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What not to do when saying your fee
October 22nd, 2009 by Kendall
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I had every intention of getting back to my normal full article schedule this week. However, after leading such a big and successful event last weekend my inner Goddess said, “Rest.” So, to honor her AND honor you, I’m giving you this quick tip for the week.
Next week we’ll be back to normal with a regular, feature length marketing article, so stay tuned (-:
QUICK TIP:
When it’s finally time to share with your prospective client the fee for your service, resist the temptation to explain, justify or in any way diminish your belief that it’s a fair amount.
Instead, I recommend you smile, take a breathe, let it out and say the amount. Then stop talking. Be comfortable if there’s silence. The client has to have a moment to absorb and process what you’ve share with them. If the amount is more than they budgeted don’t panic. Simply restate what the end results are that they wanted and let them know that investing at a higher level than they might have planned on means they’ll take the work seriously and get the results they really want.
If you’re relaxed and committed to them getting what they want, they’ll quickly relax into investing with you to get what they want.
Posted in Money Mindset & Pricing Strategy Secrets • • Subscribe to this feed
Tags: money, money mindset, women entrepreneurs
Great tip! The hardest part is keeping your mouth shut and not saying anything after you tell them your rate/fee. I think our first instinct is to keep talking because silence can be a bit scary … but it works!
Comment by Terry Green — October 22, 2009 @ 12:08 pm
I definitely agree! I found it much easier to be quiet and not justify once I truly accepted that the fees I charge are in line with my education, experience, and credentials. Plus, I am worth it!
Comment by Janice Russell, CPO-CD — October 22, 2009 @ 1:47 pm
Having confidence, in the value you offer your clients, is important. The exercise we did last weekend at MMSI convinced me I am worth every penny of my fees. Thanks Kendall!.
Comment by Bonita Richter — October 22, 2009 @ 3:24 pm
Oh, such very good advice. And so very, very hard to do–especially for new entrepreneurs!
Comment by Cindy Bidar — October 22, 2009 @ 7:09 pm
Awesome advice! I’ll remember that when I’m giving my next quote!
Comment by DeAnna Troupe — October 23, 2009 @ 12:15 am
Designing my new fee structure with confidence after spending a day at MMSI looking at the value of what I offer. The trick for me is the installment plan which moves me away from the “hourly rate” concept. Brilliant!
Comment by Sue Ann Gleason — October 23, 2009 @ 9:33 pm