The thing I’ve observed through the years of mine as being a mentor that horrifies me, would be that the proprietors of Business Services start to be defensive and stop the worth perception for the business of theirs every time a perspective client balks at the pricing structure of theirs. If you’re not confident in the fees of yours how can you expect the prospective client to be? If you start to be defensive and attempt to justify you’ve lost the battle before it’s actually started. You’ve lost to opportunity to develop Value Perception for the experience of yours.
Allow me to share some Do not s when you’re confronted with the question “How much will you charge?”
Do not be defensive! Do not justify! Do not make excuses! Do not compare and contrast between you and the competitors of yours!
Allow me to share some Do’s when you’re confronted with the question “How much will you charge?”
Do stay confident! Do offer benefits! Do authenticate credibility! Do utilize testimonials!
I will provide you with a good example which just recently happened to me. I got a phone call from a perspective different client that needed to learn much more about the advantages of coaching. She’d been described me from somebody I’d met at a networking meeting. The talk of ours was going very well when I began to notice she was hesitating a little with the questions of her. Realizing exactly where she was attempting to go I asked her to simply ask me the issue that was actually on the thoughts of her. I knew this will help put her at ease and offer her the self-confidence to ask me “How much do I charge?”
I paused for only a minute prior to answering to permit her to refocus on the question of ours at hand. I briefly explained the fee structure of mine and then waited for a few minutes to allow her absorb the info. A few seconds went by after which she tells me that my rates are a bit of excessive. I smiled to myself and also went into my DO’ s when asked “How much will you charge?”