Want to know what keeps a lot of freelancers and service providers from charging what they’re really worth?
It’s that all-too-common belief that “I am not a sales person.” Combine that with a healthy dose of “It’s rude to discuss money,” and you can see why it’s just easier to keep your rates low.
It’s time to think of your services from a different angle. Not only will you see things in a clearer light, but selling suddenly won’t feel so…salesy.
Here’s how traditional pricing discussions go:
You talk to a potential client, and you explain what you can offer, how your freelancing or service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc. And then you say, “My rate is $XXX.00.”
Your client either says yes, no or (the kiss of death) maybe.
Let’s turn that around, and rather than focus on what he or she will get from YOU, take a look at what they will achieve when he or she hires you.
For a freelance business consultant, this is easy. Talk money. How much more profit will your client make when he or she hires you? If your freelancing fee is $1,000 per month, but you can show them how to increase their sales by $3,000 per month, then your price is inconsequential. They’ll earn it back three times over, not only while you’re actively advising them, but for the rest of their business life.
Who wouldn’t jump on that with both feet?
What you’re doing here is not talking about the cost of your freelancing, but rather the cost of not hiring you. Because if he or she doesn’t work with you, they’re losing $3,000 per month.
What about other kinds of freelancers though? The same applies, you just have to find a way to show your clients the cost of their inaction.
If you’re a freelance designer, inaction (to your potential client) might mean years of feeling unhappy and potentially missing out on business. Imagine what it might be worth to your client to lift that doubt and unhappiness forever?
The same goes for freelance writers. Can your writing skills and expertise add to the performance of a client’s marketing piece or website? That’s worth something!
What about other freelancers?
You just have to paint the picture.
What will life/business/ look like without your freelancing services, and what can it look like with you? Once they see the difference, pricing becomes nearly irrelevant.