Does discussing your prices make nervous?
Do you get tongue tied, dry mouth or sweaty hands just thinking about it?
Do you dread that point during a discover call or consultation when someone says, “So what do you charge?”
If this sounds like you, don’t worry. You’re not alone.
Many women entrepreneurs have difficulty talking about money especially when it comes to quoting prices for our own work.
But if you’re going to be successful in business, you have to get over it.
Here are 3 quick tips on how you can create the confidence you’ll need when it comes to quoting your rates:
Practice
The first rule for declaring your prices with confidence is simply to practice.
Practice on your friends and family. Heck, tell your dog what your rates are. Talk to yourself in the shower. Stand in front of your mirror and say, “I charge $XXX.00 per hour.”
The more you say your rates out loud (not in your head) the more natural it will be for you.
Smile
Even if you’re on the phone or writing an email, smile when you say your rates.
Did you know your tone of voice changes when you smile (as does the tone of your typing)?
That tone can convey confidence and authority, not to mention professionalism.
Avoid Being Flimsy
Listen to yourself as you speak to potential clients.
Do you say things like, “Well, normally I charge…”
or
“Actually, my rates are…”
or even worse
“Do you think that $XX.00 will work for you?”
These (and others like them) are all flimsy ways of talking that do not instill confidence in your client, and can make you sound like you don’t believe in yourself!
So, if you’re doing it, STOP!
Rather than squeaking out a timid, “Um, I charge, like $1,000 per month”, straighten your back, smile, and say…
“My rate for VIP coaching is $1,000 per month. I have an opening for a new this week. Would you like to start right away?”
And then…
Be silent.
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?
Likely not. 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 coach for them.
And that’s the ultimate goal.
Do you have tips to share on how to discuss your prices like a pro? Share them in the comments and then join us for the discussion in The M.A.D. Money Society Facebook Community where we help emerging women entrepreneurs break through the cash ceiling so they can fund their dreams & live a life of passion, purpose, and prosperity!