, but honestly, that is the best next step for them, because you know that’s going to lead to better results in their business, better results in their life, and more sustainable transformation over time.
How to do transition people from free to paid or from low cost to new and improved pricing?
The second tricky situation is transitioning people over from free to paid or say for example, transitioning clients over from a low cost, maybe you was just starting out to your new and improved pricing.
Now, this can be kind of awkward, because if people again are used to getting you for free or used to you sending the personalized emails back and forth about their particular situation, some people aren’t going to like it.
But you know what? For a sustainable business, sometimes your clients need to grow with you and some of them will and some of them won’t, and that is okay.
So don’t be afraid to transition people over from free to paid or from your low cost to your high cost. In fact, I’ve got a brilliant free resource for this, where I give you some tips and tricks but also word for word scripts about how to say it to people, “Hey, guess what? My price is going up.” Or, “Hey, guess what? You’re free sessions are coming to an end.” And you do it in a really, really non-douchey way that’s not going to make you feel like a crazy greedy bitch at all.
So to get it, just go to www.luckybitch.com/pricing and you’ll be able to get the whole course, and just follow it step-by-step. And you know what?
Every single time I increase my prices, I do the same thing. I look up the script and I read it out word for word. It’s very, very simple.
If you want more on increasing your prices check out this post as well: How to Increase Your Prices (Without Losing Clients, Freaking Out or Feeling Guilty About It)
The very last thing is to constantly remind yourself that what you do is awesome and you deserve to get paid for it.
So hand on heart, big breath in, “It’s my time and I’m ready for the next step.”
And then draw a line that said, “No more free and you are ready to be paid what you’re worth right now.”
I’d love to hear from you. What are you best tips to stop working for free? How have you increased your rates? Let me know in the comments below.