Say it With Confidence: How to
Discuss Rates Like a Pro
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’re not alone. Most of
us 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.
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.”
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.
Avoid being wishy-washy. 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?”
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.
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