Higher paying clients are easier to work with, appreciate your work more, pay quicker and are more profitable.

Whenever I am asked by a independent profession how to get a client to pay more money, first answer tends to be "you can't." It is very difficult to raise your rates with your existing clients. You generally need to find new, higher- paying clients.

1. Equal stature. People usually take time to listen to people who are just as important as they are. Are you on their listening level? Dress way they do, even if you deal with them only over phone. Speak in their language. Show same type of authority and posture. Avoid jargon and words they aren't familiar with, yet use ones that they are. Talk across or equal not down or up. Take control of relationship. This may seem to aggressive, however, this is way you raise yourself to their equal.

2. Thoroughly know their challenges and what solutions your service/product provides.If you can't relate to their "world" then they will not let you in. They are proud of their "world" because they made it so.

3. Be friendly with all those that surround them. Administrative secretary, receptionist, any of their gatekeepers. Yes, they will report about you on your behavior.

4. The higher ladder you go, more likely they will be a visionary. This means they are more concerned about future and will talk and think in those terms. Visionaries are not price sensitive so don't even place that on your radar screen with them. Know what their visions are, support those visions in any way you can. If you have a product or service that can make their business better, you will have a sale. Remember though, it's their perspective of "better" and not yours.

5. The higher you go, more they expect in great service and additional services outside scope of what you provide everyone else.

Of course, like everything else, there are tricks involved.

The first one requires that you consider yourself a "product" and introduce yourself with a catchy slogan.

At speaking engagements, San Francisco based Literary Agent Jillian Manus often mentions importance of slogans.

In one session, she told her audience that she longed to have a catchy slogan attached to her name, but couldn't find anything to rhyme with "Manus."