Do you dread that point in the sales conversation when someone says, “So what do you charge?”
You’re not alone. Most of us have difficulty when telling people what you charge. Talking about money is usually difficult —especially when it comes to quoting our price.
For me, it used to evoke big anxiety. I knew that if I was going to be profitable, it was something I was going to have to get over. Here’s what I did:
The more you say it, and hear yourself say it, the more confident you will feel. So practice… Telling people what you charge usually starts by talking to yourself in the shower.
Tell your cat what your rates are. Stand in front of your mirror and say, “the investment to work with me is $XXX.00”. Be sure to say it out loud (not just in your head) so it becomes more natural.
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.
Don’t be 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 private coaching is $1,000 per month. Where should I send your invoice?” And then…
We tend to talk when we’re nervous or feel intimidated. Our natural response when telling people what you charge is to fill the silence with something, anything, to avoid having to sit there uncomfortably and wonder what the other person is thinking.
Here’s what you need to know:
Your prospect is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. telling people what you charge
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.
Has this tip been helpful?
Well, I’ve got even more to share with you right here: