So, how do you get to a point where you’re not scared of clients or saying your price? Excellent question! Best way is to start slow.
1st stop and prepare your mind.
I LOVED the Olympics. Next summer games I’ll be in Brazil- heavens willing! I love studying success and Olympians are great role models. Before each track race, I watched the top contenders stop and prepare. You could see them visualizing the task ahead and their eventual victory, body and mind reliving the success.
You can do the same thing. Prepare for having a great pricing conversation. See it in your mind. Hear yourself saying the opening statement you prepare. See yourself smiling and being victorious! Visualization works, people.
2nd prepare your body.
This will sound woo woo, but you need to feel grounded and solid. I once had a client named Steve who complained he got light-headed while talking numbers. To the point where he was really distracted. So I suggested a little body work. I asked him to take a deep breath and rock first to his toes then settle his weight back firmly onto his heels. Don’t ask my why. There’s something about that move that settles nerves and makes you feel ready and calmer. Try it.
3rd have an opening statement
. In mediation, the first thing the mediator says to both parties is an opening statement- an explanation of the process, the next steps and how to act to get the best result. It’s how you get everyone ready to enter the right frame of mind to have a problem-solving conversation.
An opening statement works for you as you start your pricing conversation. Use it as a mantra to calm your racing heart and regain your peace of mind and control. Use it to set the right intention as you talk about your work as a self-employed person or freelance. (Hint: it’s to collaborate to help your client find a solution, if even that means they work with someone else)
Oh, and you’ll need more than one. Look at the 4 most common situations you deal with ( price-shopper, unsure buyer, aggressive buyer, phone quotes, bidding sites) and create an opening statement for each one. Your goal is to lead the conversation from potential of doing great work with this person to the actual steps to make those great results a reality.
What’s in your Opening Statement?
You know, it’s hard for me to tell you exactly what to include because I don’t know your business. For me as a coach, it’s been very important for me to understand if the person wants practical advice like resources or mentoring for birthing great ideas. So, I ask a lot of questions and explain that it’s part of my process to see if the fit is right and get inspired.
I also make a point of saying how I do my best work and with whom. People who open to examining themselves and willing to try change are always the ones who are most satisfied with their results. I also say what doesn’t work. (I’m a stickler for doing homework on time. Otherwise, it wastes both our time.) My husband thinks it’s wrong to be so direct. I see it as honest & useful because I really do partner with my clients and I can’t work harder for their success than they do.
Don’t feel like you’ve got to figure this out at once. Maybe just start with preparing your mind and body. When you’re comfortable with that, start observing how people ask you to work with them, what you do and what you’d like to do instead. That’ll be the basis for a natural, personal opening statement that leads to more sales at better prices.
How do you prepare yourself to have a pricing conversation?