Business Basics for Lightworkers
Communication is key in so many aspects of life. It’s super important when you are charging money and need to explain what you are charging for.
Certainly, many Lightworkers feel stress around the topic of pricing. When it comes to charging for their services they struggle to do so for a number of reasons.
One reason that pricing feels uncomfortable is that Lightwork is all about helping. Lightworkers are so passionate about the way that they help, they can feel almost guilty about charging money for it.
But of course, I’m sure you know why you must charge. Without funds coming in to your business, there won’t be a business for long! And in order to keep devoting your time to helping others, you need to pay yourself a living wage.
Then there is the issue of how much to charge, especially if the work you do is more based in healing or emotional work – it can feel hard to give that a monetary value.
The simplest and most logical thing that I’ve heard business coaches suggest, is simply to look at the results of your work in terms of how you improve your clients’ quality of life. For example, if you were to emotionally heal a small business owner, how much could she then go on to earn in her small business, once is has healed form her emotional blockages?
The possible amount she could earn is infinite. So I hope that allows you to relax and feel better about charging a good amount for your work, your time and your energy, as these are very valuable commodities indeed.
Costs and communication | Your value in a nutshell
Now that we have settled why it is totally okay, and in fact essential for you to charge for your services as a Lightworker, we can move on to looking at how to communicate that charge with your clients. In other words we are communicating your value, so that your potential clients can understand what you have to offer, and decide if they would like to invest in working with you.
Often, when I sit down to work with a Lightworker and I ask then to tell me what they do, they give me an incredibly long list of skills, success stories, and experiences. This is great to give me an understanding of what I’m working with. But for a potential client of that Lightworker, this huge amount of information is overwhelming.
So if you are reading this and recognising yourself here, then what you need is to distill all that information, all your skills and experiences, down into a few short sentences.
In the marketing world, this short couple of sentences in known as an ‘elevator pitch’. It might sound like a weird term! All it really means is a summary of your work that is brief enough that you could tell somebody in an elevator.
Imagine you are at a networking event, just for a simple example. That short length of time it takes to ride an elevator from the top to the bottom of a building is about the amount of time you have to make your first impression – so that’s where the term ‘elevator pitch’ comes from.
Generally speaking, when somebody is able to distill what they do into a short and impactful elevator pitch, they are communicating their value, and this makes a huge difference. Now you can meet new potential clients with confidence, say what you do in a simple and impactful way, and feel confident about the price you charge for that.
How to communicate value | Pitching it right
Of course, there is a bit more to communicating your value than simply stating what you do in the length of time it takes to ride an elevator with the person you are pitching to.
The best way to ensure that your elevator pitch communicates your value, is to focus on the outcomes, the results of your work, rather than the ‘doing’ part of what you do.
Just for fun, let’s start with what not to do. I have a friend who is a great content marketer, but is also a serious introvert. She never wants to talk at networking events, or parties, or any sort of group gathering. So when asked what she does, she replies, “marketing.”
Seriously, just that one word! It’s a total conversation killer, and demonstrates no value at all, so that the person who asked loses interest and leaves her alone. This is her intention! But if she wanted to open up the conversation and potentially gain a new client, here’s what she could be doing instead…
If, for another example, you are a herbalist who heals people with bespoke herbal treatments, then you elevator pitch could go from being: “I’m a herbalist working one-on-one with clients,” to something like: “I heal people’s unique set of symptoms naturally using herbs.”
That simple switch of the focus from what you do to the outcome you provide speaks volumes about the value you bring.
So here’s a little homework to leave you with, if you like. How about trying to write down what you do in a short sentence or two?
It might take a few attempts, and you might start by simply writing what you do, but then perhaps you can rewrite that to be focused on the outcome you provide your clients. Then the next time you are in an elevator with somebody, or just networking in general, you can try your new elevator pitch and see how it feels.
If you have any questions of comments, do reach out to me via email!