Well, you aren’t alone. Many of us have difficulty talking about money–especially if it is related to quoting our own work. But if you are to be successful in business you have to get over it and discuss your rates with confidence. Fortunately, there are things you can do to discuss your rates with confidence and achieve victory.
Practice, Practice, Practice
The first rule for declaring your prices with confidence is simply to practice. Talk to yourself in the shower. Tell your dog what your rates are. Stand in front of your mirror and say, “I charge $XXX.00 for my services…
The more you say your rates out loud (not in your head) the more natural it will be for you.
Even if you’re on the phone or writing an email, smile when you discuss your rates. Your tone of voice changes when you smile (as does the “tone” of your typing), A smile tone can convey confidence and authority, not to mention professionalism.
Avoid being wishy-washy
Listen to yourself as you speak to potential customers. Don’t say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think that $XX.00 will work for you?”
These phrases (and others like them) are all wishy-washy ways of talking. They do not instill confidence in your potential customer, and worse, they make you sound like you don’t believe in yourself.
Rather than squeaking out a timid, “Um, I charge, like $1,000 per month,” straighten your back, smile, and say something like, “My rate for VIP coaching is $1,000 per month. Where should I send your invoice?” And then…
When we’re nervous or feeling intimidated, we tend to talk. We want to fill the silence with something, anything, just to avoid having to sit there uncomfortably and wonder what the other person is thinking.
But guess what? He or she is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. So when you’re talking price, avoid the urge to fill the silence (especially because you’re most likely to try to justify your pricing) and let your potential client take time to respond.
Will speaking with confidence always land you a new client? No. But being able to share your pricing in a clear voice will help potential clients know that you’re confident in your skills, and consequently, that you are the right person to meet your needs.
Do you have any other tips that help you when you discuss your rates? Take a moment to share one or two in the comments below or send me a tweet to let me know with #PricingVictory.