I run into this so often, I finally had to do an article on it. For some reason, I’ve never had the challenge of not being able to charge what I am worth. In fact, I am very comfortable with my rates, packages and programs because I know that the value I bring is easily 5x and 10x that of the price, sometimes much greater. Yet so many creatives I know struggle mightily with this issue. This is particularly challenging for design professionals, stagers, organizers, coaches, and service based professionals. Here are three simple techniques to get what you are worth!
#1 KNOW YOUR ROI:
Get very clear on the benefits and outcomes of the service you provide. List these clearly and succinctly and rarely are they what you think. I urge you to dig deeply on this and really look at what your service brings at the end of the day. What is the Return on Investment for your clients and customers? Is it security? Is it peace of mind? Is it time with family and friends? Is it an environment that fosters loving relationships, great health, and career success? Detail these on a sheet of paper and keep it handy for daily reading and use in your sales copy.
#2 STOP DEFENDING, START SHARING:
This is vitally important. When you quote your rate, when you aren’t comfortable you will immediately start explaining, justifying, rationalizing, and defending it. This makes the prospect entirely uncertain of your value and gives them the opportunity to negotiate. Instead state it and be quiet (shut up.) When you have led them to this point in the conversation by sharing your value proposition, your rate should come as no surprise. When you fail to share your value accurately then there will be a disconnect.
#3 LOOK YOURSELF IN THE MIRROR:
I mean this literally. When you determine a fair rate, then you need to practice stating this in the mirror without flinching, without looking down or away, without giggling, without blushing. Just look yourself straight in the eyes and state your rate. How did that feel? Scary? Then do it again, and again until you feel confident and at ease with it. And until you lose the urge to defend it.