Why Are You Discounting?
© 2006 - 2009 Kendall SummerHawk
Uh-oh...it happened again, didn't it? Your prospective client hinted that they may not say "yes" to your offer so you offered a discount...again!
Discounting your fees is a tell-tale sign of one thing—doubt. It also instantly tells me that you're probably focused on features instead of results.
When we doubt our fees we are negotiating within ourselves. Our internal conversation centers around the fear that we may lose the client, that they may not see the value of what we're offering, that they might think "who are we to charge that much?!", what would others think of us for charging more...the list goes on.
Under the surface, our fears point straight back to ourselves. Our willingness to quickly discount our fees really says that we're not holding ourselves as more valuable than the money.
Here's the pivotal point:
When you see the results of what you create as being more valuable than the money you charge, then charging more becomes easy because you know that what you're providing is worth so much more than any dollar amount.
Just last week I had a client tell me that her discounting days are over. Her new-found resolve was quickly put to the test when a new client of hers questioned her fees. Instead of caving in, my client stood up proud and tall and confidently stuck to her price, plus reminded her new client of the results she was going to achieve with her service. The question of discounting quickly and easily disappeared.
Is there ever a time to offer a discount? Probably not. Remember, you can always do pro-bono work or give scholarships to selected individuals.
You can also minimize even being asked for a discount by making sure your packages are abundant with goodies your clients value and appreciate (but that don't take up much, if any, of your time).
Remember, while you may love to buy things off the sale rack, do you really want to be ON the sale rack?
About the author:
Kendall SummerHawk, Million Dollar Marketing Coach, delivers smart, savvy ways entrepreneurs can turn their hectic business into a smooth-running, fun, 6-figure money-making dream. To learn more about her book, Brilliance Unbridled, and sign up for more FREE tips like these, visit her site at http://www.kendallsummerhawk.com
NOTE: You are welcome to “reprint” this article online as long as it remains complete and unaltered (including the “about the author” info at the end). I would also appreciate a copy of your reprint sent to kendall@kendallsummerhawk.com