Christine Schlonski [0:02]
Hi Gorgeous, this is episode number 032 with your host Christine Schlonski, and you are listening to Heart Sells! Podcast, enjoy,

Christine Schlonski [0:14]
I am so super excited to have you back today. Today is a variety Friday, which means I either share my sales knowledge, I share some amazing, amazing resources or I answer your questions. And something I have been well, basically teaching lately is the difference between your value and the perceived value that your customer has. So oftentimes heart-centered entrepreneurs really have a difficult time to charge for their services. And you know, I don’t mean to what some have actually an issue to charge at all. But lots of entrepreneurs have the issue to charge what they really truly want to charge an amount where their heart would sing, they would be super, super excited and they would have a total different energy to go to work. So the big gap that usually is in place comes from two things. The entrepreneur has a value and she or he is not quite sure of that the value is and how to put a price tag on it. And then that is the perceived value of the customer. And also the entrepreneur doesn’t really know what’s the price tag.

Christine Schlonski [1:53]
So let me explain it to you this way. As a heart-centered entrepreneur, you have a gift, you have something that you just love doing, that you could do every day and all day long. The issue is it comes to you effortlessly, you’re having fun while doing it. And you feel like everybody should be doing it and should know about it. So since you don’t put any effort, it is really hard for you to put a price tag on it because basically, you feel you are getting rewarded by giving your gift already for free so why charge for it? Shouldn’t something that comes to you that easy, shouldn’t that be free? Should you really be charging for it? Well, I think it is super, super important that you charge because if you don’t charge, you don’t have a business, you have a hobby, and you can help friends and colleagues and your family, but to make a huge difference and to help another person to transform and I mean truly transform, and the transformation is only complete if there is an energy exchange, you have to ask for money. And maybe you are even at the point where you understood that it is totally okay to ask for money and where you are already asking for money, but not for the price that you really truly want to ask.

Christine Schlonski [3:40]
So here’s an exercise sit down with a blank piece of paper and write out what do you do, what is the transformation you are providing? And once you have done that, think about the fact what did you do to get there? What did you do in your life? To be that expert, to be the authority to be the person that has this gift and that can give it this ease? How much time did you spend in your education? How much money did you spend in your education? Did you have a coach? What did you invest for that coach? Basically, you want to find out what is the amount you have invested into yourself and that is time, energy, and also money because you will find out at the end of this exercise that you have done a lot to get you to where you are. So just to give you an example, to help you to look in different places, right? I have invested a lot into myself already starting in high school by being an exchange student in the US, by leaving my family for a whole year to stay with people I didn’t even know. It was an amazing experience. But that was an investment as well. It was an investment of my time. It was an investment of you know, learning to speak English, being with people I’ve never, ever seen in my life, staying in their family, getting to know the rules, getting to know how things work, right? That’s all I learned over there was experience and it did cost time and it did cost my parents some money. So what else because without the knowledge of English I would have never ever gotten the job that I had later on where I learned how to sell, right. So everything builds up on everything. So by being able to learn English, by being brave enough as a teenager to go into a country that I only knew where it was, like on the map, never been there before. It really, like the effort I had to make, was really an investment into my skills. And that has really paid off because now I’m able to speak to you and I’m very, very grateful for my parents, especially my mom who made this true. So from there, I came back to Germany. I finished school and I went to Paris for a whole year so I invested in my skills to be in another culture and to learn another way of living with enables me to now work on a global scale because I’m not afraid to go somewhere. So that’s the learning and it comes to me effortlessly hopping on a plane right now and going places for somebody else it might be totally stressful. So what are you doing? What are you doing that enables you to have your gift in a way that you can give it with such ease? Get really really clear and start early in your life. What did you do? Where did you invest your time where did you overcome fears and obstacles and really write that down. Try not to forget the small pieces, right. Like me going a year to the US, I mean I could just take it for granted that’s what I did but if you have a look at the picture of what that enabled me to do later on in my life, it was one of the best investments I I ever did. Right? Because it also like in Paris, I had I worked for a family who was French-American, and I had to speak English with the kids without speaking English, I wouldn’t have had that position, right? So really have a look. What have you been through? Where have you invested? Maybe you need equipment for what you do, like what’s your equipment worth? And get clear and you’re going to be surprised about that number.

Christine Schlonski [8:36]
So now we’re going to switch over to your potential client. In what kind of pain are they in? How important is it for them to have that transformation? What are they willing to invest in themselves? And to just give you a hint: The stronger the pain, the more likely is a client to invest in themselves because out of his should become to a must, right. When the pain is unbearable, they gonna move mountains. And I’m sure you’ve been in the situation where you have moved mountains because your pain was unbearable. So we always we try to avoid pain of the try to go towards pleasure. And avoiding pain on a scale is much stronger to get somebody to take action than to get them to walk towards pleasure. So what is the pain of your customer? And if they can get rid of that pain by finding a solution, what would that be worth to them? How amazing would that be right? So just give you an example: If somebody works with me and they get rid of their sales reluctance they actually start to enjoy sales conversations to have fun when selling, to ask their price, to make so much more money than they did before in an authentic way that totally feels aligned. What’s that worth, right? If they just gain one more customer to into their business at a higher price, what’s the life value of this customer? What is this going to do down the road? Who is this customer going to refer to them? Right. I mean, try to see the big picture. And something that comes to us so effortlessly you feel it’s not that much of a value, right?

Christine Schlonski [10:59]
Because often in our world, we think that the other people think like us, they feel like us, they see the world exactly like we see it. But the truth is that everybody sees the world in a different way. Everybody has different filters, right? Everybody is running around with a different pair of sunglasses and sees the world in a different way. So for example, if I go to the movie with my friends, and we talk about the movie, we’ve seen the exact same movie, we listen to the exact same words, to the exact same music and still, everybody had a different experience in the movies. So once you understand that your customer is in pain, where you are not in pain, because you have mastered that area in your life, then your value and the perceived value of your customer are getting closer. Which means you probably will charge a lot more for your services and the customer that would have been willing to pay an amount anyway. Maybe they still pay less because you’re not asking enough. But in the ideal world, you are asking also what they would be willing to pay to get the pain resolved. So I really hope that this made sense to you. On variety Fridays you can also send in your questions to info@christineschlonski.com and I am happy to answer any of your questions in an extra episode so that I can help you on your journey to give more of your gifts to the world because you might be the person that loves what they do, but they are just so repelled to sales. And if you ready to step up and to learn how to love sales, how to make more sales at your price, to make more money and to create a life of your dreams keep on tuning in, keep on sending your questions and join the empowerment notes where I share weekly, amazing content to support you on your journey to basically live the life of your dreams and have a business that really skyrockets. Thank you so much for tuning in. Make sure you check it out at christineschlonski.com and I’m looking forward to have you on for the next episode. Bye for now.