How can I charge what I’m worth ...

Here’s a question from one of my coaching clients:  How can I charge what I’m worth when everyone seems to want everything free or at a discounted price?

Great question!  Firstly, as I teach in my Selling Skills workshops – never ever discount your prices.  You will feel resentful and your clients won’t value what they buy – and they’ll expect a discount for ever more.  Here are three tips for you to try:

• A much better strategy is to repeat all the benefits they’ll get from working with you (or buying your product); remind them of all the great results which will be more than worth the price you’re asking.
• Offer to take away certain parts of the service (if that’s possible).  Ask them which bits they’d be prepared to forego – that usually works because they don’t want to lose any part at all.  In fact, it’s a good idea to put together your products or services in such a way that you can add or take away elements according to different offers or circumstances.
• Something else to try is to add a bonus that isn’t going to cost you anything – and won’t involve you spending any more of your time.  This will make your client feel they’ve negotiated a good ‘deal’ and you’ll get your asking price.

Plan these responses out before you need to use them so you get comfortable saying them!  Let me know how you get on.