Last week I hosted a call with Tom Buford of Charge What You Deserve on How to Charge What You Deserve and Get It where he shared a lot of good tips on setting prices and recession-proofing your business.

One tip he shared was to create a new program that’s certain to be a big hit.  Don’t worry, you don’t need a crystal ball. Here’s how you do it…

1. Ask your market what their biggest obstacle is.

You don’t even need to bother with Survey Monkey or other survey software–an email to your ezine subscribers with just one question about what their biggest obstacle is will tell you what you need to know.

Sure, you don’t get as much information with just one question. But you’ll get more responses because it’s easier for them…and sometimes better responses, as some people will go into detail about what their obstacle is.

2. Create a clear, time-bound program that eliminates the obstacle.

Take the most common response from #1 that you feel confident about teaching and package it into an information product or a program with a beginning, middle and end.

This last part is important–one of the most common obstacles for coaches, chiropractors, psychologists and anyone who works on an ongoing basis is that people are afraid they’ll have to work with you forever to see results.

So any time you can package a solution into a program with specific results in a set period of time, you’re eliminating that potentially objection for your prospects.

And–not only are you getting away from that hours-for-dollars trap by pricing based on value– you can also offer the program at different price levels so people choose the best one for them.

3. Take away the risk.

Another common fear is that they’ll pay all this money and get nothing to show for it. So offering some type of guarantee will reduce or remove that risk for them.

Time and again research shows that the additional clients and customers that you’ll get from offering a guarantee will more than cover the small percentage of people who will ever ask for their money back.

Here’s a Tip–You can also do the same by creating an info product that’s designed to bring you more sales and more, higher-paying clients. Get a FREE audio that reveals how at www.myebooksecrets.com!

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