October 31, 2019

“How do I transition to value pricing without hurting my income?” and more...

Sent by Jonathan Stark on October 31st, 2019

In today’s group coaching session, we had a bunch of good questions that touched on topics like:

How to identify a niche
Balancing your discipline vs your audience
How to engage with your ideal buyers online
How to move forward when your research reveals conflicting data
When to sign an NDA and when not to
What to do when “talking prospects out of working with me” backfires

Good stuff!

Here are some of the questions I answered today:

Will you help me identify what niche to pursue? Let’s play like I’ve never attempted to pick a niche before... (Since I’ve been trying to position myself for so long, unsuccessfully, maybe I should start again at the beginning?) (timestamp 1m 15s)

I’ve identified a watering hole for each of the 2 niches I was targeting in the past: 1. Men’s Professional Doubles Players: Very active on Instagram, and 2. Docs Treating Patients using a Low Carb lifestyle: Very active on Twitter. Both groups post lots of opinions and observations. But I don’t see many questions or posts that seem to be soliciting help. For those types of situations, what’s a good strategy to use to start helping them? (timestamp 14m 47s)

I’m new to the world of LFPS/value pricing. I finally finished making my lead magnet and niche sales page. My 3 offers are all high ticket done-for-you in person web/production services. Would offering something like this your first time scare people away? Or would it make more sense to initially invest the time into creating educational digital content that sold for a few dollars just to get some credibility/momentum for myself? (timestamp 22m 19s)

How do you assess & move forward with conflicting data? This week I interviewed five people. I was getting a split response so I almost scrapped my entire offer idea but decided to move forward anyway, solely on the fact that I’ve made a few substantial sales with this offer in the past. Could that have been a streak of luck or do I need to really find a solution that everyone can agree on? Just would hate to dump my energy into something that was a waste of time. (timestamp 38m 10s)

What do you think about NDA? Is it a huge red flag? (timestamp 49m 53s)

How to deal with people prejudice because of my name? I think I get dismissed a lot because of it. (timestamp 52m 53s)

Hi Jonathan, most of my income is 20% big projects, 80% smaller $200-$500 fixed scope gigs. This month I’ve talked every single person out of working with me and it felt like the right thing to do. Except now it’s really starting to add up and idk how much longer I can keep this up for. So how does someone in their early stages of transitioning to value pricing do this without hurting their income? (timestamp 55m 21s)

(If you’re curious, you can review the entire list of past questions here)

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Yours,

—J