“That’s more than we wanted to spend.” Ugh
I heard that way too many times in prospect meetings in my early years.
And this would normally follow with me getting nervous inside that I would lose the sale, and we so needed the money, so I would then say, “Well, what were you hoping to spend?”
There would then be a back and forth conversation with the prospect most likely picking up the desperation in my eyes and using that as a chance to slice and dice my price. It wouldn’t be enough to produce any bit of major profit but at least it would save the sale. Except sometimes it didn’t.
I remember one very large client we had that always, always asked for discounts and reductions in prices. I would always do it because I thought I “needed” to keep them. When they eventually left, they went with a firm whose prices were 3x what I charged at my highest. For the same services we were offering.
The thing was, when I set my price, and allowed our fee to be wheeled and dealed, I was telling the prospect we weren’t worth very much. When I didn’t charge enough and didn’t stick with the price, I was saying we weren’t valuable.
When we finally increased our prices, stopped discounting, and stood firm on our value, something miraculous happened…
We got great clients, who paid us what we asked for, and gave us referrals for more. Profit increased, as did the joy of working with people who actually valued our expertise.
But I needed to take the first step, which was recognizing that I wasn’t going to “settle” any longer.
Perhaps you too want to get paid more for your expertise or coaching. Or you want more clients right now. Or your first client to pay you for what you “know” instead of what you “do.”
If that describes you, first—woo! So glad you read this blog. And PS, that isn’t an accident that you did.
And second—Snag a spot for a webcast by my Multi-Million Dollar Coach friend, Christian Mickelsen. He’s going to share how to immediately get clients that pay between $5,000 and $100,000 a year and close them. CLICK HERE TO RESERVE YOUR SPOT NOW.
Let me know in the comments if you register and I’ll hit you back with a personal message.
Today is the day you make a change—and that starts with valuing yourself and taking action.