Most of us get a little nervous when discussing our fees. Some of us get VERY nervous. A little case of the nerves is fine, but when it gets to the point that you try to avoid the subject of your fees altogether it becomes damaging to your business.
Here are some tips to help you manage your nerves when discussing your fees with prospects.
1. Say it until you can say it with a straight face
Literally repeat your fees to yourself until it becomes a reflex. Say it out loud; in the mirror, while you’re in the shower, while you’re driving down the road, whenever. Just keep saying it until you take yourself seriously. If you can’t take yourself seriously when it comes to what you charge then don’t expect your prospects to.
2. Emphasize value and not process when talking with prospects
Always emphasize the value that your service offers, not how many times a month you will meet and how long each meeting will last. When you develop the habit of discussing value, you will begin to recognize more and more how much your service is really worth and you will stop being hesitant about discussing your fees.
3. Offer multiple pricing options so you don’t have to discuss specific fees too soon
If you offer multiple solutions for your clients’ problems, then you can honestly tell prospects that you have several levels of services and products and you would like to get more information about their needs first. You now have a built-in reason for learning more about your prospect and communicating to them the value that they will get from working with you.
4. Sell without selling
When you’re excited about what you do and the results that you’re able to provide for people, you can easily sell without having to ever be a salesperson. Ask your prospects questions. What do they want? What are their goals? What pain do they want out of? Where would they like to be in 6 months or a year?
Now let them picture how working with you will allow them to achieve these goals. Guess, what? When you do this, there will be no selling necessary.
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