The Messaging Shift That Attracts Premium Clients (And Stops the Tire Kickers)

You know what's so stinking wild? You're out here with experience, client results, and case studies that would make other people jealous, and you're still attracting clients who need handholding, who question your price, and who ghost you after discovery calls.

I hate to break it to you, but it's not them. It's your messaging.

You're speaking to beginner-level problems when there's a whole world of champagne problems out there waiting for someone like you to solve them. And today, we're gonna fix it.

If you're a service provider (VA, OBM, ads manager, copywriter, funnel builder) who's tired of attracting clients with beginner budgets and beginner problems, this is for you. I'm gonna show you exactly how to shift your messaging to attract premium clients who respect your expertise, make decisions quickly, and pay well.

1. Beginner Problems vs. Champagne Problems: The distinction between survival-stage clients (uncertain, low budget, testing) and success-stage clients (established, scaling, delegating). Champagne problems are problems of growth, not getting started.
2. Why Your Messaging Attracts the Wrong Clients: Service providers default to beginner messaging because it feels safer, more familiar, and less vulnerable—often driven by imposter syndrome or playing small.
3. How Messaging Signals Client Level (and Budget): Language that focuses on “getting started,” affordability, or learning attracts beginners, while messaging that assumes success attracts premium clients who value expertise and delegation.
4. The Tactical Messaging Shift to Attract Premium Clients: Auditing current messaging, reframing problems to assume success, and using language centered on delegation, ownership, scaling, and premium solutions.
5. What Changes When You Speak to Champagne Clients: Higher-quality inquiries, shorter sales cycles, easier pricing conversations, faster decisions, and doing higher-level work instead of beginner hand-holding.

Find the full post at:  https://brandimowles.com/272

Want More Like This? ⬇️

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Additional Resources:

Want help making the shift?

• From Chasing to Chosen is a hands-on workshop that shows you how to position yourself as the go-to expert premium clients seek out — without cold DMs or posting nonstop.
  Grab your spot at brandimowles.com/chasing (live or on-demand, depending on when you’re reading).

Need support?

• Just getting started? Head to conversionsforclients.com for free resources.
• Ready to scale past $10K/month and become the strategist premium clients seek out? Strategist Society is for you.

And DM me on Instagram @brandimowles with the word “CHAMPAGNE” and your biggest takeaway — I read every message. 

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Transcript

The Messaging Shift That Attracts Champagne Clients

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Brandi: [00:00:00] Do you know what's so stinking wild? You're out here you have experience, you have client results, you have case studies that would make other people jealous, and you're still attracting clients who need handholding, who question your price, who ghost you after discovery calls, and I hate to break it to you, but it's not them.

It's your messaging. You're speaking to beginner level problems. When there's a whole world of champagne problems out there waiting for someone like you to solve them, and today we're gonna fix it. So let's jump on in. Hello my friends and welcome back to Serve Scale Soar podcast.

My name is Brandi Mowles and I am your host and I'm here helping service providers scale to 10, 20, $30,000 months without hiring or growing a big agency, and more importantly, working less than 25 hours a week. No hustle [00:01:00] culture or anything like that. Here, my friend. This is all about creating a business around your life so you can live a life of freedom and choices.

So if this is your first time, hello. I'm so glad you're here. And if you are returning listener, oh my gosh, my friend, I have loved hanging out with you over the last six years and we're still doing the dang thing. We're going strong. So welcome back. So today we're gonna talk about something that I see all the time.

You're talented. You get results. You know your dang stuff, but your messaging, it's calling in the wrong people. Specifically, it's calling in beginners. With beginner budgets and beginner problems, and here's what we're gonna cover today on this episode.

What cha pain problems actually are versus beginner problems? Why you keep defaulting to wanting to solve beginner messaging. Why you keep defaulting to beginner messaging, even though you know better and the exact [00:02:00] shift you need to make in your copy, your sales calls, your content, all of it.

So if you're not driving and you're not doing laundry or washing the dishes, grab a pen piece of paper because this one is gonna be so actionable that you can start implementing it right now. And if you are driving, don't leave me. You can always come back to this episode or check out the blog post where we have it all written down for you.

Okay, so let's start here. What the heck are champagne problems? A champagne problem is a high level business problem. It's the kind of problem you only have when things are going well, maybe even too well.

It's the problem of success. Not the problem of survival. So let me give you some examples. A beginner problem for someone looking for an ads manager would be, I need ads to work. I need to get this offer off the ground. I'm not even sure if it's gonna sell yet, but this is my last hope. Oh, that is not who you want to be talking to.[00:03:00] 

Champagne problems though I'm so swamped with clients, I can't even think about marketing right now. I need someone else to handle this entire thing for me so I can focus on my current clients. See the difference. One person's in startup survival mode, they're testing, they're uncertain. They probably have a limited budget.

The other person, they have a proven offer. They have revenue. They just need someone to come in and take over the things that they're not an expert at. They need off their plate and they wanna give it to someone who, that is their expertise. That's what they do. So they can do what they do best.

So let me give you another example. A beginner problem for someone hiring a copywriter. I need a sales page because I don't have one yet, and I'm trying to launch this $25 product. Champagne problem. I am launching three times this year, and we already have a proven offer and a sales page that's got us to this point, but we want [00:04:00] these launches to be even bigger.

I don't have the bandwidth right now to write my copy myself. I need someone who can nail my voice and own this process. See the difference or how about an OBMA beginner problem? Business would say, I need help getting organized. My systems are a mess. Champagne problems. My team is growing too fast and I need someone to come in and build the infrastructure so we don't implode y'all.

These are completely different clients. Different budgets, different urgency, different decision making timelines, different respect for your expertise. And here's the kicker. Most of you are speaking to those beginner problems in your messaging. Your website talks about getting started, learning the ropes, running your first ad campaign, building your foundation.

Which is fine if that's who you wanna work with. But if you're listening to this podcast and you're sitting here wondering why you keep attracting clients who nickel and dime [00:05:00] you, or who ha need a zillion zoom calls to make a decision or ghost you after you send a proposal, it's because your message is literally designed to attract them.

So let's talk about why this is happening, because it's not like you wake up and you're like, Hey, you know what? Today I wanna attract clients with no budget and a million questions. No one is saying that no one wants those type of clients, but somehow they keep on ending up on your calendar.

You default to beginner messaging because it feels safe. When you speak to beginner problems, you feel confident you know how to solve those problems. You've done it hundreds of times, it's comfortable. But champagne problems, those feel scary because speaking to champagne problems, you have to position yourself as someone who works with successful businesses.

They have high revenue, they have offers that work, they have teams. And chances are in your own business, you're not at that level. So as a service provider, a lot of times we [00:06:00] work with businesses that are above our level when it comes to revenue, team size infrastructures, and so we feel small because we haven't done what they're doing.

Or maybe you're still just working through your own imposter syndrome, it feels like you're almost waiting for the ball to drop, like you're lying. If they ask you a question, you're not gonna know the answer, and that is gonna mean that you don't know what you're doing. So you play small, you talk to beginners because that feels honest.

That feels safe, that feels Hey, I'm gonna know every single question they ask me. I'm gonna know how to answer it. But here's the thing, those champagne clients, they're not looking for someone who's figured it out. They're not looking for someone who's running a million dollars business already.

They're looking for someone who can solve a specific problem. Really, really, really stinking well. An ad manager who works with a seven figure course [00:07:00] creator doesn't need to have a seven figure course. They don't need to have a course at all. They need to know how to run profitable ads and get results for that course.

That's it. A copywriters who work with established coaches. They don't need to have established coaching business themselves. They need to know how to write copy that converts. Period.

. You are allowed to work with people who are ahead of you in your business journey. In fact, those are the best clients because they respect expertise. They make decisions quickly and they pay well. But you have to give yourself permission to speak to their level problems.

And I get it. It's vulnerable, it's scary. You may even be questioning, but I don't even know what those champagne problems are. Or maybe I don't belong doing this, or maybe I'm not good enough to do this. But let me tell you what's scarier. Building a business full of clients who drain you, underpay you, and don't respect your time or boundaries and that's what happens when you keep [00:08:00] playing small in your messaging.

Alright, so now how do we actually make this shift? Let's get tactical. Y'all know I love some action steps. So we are gonna take the, we just talked about what's going on now let's talk about how to fix it. First, you need to audit your current messaging. We talked about this a few weeks ago on another podcast episode, but you need to audit your current messaging.

I want you to look at your website, your Instagram, your LinkedIn, your discovery call script, your work with me page, wherever you're talking about what you do, and I want you to ask yourself, am I speaking to someone who's just getting started, or am I speaking to someone who's already successful and needs scaling?

Be honest, because most of you're gonna realize you're doing the former, you're talking to those beginner level problems. Here's what beginner messaging sounds like. I'll help you set up your first ad campaign. I'll teach you how to build systems perfect for [00:09:00] new beginners, perfect for new business owners.

Here's what champagne messaging sounds like. I manage ad campaigns for course graders. Doing 500 k plus per year, so you can focus on your students, not your Facebook dashboard. I build operational infrastructure for scaling teams so you can grow without chaos. For established service providers ready to stop, stop trading time for money.

See how different that is. One assumes an experience. The other assumes success, so we have to do that audit. Second, you need to reframe the problems you solve instead of saying,

struggling to get clients instead booked out, but sick of posting every day. Instead of don't know where to start with ads. Try tired of being the one running your own ads, when you should be leading your business instead of need help getting organized. Try your business, has outgrown your systems and it's [00:10:00] costing you money.

Do you hear the shift? We're not talking to someone trying to figure it out. We're talking to someone who has it figured out and needs a different type of support. So we're gonna go from. Messaging that assumes an experience, and we're gonna shift that messaging to one that assumes success. Third, and this is where people get tripped up the most.

So lean in, listen up. You need to use language that reflects the reality. Champagne clients don't say, I need help. They say, I need to delegate this. They don't say, can you teach me? They say, can you own this for me? They don't say what's the cheapest option? They say, what's the best option? So your messaging needs to reflect that.

Talk about delegation ownership. Premium solutions. Strategic partnerships use words like streamline scale, delegate high touch premium, VIP, strategic done for you. Stop using words like [00:11:00] beginner friendly, affordable learn, DIY budget. I am not saying you can't work with beginners if you want, but if you want champagne clients, you cannot lead with beginner messaging.

You just can't. And here's what's gonna happen. When you make this shift, you're gonna feel uncomfortable. You might worry that no one will take you seriously, that you're not cut out to this, you don't know enough. Post it anyway. Update your website anyway. Say it on the discovery call anyway. Because the clients you're meant to work with, they're waiting for someone to speak their language, and right now you're not doing it.

This is the thing. There are so many people talking to beginner level people on the internet. Like everyone talks to beginner. When you start talking to champagne problems, you are gonna hit an audience that's not being talked to, that is craving you that need your support more than the [00:12:00] beginners do. And so you have to start stepping into that and using their language.

So what actually happens when you switch your messaging from beginner problems to champagne problems? First, the people who inquire are gonna be different. They're not asking what do you charge? They're asking, what does your process look like? So you need to have a process. They're not saying, can I think about this?

They're saying, when is your next available start date? They already decided they need help. They're just deciding , if you're the right person, that's a big difference. None of this. Okay, let me get my ducks in a row. I'll be ready for this.

Six months down the road, no. They already know I need help now. Their timeline's gonna be stricter. It's gonna be tighter. They're gonna need support now. Second, your sales calls get shorter because you're not convincing anyone. They need service. They already know they need it. You're just showing them you can deliver and we'll link up our 15 minutes discovery call, like what makes a great discovery call in the show notes so you have access to that.

[00:13:00] Third, your pricing conversations get easier because champagne clients expect to pay well for premium work. They're not shopping around for the cheapest option. They want the best option. And fourth, you get to do the work you're actually good at instead of handholding someone through the basics you've mastered years ago.

No one wants to set up new ad accounts. That's like the biggest headache ever. You want people who already have ad accounts that have been running ads, but now they need your support. That's what changes when you shift your messaging. But it starts with you having the confidence to speak to higher level problems, to position yourself for clients you actually want, not the clients you think you're allowed to have.

All right, my friends, if you're sitting here thinking, okay, Brandy, I hear you. I know I need to shift my messaging, but I don't know how to position myself as the go-to person for premium clients. I don't know how to attract them without cold DMing or posting 17 times a day or cross my fingers and hoping [00:14:00] this is exactly why I created.

From chasing to Chosen workshop, this is a hands-on workshop where I'm walking you through the exact frameworks for positioning yourself so that premium clients come to you. We're talking about how you become the obvious choice in your industry, how to build authority without a huge audience, and how to create messaging that makes champagne clients say, where have you been all my life?

No fluff, no theory, just the exact strategies I've used to build a multi seven figure business, and the same ones that my strategist society students are using to scale to 30 K months. So grab your spot by going to brandimowles.com/chasing. It's brandimowles.com/chasing

depending on when you're listening to this, it may be coming up in the next few days, or if you're listening weeks from now, it may be ready for you to grab on demand. Either way, you're gonna have the full workshop and all the resources that come with it for a [00:15:00] killer price.

So if you know your messaging is the thing holding you back from attracting better clients. This is your sign to fix it. Head to brandimowles.com/chasing, and we'll link that link up as well in the show notes. Listen, you don't need more skills. You don't need another certification.

You need to talk to the right problems for the right people, and once you do that. Everything changes. So go out, update your messaging friends, speak to those champagne problems, and go do the dang thing. Until next week, go out and serve your clients. Scale your business, and soar into the success you deserve.