Does the topic of money make your mouth dry and your hands sweat? Do you dread that point in a conversation when someone says, “So how much is that piece?” Or, what do you charge?”
You’re not alone. Most of us creatives have difficulty talking about money—especially when it comes to quoting prices for our work. But if you’re going to be successful in your business, you have to get over it.
The first rule for declaring your prices with confidence is to practice. Talk to yourself in the shower. Tell your dog what your prices are. Stand in front of your mirror and say, “for an 18″ x 12 original, it’s $400.” Or, if you provide creative services, “for complete done-for-you web design, I charge $4,000.” Don’t forget to look yourself in the eyes!
The more you say your prices out loud (not in your head), the more natural it will be for you.
Even if you’re on the phone or writing an email, smile when you say your prices. Your tone of voice changes when you smile (as does the “tone” of your typing), and that tone can convey confidence and authority, not to mention professionalism.
Avoid being wishy-washy.
Listen to yourself as you speak to potential customers. Do you say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think that $XX.00 will work for you?”
These (and others like them) are all wishy-washy ways of talking that do not instill confidence in your customer, and worse, they make you sound like you don’t believe in your products or serviices.
Rather than squeaking out a timid, “Um, I charge, like $1,000 per month,” straighten your back, smile, and say, “My rate is $1,000 per month. Where should I send your invoice?” And then…
Pricing Your Products Can Be Scary!
When we’re nervous or feeling intimidated, we tend to talk. We want to fill the silence with something, anything, to avoid having to sit uncomfortably and wonder what the other person is thinking.
But guess what? He or she is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. So when you’re talking price, avoid the urge to fill the silence (mainly because you’re most likely to try to justify your pricing) and let your potential client take time to respond.
Will speaking with confidence always land you a new customer? No. But being able to share your pricing in a clear voice will help potential clients know that you’re confident in your worth.
Not Sure If Your Pricing Is Right?
Read our blog post “How Do You Know If Your Price Is Right?” to learn some of the things you need to consider EARLY so you hit on the right price for your work.
Thanks for dropping by Handmade Life. We look forward to seeing you again soon.