February 16, 2023
Omg! Yes, I hate this moment of course, like all of us, when we have to talk about money with our clients! It’s a difficult but necessary step, and a big part of the deal!
In the end, it’s all about that, we love our job but we have to eat, pay rent, pay taxes etc, we need to earn money and we have to be comfortable when talking about money with our clients.
Let me share with you 9 tips I’ve learnt from my eleven years as an entrepreneur to make this moment more comfortable for you and for them!
1. If possible, try to have an idea of your client’s budget: when you have an idea of the budget, it’s like a filter, you will already know what is possible and what is not possible for your client.
2. Let them talk: I love talking and sharing my own experiences but, it’s very important to listen, not talk and take notes. This way you will be able to personalize your client’s experiences with what they’ve shared with you.
3. Explain your product or service with the biggest package in mind: when you are talking about the process and experience of your service, explain and focus on your highest cost package, as if they had already booked this specific package. Why? Once they have immerged in this experience with you, they will now want to be a part of it. If you don’t talk about the whole experience, they probably won’t even think this is what they want.
4. Dedramatize the introduction to the prices: Make it normal, the next step of the conversation. Don’t be nervous, it shows, and they will feel uncomfortable.
5. Be yourself, comfortable with your prices. Trust in your value: You need to be comfortable with your prices, you know your value and you know you won’t work for less than that. Trust yourself and trust your prices.
6. Try to personalize every element in the packages with their own story and needs: This is why we need to keep our ears open. Let’s use all the things they mentioned to personalize their experience with you.
7. Don’t suddenly stop talking after having announced the last price: Something that could kill everything, is to stop talking right after you mentioned the price. If you stop talking, you will make it awkward, it feels like you are waiting for them to reply NOW. Continue talking so it feels natural.
8. Don’t hide anything, be transparent and no hidden fees they’ll have to add later. Transparency = Trust: No hidden fees, you might be afraid of losing clients if the price is too high (including travel, fees etc), but its best to be transparent. Even though the price might be high, it already includes everything.
9. Be ready to justify and reply to questions about your rates. Anticipate the questions as much as possible: If you are more expensive than others, and clients can compare, they will always ask why this is more expensive, etc. Be ready to answer any question, have everything in mind. Anticipate to what clients might ask.
Hope these tips help and I wish you a beautiful week. If you have any questions or suggestions, please feel free to contact me.
Exciting things are coming, so stay tuned!