The Confidence to Charge More

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

To reach my income goal, I need to create a higher ticket offer. But I don’t have the confidence to charge what I want to charge. If I were to try selling at a higher price, I feel like I wouldn’t do a good job of selling it, because the confidence isn’t there.

How do I build or increase my confidence?

Neagle Code Answer

You’re using the wrong emotional tool to think about this. You don’t just “build” the confidence.

Confidence comes as you continue to do something, and you get a result. It comes from practicing and getting better at something.

Meanwhile, you're building the knowledge and awareness of how to do that particular thing. That’s where confidence comes from.

What you need to work on is your courage to charge more.

Many of my clients want to present a higher ticket offer to their audience, but they’re not able to get themselves to ask for the higher rate. They don’t feel confident, and this comes through during the sales call. So, they don’t make the sale.

You can change this by doing a simple exercise in the mirror.

I would take the amount you want to charge and do a presentation in the mirror, looking back at yourself, 500 times, while saying that number.

Let’s say you want to charge $20,000 for something. In the mirror, practice asking an imaginary client for $100,000. Do this over and over again.

What happens is… when you do this 500 times—and then you actually ask someone for $20,000—it’ll seem like nothing.

You could do that in a couple of days.

It works beautifully.

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