13. Your Best Work Is the Stuff You're NOT Talking About. The Premium Positioning Shift That Will Bring Premium Clients TO You
Episode 13 •
14th May 2026 • Rich Work: Attract Premium Clients And Build Wealth Through Premium Positioning • Rachel Pearson, High Ticket Business Strategist
You've evolved but your positioning hasn't. Your work has deepened, your clients are getting results that didn't even exist a year ago, but you're still leading with the safe stuff. The easy testimonials. The results that trip off your tongue because you've said them a hundred times. And it's keeping you invisible to the women who most need your work.
Meanwhile, the premium clients who would pay more for your high ticket offer, challenge you more, and light you up more are looking for exactly what you do but they cannot see you.
So in today's episode I'm talking about one of my favourite topics, premium positioning, and specifically the gap between where you are and how you're showing up. Why you're stuck selling from a version of your business that no longer exists. Why the results you're dismissing as "byproducts" are the ones your messaging strategy should be built around. And why letting go of the proof points that built your business might be the most uncomfortable and necessary thing you do this quarter.
Topics Covered on Premium Positioning:
The results you're calling "byproducts" that are worth more than what you're currently selling
Your current messaging strategy is not helping you attract clients who match the depth of your work
How to identify the depth of what you do when you can't bullet point it into a caption
The gap between what your clients came to you for and what they actually got, and why that's where your premium positioning lives
What it looks like to stop marketing to the version of yourself that built your business and start speaking to where you're going
Then I want you to think about how much of that are you talking about in your own content. How much of that are you positioning in the work that you do? This is the gap we're going into today. The gap when you have got incredible results, you have evolved in your business, the way that you see yourself has changed, but your premium positioning has not.
Why Your Premium Positioning Has Not Caught Up With Your Business
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This is what we're going to get into today. It's something that I cannot tell you how many times I have experienced myself, and it has always been the stickiest of times, the thing that I have found the most uncomfortable, but has always led to the biggest breakthroughs in my business and in my brand.
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Leading With Your Safest Results Is Holding Your Business Back
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The Results You Are NOT Talking About Are the Ones People Will Pay For
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And you know what you're saying to yourself? You're saying it's a byproduct. It's something else, an untold bonus when people come in and work with you, this thing happens. It's like poof, magic. That is the thing you are not talking about that is keeping you in the gap where your business positioning has outgrown the results you lead with.
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This is the shift. In this episode, you are listening to this podcast, this is where you're like, "Holy shit, Rachel. There are so many things that I am not talking about right now. There are so many pieces of magic. There are so many aspects of my work that I am just attributing to being a byproduct of the work or the type of client that I attract or the energy that I'm giving out."
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When you are looking to position your business at a more premium level, this is the work that you need to do. This is the uncomfortable stuff that people call an evolution and make it sound really glossy. It's hard. It's hard, but it is the thing that is going to shift your work into speaking to a different level of pricing, premium positioning, and the revenue that you're bringing into your business.
The Reason You Cannot Describe Your Best Work in a Caption and What to Do About It
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And it's like even today when I've done that, somebody's like, "Holy shit, this has completely flipped what the problem is for me. I see now where I am not positioning myself to be the ideal client."
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The easiest language for me to talk about is premium positioning, right? How do I say that within 2 or 3 sentences? How do I distil this down into a caption? How do I make it sound so catchy on Instagram? It's hard, right? Because it's not the easy way of talking about the tangible transformation.
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How to Mirror Your Ideal Client's Language Instead of Playing It Safe
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But if you are sat there listening to this episode because you want to attract clients who are leaders in your work, you want to attract clients that light you up, you want to attract the 1% mindset of somebody who is willing to invest, wants to grow, wants to evolve, then this is not hard.
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The Work You Are Doing But Not Owning Is Costing Your Business
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This was my own realisation that happened in my business about a year ago when I realised that a large part of the work that I was doing, particularly in one-to-one work, was supporting clients to come up with their own brand and position it. I came up with the naming of it. I would come up with the naming of their offers, and their business would literally blow up within the week of us doing it, and they would start to get referenced using the language that I had come up with.
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If I'm going to help you to not only position your work, but articulate it so that you build a sought-after category of one brand where people are literally reflecting and reciting back to you the words of your brand, that's not a byproduct of my work. It's not a small thing that comes in at the side. It's a core part of what I was doing, and I had to get really honest with myself last year about where I was allowing that to just be like, "Oh, I just love doing this work, so I'll just do that with you over here." Whereas somebody else is charging £20k. I mean, I still don't charge £20k for the work, but somebody else is charging £20k to do that as one project.
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I talk about the depth of what else happens when they work with me, this identity work that we do, the recalibration, what I call commercial recalibration. Everything in their business positioning shifts. It's harder to articulate than saying, "Your messaging's going to get so much better. In one post, you're going to be attracting the dream client." That happens in my work a lot, but that's not what I'm selling it on because that's not going to attract clients at the depth I want to work with and who get the best results with me.
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How to Update Your Positioning to Attract Premium Clients Who Match Where You Are Now
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That repetitive pattern, that ease is keeping you invisible to the woman you have become and the premium clients that most need you. You have outgrown it, and it's time for you to really own that and move from it.
