005 Confidence Pricing Like a Pro
This is the fifth topic on pricing. Be sure to check the previous posts for other pricing advice. As we continue, though does the topic of money make your mouth dry and your hands sweat? Do you dread that point in a conversation when someone says, “So what do you charge?”
You would not be alone. Most of us have difficulty talking about money, even yours truly, 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. I interviewed Heather Havenwood (heatherhavenwood.com) for my Wealthy Esthe podcast, and she so eloquently stated women have not been used to speaking about women and we’re taught to be nice. How’s that been working for us. Here are a few tips to consider.
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 service. ”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 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.
Avoid being indecisive
Listen to yourself as you speak to potential clients. Do you say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think that $XX.00 will work for you?” I must say, it feels good to say, “I charge $XX”.
The excuses (and others like them) are all ways of talking that do not instill confidence in your client, and worse, they make you sound like you don’t believe in yourself. Clients know when you don’t believe in your pricing. They hear it in your voice and can tell by your demeanor.
Rather than squeaking out a timid, “Um, I charge, like $100 per service,” straighten your back, smile, and say, “My rate for XX service is $100 per session. When would you like to begin?” 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? She is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. Remember that. 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). After that, 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.
Gain your confidence and stand on your pricing.