This week I explain why my turning down a client influenced me to remind you of your value.
FACT: My experience in touring the United States for nearly 10 years and speaking with younger and older audiences alike has led me to understand most don’t understand how hypnosis truly works.
After talking with High Schoolers, College Students, Corporate professional and more, it’s apparent that many are unaware of the distinction between hypnosis (aka relaxation) & hypnotic phenomena (aka reacting to commands in a relaxed/altered state).
These are just two basic terms. However, if most people I’m encountering don’t understand the distinction between the two, it’s often safe to assume they don’t fully understand the basic process of how to hypnotize.
Since my Vegas training at the age of 19, I’ve learned how to safely and properly execute cold-approach hypnosis on anyone, anywhere at anytime. After years of doing this for fun and personal practice, it wasn’t long before my colleagues and I noticed people were attempting hypnosis without proper training.
This is one of the reasons I condensed my 3 days of intensive Vegas training into an easy-to-digest Street Hypnosis Training. This training successfully gives anyone the opportunity to quickly & efficiently learn a skill many others charge more for while providing less value (according to students & colleagues of mine).
At the end of the day, this is a mere stepping stone to the possibilities of what you can accomplish as a hypnotist. This is why, with gained experience through the years, I’ve slowly upped my price.
Additionally, like many of the students I’ve heard from since starting HypnoKick, I had family and friends insinuate hypnosis wasn’t going to become a reliable source of income.
Because few understand the basic steps to hypnotizing someone, it only reasons that those who invest in themselves and practice what their training/mentor has taught them, earn more than literally anyone who refuses to invest in themselves. Needless to say, those downing you likely know little about the knowledge you have/value you provide and the market average price you can charge for said knowledge/value.
I realized it was my personal responsibility to both invest in mentors/coaches while doing personal research on the side. For years after my Vegas training, I googled, read forums, asked what the other students in my training group were doing and more.
Through the above investment/personal research, it wasn’t long before I started generating potential clients. As the years have gone on and I have grown as a hypnotist, I’ve upheld my standards by charging a more premium price for my service due to the additional value I’ve included.
After all, if you needed an open heart surgery, would you trust paying $100’s to the doctor with little (or no) experience or find a way to pay the doctor with a tremendous track record $1000’s to properly take care of you?
Once you’ve received proper training from a reputable training/mentor, you should uphold yourself to a certain standard as well.
As stated a few blogs ago, I used to only charge my clients $300/hr. Partially because I wasn’t fully confident in my ability & didn’t understand the value of my knowledge/skill. As time went on, as I gained my real-world experience & improved my approach/show, I began raising my price.
At one point, it was suggested I practically double my private party price. Even then, I had little faith anyone would invest that much for a private party hypnotist. Low and behold, I was hired shortly after to perform hypnosis for a private house party on New Years Eve.
My mind…was BLOWN!
This personal breakthrough helped me realize I had been holding myself back out of financial fear. In other words, I wasn’t sure I was worth that much so I was never confident enough to ask. As a result, I psychologically built myself a low glass ceiling.
After receiving a good review for the show, I starting charging future private parties similar. This quickly became my new value-based standard for private parties. Of course, this meant raising my standards for High School, University & Corporate events as well (and I have).
This leads us to this past week, the week in which this lesson is being published. I received an inquiry for a “Corporate Event”. I put it in quotes because my experience has been those who label their events as “Corporate”, usually mean small gathering or decent-sized company party (which is what it turned out to be).
Keep in mind, I was hired years ago in Louisville, KY to perform for 100’s of business professionals in a banquet hall where they had various additional entertainers, caterers, an open bar and a DJ. I was only hired to perform for 30 minutes but was paid over $1000 for that time slot. Now that is a corporate event.
The request I received this week was really more of a small company gathering with a preferred budget of $700 or less. After a few emails back and forth, I respectfully declined to be their entertainer. Like me, the client was bummed.
Here’s why I wouldn’t lower my price for an easy check:
- The request was for this upcoming holiday season. The Kentucky show I mentioned a moment ago was for a similar time/date years ago. History has taught me that big companies are willing to invest in quality entertainment for their employees to enjoy during annual dinner parties. With that in mind, I’d prefer to be patient and wait for a client who is willing to invest in my services based on the value of service I provide.
- The client I turned down did receive other estimates from other artists. This is part of why I had little issue passing on their request. My standard is to provide greater value than most in my field working within my region. My market research has proved I’m successfully doing so. If I were to settle for lowering my price in hopes of low-balling my competition and “stealing” the client, I’d be just like them. The idea is to hold yourself to a higher standard than others and work with clients who see that, respect it and invest in it.
- By catering to a certain client, word will spread when the response to my performance is highly raved. Yesterday, for example, I received a personal invitation to entertain a company gathering on a Yacht in Chicago. They heard the rave reviews I’ve gotten since beginning to entertain the yacht’s clients in 2016. Unfortunately, I had to turn them down due to a pre-scheduled university show down south. However, the psychology behind my passing on this request is that they see I’m in demand. In turn, this may lead them to book me further in advance next time for a premium price.
So, as I’ve told those I’ve personally consulted/trained, do some personal research. Figure out what others are offering and charging in comparison to yourself.
While I don’t advise anyone to compare their personal success to another, it is important to ensure you are valuing your own time and energy for the amount someone is offering you.
So while you may be reading this thinking, “Great for you Jon but I’m not at a level to be charging $1000+”. My question is, “Who convinced you of that?”
One of my first advanced students managed to book their first paid gig for $100’s in less than 30 days of mentoring with me. Weeks later they booked their second show for $1000+ (and they never professionally performed before). I meet so many young people (and some older individuals) who admit to being psychologically beat down by family/ friends/ colleagues/ their environment/ etc. It’s sad how many endure this and let it psychologically control their lives & limit their potential.
I, Jon Wayes, promise I’m no better than you. I was also psychologically beat down in the beginning. I’ve just been in the field long enough (and done enough research) to know those who put me down don’t understand the market I work in, so I ignore their ill-informed negativity. If I’ve been able to pull this off for this many years, there’s literally no reason you can’t (let alone with my personal help). Period!
This week’s video demonstrates my psychology behind turning down a recent client…
Sometimes clients simply have a low budget, I get it and respect it (but am likely to pass). This has more to do with respecting myself as an improved/growing artist, while simultaneously taking care of my finances (yay adulting).
As stated in a previous lesson, don’t be afraid to start doing shows for only a few hundred. As you hone your craft, develop your stage persona and grow your presentation, you can increase your price tag accordingly.
Simply avoid lowering your price for the sake of pleasing all clients. Some fail to understand they’re investing in the time/money you spent learning your craft, the time you spent improving & the value you may provide compared to the competition. I have less of an issue passing on such clients now because I know they won’t be as appreciative as clients who understand, respect & admire those factors.
After all, you don’t see some of the top car brands dramatically reducing their costs because a lower valued brand is cheaper for the general public.
If you’re new, enjoyed this lesson & wish to learn more about hypnosis without making a financial commitment, this should help!