So many clients I work with get nervous when it comes to talking about their rates. I used to be also. I spent a lot of time discounting my services which really just mean I was discounting my worth in the eyes of a client. Now, over time, and with a lot of work with an amazing life coach, I am much more firm in my worth and in what I charge. It’s amazing where all that personal development starts to show up. It is really true that your business will be more successful with personal development.
So stop sweating over talking about your rates. You aren’t the only one. So many people get nervous when it comes to money. Talking about it. Charging it. Paying it. It probably causes more mis-communication out of fear than almost any other topic. I have clients stumble over themselves to avoid the money conversation, but eventually you have to get over the hump because while being in business to serve is awesome, you also need to sell to make money to continue to serve!!!
So now what? Well, here are a few tips to get you to stop sweating the money conversation with potential clients.
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 per hour” or “My six week coaching package costs XXX.” Say it aloud. Ask your angels and your guides to support you in declaring it with confidence.
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. Your tone of voice changes when you smile (as does the “tone” of your typing), and that tone can convey confidence and authority, not to mention professionalism. I used to be a journalist and I learned this early on so when I would call someone for an interview, I always put a smile on my face before I hopped on the call to translate good energy. A smile gives you an energetic boost and people can feel that.
Avoid being wishy-washy. Listen as you speak to potential clients. Do you say “Well, I normally charge…” or “Actually, my prices are…” or “Does $XX.00 work for you?”
These (and others like them) are all wishy-washy ways of talking that do not instill confidence in your client, 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, “My rate for VIP coaching is $1,000 per month. Where should I send your invoice?” 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? 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 coach for them. Remember your goal is to serve your ideal client. Before declaring your price, ask the potential client your key questions to determine if they are in fact your ideal client, stop and listen to them, relay back what their needs are and present how you uniquely solve their problem. If they are enthusiastic about how you solve the problem, state your pricing firmly and allow them to respond. If you have payment plan options, consider including that in the pricing conversation as well.