Reader,

This week we did quarterly planning inside of Elevate where my clients discuss their revenue goals and we build the plan to get there.

When one of my client's said, "Laura, I hear everyone on this call talking about their $100,000 packages and $10,000/month retainers and I just feel like I don't have anything to sell over $5,000 to a B2B client."

Look…I could feel her frustration and maybe even a bit of imposter syndrome and fear of selling larger deals.

So first, let me say this, if you want to sell $5k offers to B2B clients, you absolutely can, and there's nothing wrong with that.

But I hate when brilliant consultants tell themselves they don't have anything worth offering at $25k, $50k, or even $250k.

Before I started consulting, I spent YEARS wondering what to sell at a higher price point, because I was struck with the imposter syndrome. Was I really worth that much? What if I couldn't deliver?

And if that’s you right now…I see you. Here are a few of my favorite tips when I need to block out the noise and kick your pricing imposter syndrome in the butt:

1. Selling a $50,000 contract to a larger companies is often easier than selling a $5,000 contract to a smaller company, because larger clients are less detached to the money, making it easier for them to spend on services that solve their problems.
2. The problems of smaller clients are very similar to those of larger clients. And at the end of the day you're working with humans. If you can work with humans in smaller orgs, you can work with humans in larger orgs.
3. Larger clients have larger budgets to pay you, and are eager to work with business professionals (see number 1) who can become embedded in their business, and act as neutral trusted advisors (you're above the politics, which makes you very valuable).
4. The easiest way to grow your contract size is to quit focusing on "one offs" and start thinking about setting a retainer or project rate.

I genuinely hope these tips bring you the courage to think bigger about your business.

And if they do, share it with me! I'd love for you to tell me what action you're ready to take to get that next big contract.

Sincerely,

Laura

P.S. Speaking of, I've been toying with the idea of launching a program to help consultants and agency owners turn a $5,000 service offering into a $50,000 service offering that has B2B clients eager to buy.

I’d be “pulling back the curtain” and revealing my method for figuring out what to offer larger B2B clients that 10x the size of the contract (without having to do 10x the work).

If that sounds like something you'd be interested in, hit reply and let me know! If there's enough interest, I might just make it happen. ✨

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