MOTAGUAPRESENTATION

Charge What You Are Worth…Without Apology!4 Strategies to stop undervaluing, undercharging and over delivering

so you can make more money in less time

Helping women turn their dream of owning a business into the profitable business of their dreamsDr. Michelle R. DawsonPresident

2Who Can Benefit From This Session?Specially designed for ENTREPRENEURS

Aspiring entrepreneurs desiring to start a businessAspiring Entrepreneurs

Entrepreneurs who are engaged in business but are struggling to make the money they know their product or service could command

Struggling Entrepreneurs

Entrepreneurs who are making great money and want to continue growing their business without losing themselves

Successful Entrepreneurs

3Why Many Women Struggle With What to Charge

Afraid they are charging too much so they set fees very low

Fear

Uncomfortable talking about money so they hesitate to ask for the sale

Lack Confidence

Apologize for their feesApologetic

Give away too much of themselves and their servicesGive Away Too Much

4Why is This Detrimental to Business?

You’ll have a difficult time making enough money to sustain your business

Lowers Cash Flow

You’ll often end up working too many hours and getting burned out

Causes Burn Out

It undermines the credibility of your servicesDecreases Credibility

5

Organize your priorities and manage your

resources

Know your value

Develop the right mindset

Stay Focused on the bigger

picture

Four Strategies to Help You…

6Know Your “Big Money Why”

When you don’t know your “why” you lose focus, become frustrated and easily discouraged.

When You Don’t Know Your “Why”

When you don’t know your “why” you stifle the growth of your business and become reactive rather than pro-active in your decision making.

The Impact of Not Knowing Your “Why”

What is it that you LOVE being, doing and having?

Strategy #1

When you know your “why” you remain focused on the big picture and it takes the emotion out of temporary setbacks.

What Can Happen When You Know Your “Why”

7Get Clear on Your “Big Money Why”Be specific in your GOAL SETTING

Be as specific as possible. For example, “My big money why is to save $50,000 to set up a college education fund.”

Be Specific

My Big Money Why Is To:

Amount:

By When:

What will it mean to me to reach this goal?

8Know Your Ideal ClientWho needs, values and will PAY for your solution?

When you don’t know who your ideal client is, you try to serve everyone and your message changes to meet everyone’s needs.

What Happens When You Don’t Know

Not knowing your target makes your marketing message unclear and ineffective, confuses your prospective clients, and reduces the number of clients you are able to serve.

The Impact of Not Knowing

When you know your ideal client your messaging becomes laser focused, prospective clients can easily find themselves in your message, and it increases the number of prospects to turn into paying clients.

What Happens When You Know Your Ideal Client

Strategy #2

9Know Your Ideal ClientWho needs, values, and will PAY for your solutions?

Type of Person

Women who want a promotion

Problem They Experience

How to be taken seriously and seen as capable of taking on a

new level of responsibility and

leadership

Core Emotion This Problem Causes

Them to FeelStuck, frustrated, overlooked and

undervalued

Solution They Want to

ExperienceThey want to be noticed

and seen as credible, increased

responsibilities, more people to manage, and look the part of the new

role they want.

10Systems and Priorities

You experience the “Shiny Object Syndrome” and lack consistency in achieving positive results.

When You Don’t Have Systems and Priorities

You will experience little or no business growth, and be over-worked and over-whelmed.

The Impact of Not Having Systems and Priorities

You will have a clear structure for your work days and know exactly where to focus to achieve your goals.

What Can Happen When You Implement Effective Systems

Do you have the right foundation to support your SUCCESS?

Strategy #3

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12

Launching Out Phase:

• Not having the systems, strategies and support for producing consistent results

• Being excited about the next, new, hot thing when your foundation is not in place quite yet

Leaping Forward Phase:

• Getting stuck in the “Do It Alone” mindset that keeps you working harder, longer hours

• Income becomes stagnant

The Biggest Traps at Each Level

Leveraging Freedom Phase:• Not being consumed by your business

13Price for Value, Not Features

When you don’t know your value you will always discount your services, constantly be in a defensive state, and lack confidence when stating your prices.

When You Don’t Know Your Value

When you don’t price for value you have to work harder to make the same amount of money that you could be making if you set your prices based on value, feel cheated and your closing rate for sales will be low.

The Impact of Not Pricing for Value

When you know your value you feel empowered, you can increase your prices, and generate more income.

What Can Happen When You Know Your Value

Do you know the value of the RESULTS you deliver?

Strategy #4

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FeaturesFeatures

• Waterproof

• More miles per gallon than competitors

• 90 minute massage

• Your feet stay warm and dry

• You’ll save money on gas

• Get the most restful sleep EVER and increase the level of intimacy in your relationships (because you’re feeling positive rather than a walking nervous tick)

Benefits (Value)

• Boots

• Car

• Massage Therapy

Product / Service

Knowing Your ValueValue is perceived by your customer, price is perceived by YOU!

Difference Between Features and Benefits (Value)Feature is what you do

Benefits (Value) is what happens when you do the feature

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Create Your “Big Money Why”Create your “Big Money Why” to keep pulling you forward

Know Your ValueKnow your value, so that you can state your price with confidence

Implement Systems and Priorities Implement systems and priorities to lay the foundation for sustained success

Be Clear On Who Your Ideal Customer IsBe clear on who your ideal customer is and their needs so that they see you as their only solution

How to Charge What You’re Worth... Without Apology

16Charge What You’re Worth...Without Apology! Success Kit

Learn how you can close the gaps and propel your business forward!

Apply For A Complimentary 20 Minute Catalyst Business Snapshot Debriefing Session

These valuable tips are included in the special FREE GIFT I’ve created for you.

FREE Report: “10 Tips and Must Do’s” to Help You Charge What You’re Worth...Without Apology

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