I've never posted to TER-Message before but I've been following the threads on Jen for several months now - here's what I think.

Recognize the business you are in.

We're both in the independent consulting business.  I've been at it for 20 years and you are new to it but we're both in the business of understanding our clients needs and finding ways to meet those needs within the constraints of what we feel we're good at, like doing, and can be financially rewarded for doing.

Don't lower your price - but do offer specials.

My experience has been that lowering my prices gets me more of the clients I don't want, not more of the clients I do want.  Instead, offer specials to the clients you want to keep.

Offer reduced rates on extended sessions to clients you enjoy being with, i.e., 3 or 4 hour sessions that include shooting pool, dancing at a club, or a beer and burger at the local sports bar for Monday Night Football.

Identify your ideal client - Don't accept clients you don't want to be with.

But be realistic - everyone seems to want to market to the "sensitive, generous, up-scale, millionaire for dinner dates and long walks on the beach".  Forget it - you've got a better chance buying a lottery ticket.  Make a profile of your realistic/ideal client (target market).  Old/young, fat/skinny, white/black, dominant/submissive, whatever.  If your ideal client is a short, young, sensitive, Spanish, fireman - figure that out and market to that client base.

Identify your nitch market.

Specialists are always paid better than generalists.  The GFE, PSE, Miami model and Dominant Goddess are all specialists.  Figure out what it is that makes you special.  May be it's 200 p.s.i. BBBJ's, boots with spurs or creative dirty talk.  Whatever it is, market it.

If you like books, do the young school girl thing.  If you like horse back riding, use it as the theme for your web site and your sessions.  If you like toys and talking dirty - there are a dozen regulars out there somewhere who will pay handsomely to hear you moan while you play with your toys.  Become a specialist!

Reveal yourself.

As one-man/woman businesses, we can't be all things to all people - and we don't have to be.  You can't be a blond and a brunette and a redhead and short and tall.  Some guys like intelligent women, others are intimidated by them.  Don't be reluctant to reveal who you are for fear that you'll loose some of your potential market.  Let your prospects self-select themselves into the 1% of the market that you can service well rather than the 40% of the market that you're not interested in.


Qualify your prospects by allowing them to reveal themselves.

Most guys are looking for something in particular.  Encourage email exchanges to help them reveal what that is.  They want you to know and they want to be assured that you will deliver what they want but sometimes they need help in expressing those needs in a tasteful and dignified way.  Taking the time to help them thru that is an important part of your job (and one of the things that distinguishes and independent from an agency girl.)

Nothing is more discouraging for a new prospect than sending a discreet, subtle, carefully constructed email and getting back the standard one-sentence agency response "rates are $$$, what date and time would you like".

Deliver what you promised - even if it's only implied.

Show up on time in the requested outfit.  Deliver the goods promised.  If you've done your job in qualifying the prospect there shouldn't often be surprises.  When there are - return the money and call it off or negotiate a new deal.  If you thought you were getting a short, skinny, Spanish guy and an old, fat, Arab shows up - explain the problem and work it out.

Retain the clients you want to keep.

The primary objective on any consulting engagement is to sell the next engagement. If you want a repeat engagement, let the client know what you liked (and subtly hint at what you didn't like).  Let him know you appreciate his business, enjoyed the session and would enjoy another session.  Ask him what he liked and what he'd like in a future session.  Ask him to email you next week with what he liked and didn't like.  

Make better use of your web-site.

Your web-site is your primary method of connecting with your prospects (that's advertising).  It can also be an invaluable tool in eliminating prospects you're not interested in (the first step in the sales cycle - it's called self-qualifying).

Show your face on your Web-site - some will love it and some will hate it - better to eliminate the ones who hate it now than when you walk thru the door.  Get better pictures that directly relate to your theme and nitch market.

Make it clear what kind of client you are interested in, what services you do and do not offer and what it is that makes you special. If "safe-sex" is an important value for you, make that clear and make it a selling feature for those that share that value.

johnmpls99:

Yeah, very nice approach to helping someone understand not only what to do, but how to do it.....

Nice conversation for a change!!!

-- Modified on 1/28/2004 2:26:13 PM

Jen, If you are listening, that is about the best advise you can take.  I dont think you could state it any better.

Nicely done Johnmpls

Great post, this is what these tyes of boards are meant for.

Great advise and suggestions,

Thanks for putting it in such a clear manner.

Very well said, I too tend towards longer, more analytical posts so I appreciate just how much time and thought had to go into this.

I agree very much with some points, not so much with others...

The idea about allowing clients to reveal themselves is perfectly stated.  We all have quirky hot-buttons, God only knows I have a few.  For most guys, they're usually not kinky or anything objectionable, they're just a little embarrassing.  Most providers try to steer clear of anything too specific in e-mails, and often will just trash any e-mail that asks about specifics.  But actually a few well-placed questions by the provider, not just allowing but encouraging all the secrets to come out can make the difference between a "nice time" and "OMG she rocked my world."

I also like the idea of providers making a conscious effort to "tee up" the next meeting.  We've all had business transactions that went so well we couldn't wait to do business with that vendor again.  "What can I do in this session that will make this guy daydream about coming to see me again instead of someone else?"  Try to figure that out, or better yet, just ask.

I don't agree with your idea of holding firm on pricing and using promotions.  There's no shame in being Wal-Mart, they out-earn Marshall Fields by about a zillion-fold.  We can't all be Barry Bonds or A-Rod and shouldn't try to be.   A team needs good utility players that make the union scale in order to win, not just marquee players.  Just pick a price that fairly reflects where in the service continuum you are, and charge it.  Saturn doesn't try to charge Lexus prices, and they don't feel bad about it.  As I mentioned in another post, if your ad says "300" then I assume active, outgoing participation.  If it says "60" then I'm expecting noggin' on the street corner...  You set expectations with your retail price, specials or not, and you'll end up being measured against that price expectation.  You get good reviews and repeat business by meeting and exceeding expectations, so set those expectations to be consistently obtainable.

Thoughts?

I think your advice is better suited to providers receiving INCONSISTANT reviews where the independent variable is the physical appearance and/or personality of the client.  Jen has been receiving CONSISTANTLY lackluster reviews, so it seems illogical to conclude that client incompatibility is her biggest issue.

Although well intentioned, I believe it is misguided to encourages all providers to pursue the top dollar, red carpet service segment of the market regardless of whether or not it suites her personality.  I think many providers would be far happier and more successful providing less expensive, limited full service than constantly having to struggle to push themselves to exceed their intimacy comfort zone.

There seems to be two schools of thought on this issue.  One camp seems to think that it is degrading for a provider to charge anything less than top dollar regardless of the service level she is capable/comfortable delivering.  The other camp believes it is a natural and healthly thing for both the providers and the market for different service levels to be offered at different price points.

Unfortunately the two schools of thought have been broken into two separate threads now—one of which has already scrolled off into the abyss.  In the interest of bringing it all back together in one place and avoiding having to repeat myself, I’m going insert my previous comments on this topic here along with those of OmegaZap and MDL.  We all seem to be of one mind on this issue.


MOONRAY:

In all sincerity, I think you might be better off considering another line of work.  This is absolutely not a flame.  I was more than satisfied with your sexy little body, and honestly think that you are trying.  It just seems like the basic problem is that you just don’t enjoy the work.  I’m not sure that this problem can be fixed.  In the interest of your own mental health, I don’t think it’s advisable for you to continue doing something you loath and/or feel guilty about.

That said, if you really need the money and can’t find any feasible alternative to escorting, or really think you can overcome your hang-ups and learn to enjoy your work, I agree that lowering your rate is the way to go.  First of all, it will take a lot of the pressure off you to be something you’re not:  a GFE.  Second, guys won’t feel like they’re getting ripped off if you charge a bargain rate for limited FS and are up-front about what it is you’re offering.

As far as the rate goes, for the level of service you offer, I’d set your standard rate at $150/Hr, and offer specials for less during the times you’d most like to work.  I paid $200 and felt like I’d wasted my money; not only because of all the rules, but mainly because of your low energy level and lack of initiative.  I would definitely not return for $200.  I’ve received MUCH more enthusiast receptions for $100.  You do have an adorable little body, however, and I don’t believe you’re intentionally trying to rip people off, so if I thought there was any chance I might receive a warmer reception next time, I’d be tempted to try again if the rate was great.

Good luck.  I hope you can figure out a way to strike a balance that works for you.  I admire the way you’re acknowledging your difficulties and trying find a workable solution that everyone can live with.


OMEGAZAP:

Jen,

We haven't met and I've steered well clear of all the previous threads, but I think Moonray has written a well-rounded description of the issue at hand.  To me, a $300 price tag doesn't imply that any specific services are offered.  It doesn't imply GFE, or PSE.  It doesn't imply that certain things can be done uncovered.  What it does imply to me is one thing:  Enthusiastic Participation.  Jiminwis's example (Brittney) was a perfect one:  Many of us have seen providers in the $150-ish range that (a) don't really throw themselves fully into the session, but (b) still deliver skilled, "technically sound" service...  And have left feeling like it was a good deal.    But somewhere around the 200 mark, things change, and from there on up, the hobbyist's expectations about how enthusiastically the provider will engage us goes up dramatically with every single additional dollar.  Even the expectations at 350 for most are well above the expectations at 300, and fairly so.  Price is one of the primary signals any business uses to set their customers' expectations.  I can't stress this enough, take it from a marketing guy...  In this business, use price to set the expectations you want to be measured against, not to set your own measure of self worth.  I've talked to a number of providers about the pricing issue...  Many providers are at the 300 mark because they feel "cheap" if they go below the highest priced providers in town.  They've set a price that makes them feel good  at first, but once the frustrated reviews start pouring in, the "Cadillac price" doesn't feel so good any more.

Believe me, I'm not trying to re-light the previous threads about pricing.  But all the frustration before wasn't about price, it was about the price/service ratio, and the need to have a market evenly distributed across a spectrum of price/service options instead of having everyone crowded around one price point regardless of service.  EVERYBODY likes to think their service is above average.  EVERYBODY likes to think their time is just as valuable as anyone else's.  So everybody thinks they should be charging the top rate.  This causes all kinds of problems in the market.  It's like affordable housing.  Every city likes their housing values to go up until one day, there's no affordable housing left and suddenly all kinds of social and economic problems start to spin out of control.

I applaud Moonray for going right at it--not spinning it into a bash, nor candy-coating it, just going right at the heart of the issue.  And I applaud Jen for at least hearing us out, and hangin tough through some tough times.


MDL:

Jen, I agree totally with Moonray and Omega.  You and I have gone many rounds before regarding your level of service provided for the price point you are at.

Now as Omega said, lets not open up the Price can of worms.

As I have stated before you have smoking hot pics but have had issues with closing the deal.  You alone need to figure out if you want to stay in the business.  IF you do at at what level of service are YOU comfortable and what is the going price point comparatively with other providers.

If you want further details PM me and we can chat off line.  I applaud you for being smart enough to ask for help and opinions w/o the smart ass cracks and flames.  Your heading in the right direction.


-- Modified on 1/28/2004 6:20:32 PM

Thanks! I think that you have some strong points and good ideas!! I've already though of a few things that I can change. I am going to for sure make a few changes and take some new pics!! Once again thanks for you help! It is ver much appreciated!

Jen

I think 150/hour is fair for FS, DATY, and CBJ.

At the 300/hour level, some additional services should be
offered such as DFK, BBBJ, greek, asian, and/or roleplay.
At least two of the above, I think.

At all pricing levels, the attitude should be customer-
friendly.

awesome post, good advice for anyone considering a business.
another paramount success influencer (especially in the service business) is to Exceed Client Expectations.

at first glance, this may seem hard to gauge - after all, can you read a client's mind? but truth be told the expectations are established by the industry, the marketing (via web, e-mail, this board), and an earnest dialogue with the client.

we have to be careful to separate a poorly marketed enterprise from from an enterprise that is poorly run.  

my other advice is that if you can't exceed client expectations, then try provide a consistent experience. in a competitive or saturated market, exceeding expectations and follow through are very important. once you are established consistency and client perks guarantee return business.

now a word about business success without meeting expectation...
how many folks do you know right now who are fed up with their banks? i bet a lot.  a round of mergers and acquisitions and focus on nickel and diming has resulted in a lot of disatisfaction.... But banks and HMOs know they are cornering the market, so they can continue to provide crappy experience. But the question is for how long?   It depends.  If you are the only game in town or every competitor does it the same way, well, you can go on a long time....  so service doesn't count if you've got the market to yourself.

yeah you could go on for a while if youve got a monopoly in a market. BUT if every competitor does it the same way, could that be thought of as collution, especially in oligopoly markets.  I know about game theory, but where does the line cross from that to collusion?

The thing though with this business(not bank and hmo's) is that its a monopolistic competition. My advise for Jen is too corner a market and cater to it if she wants to still charge up there.

-- Modified on 1/29/2004 9:43:13 PM