On the scale of fun things to do when working with clients…
Talking pricing has to be dead last.
Some of us are super-comfortable with this… and it’s a walk in the park.
But I’d say that for most… it always seems an awkward thing.
I think it’s a combo of not feeling so confident about the service we’re providing.
But also feeling that because our client is the one with the checkbook… they have the upper hand.
And there’s probably other things.
If we’re feeling like this… we’ve unintentionally slipped into a more adversarial mindset — with us in and the client on opposite sides of the ring… waiting for the bell for the next round.
Forgetting that the plan is to be in the same corner as our client.
You know… where it’s a mutually beneficial relationship where we both play for the winning team — getting the thing that will benefit both of our businesses. And saying “thank you very much!” to each other — with a genuine smile on our faces.
A lot of feeling comfortable about this stuff comes with experience. Both with talking to clients and navigating these relationships.
Also comes when we’re confident in our skills because we truly are experts on our area… and we know in our bones we can provide absolutely massive value to our clients.
So if these conversations are a bit (or lot) challenging for you… or you need a brush up…
So you can avoid slipping down the greased slide from being an equal partner… to being a grovelling vendor…
There’s a great, short (8 min) video The Futur has recently put out. And I recommend taking a peek.
In it there’s a reminder that your prices are your prices. You’ve set them (hopefully) based on what you need to make for your business.
You don’t have to feel bad if clients don’t get what they ask. Instead, you can offer to help them find a way forward if you both want to work together.
Chris Do goes into a bit of the psychology behind things. And how to enter relationships with clients as equals.
And watch out for his top line you can use with clients if or when they object to your price.
It’s GOLD.
Check it out here:
Ouch! Keyboard’s on fire!
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Chris Milham