Struggling to set limits in your business? A to study of American Express found that 25 percent of freelance women believe they need to charge less than freelance men to attract and retain customers. While there is some evidence that this gender gap is narrowing, there is no reason for women to undervalue their services, products, or offerings (even to family and friends!). If you feel stuck after someone has expressed interest in your offer (especially if you are just starting out, starting a side business, or moving from a hobby to a small business), make it clear that you charge for your work. Remember that a business that doesn’t make a profit can’t help anyone, much less YOU.
Try one (or ALL) of these five sample scripts to talk smoothly about the elephant in the room: that you are in business to make MONEY.
“I am definitely interested in working together. What is your budget for this project? ”
Note the magic word in this script: budget. It is not an accident! Because, whether you are selling business-to-consumer (B2C) or business-to-business (B2B), everyone has a budget of what they would like to spend on a solution, whether that number is tacit or not.
Note that if someone doesn’t have a budget for a project and gives you an answer like “I don’t know what I’m looking for, but I’ll know when I see it …”, it’s RUN time. Customers with elusive / shifting goals tend to be the toughest customers and can easily suck you (and the business relationship) dry, especially when the “reach creep” creeps in (eg, someone). one wants a “simple website” but has no idea what they offer, or how to communicate it all through visuals or text).
The same goes for those who want you to work for “the show”. Be very selective about any “show” work (as your invoices should probably be paid with real money, not likes, comments, or autographs). If you are a digital creator or influencer check out this review site to share collaboration rates and influencer marketing reviews. (Image via Brooke Cagle/Unsplash)
“It seems like a good solution. Here is my media kit / price sheet / menu of current services … (attached) ”.
If you’re starting to get sweaty hands and lower your voice so only neighboring dogs can hear your current rates, you might want your media kit to speak. Having fixed prices works best when you have a narrow scope of work or a finite set of deliverables for a project.
If you are not yet sure what the project will look like, resist the urge to throw in a number (other than a minimum). If you work on an hourly basis, make sure this number is shared early in your sales process. Better yet, practice quoting your prices in front of the mirror (I’m serious!). Battlecry and Ta-wanda Power Pose are optional, but recommended. (Image via Sincerely the media/Unsplash)
“I’d love to hear more details about this project. You might be interested in other paid projects I’ve done here.”
One of the best ways to improve your customer relationship skills is to listen to understand and ask clarifying questions. If someone is playing the tough negotiator and doesn’t throw the first number once you hit the price, see if the person will give a fork. If that doesn’t work, you can point to a similar project you’ve done, so you can have a range of values that shows proof of your worth and an example of your work. (Image via Mateus Campos Felipe/Unsplash)
“Love what I’m hearing so far, let’s take a call and narrow down the scope of the project, the budget and whether I’m a good fit.”
This phrase sums up many of the high marks above and can get you out of a never-ending chain of emails. Make the next step in the process very clear (like including your timeline link), so that the momentum doesn’t wane. (Image via Paige Cody/Unsplash)
“I am flattered that you are interested in what I am proposing. Just to clarify and avoid embarrassment, I am not offering any discounts to family or friends, so I want to make sure if we are going to work together, that I am the best. suitable for what you are looking for. ”
Discounts for friends and family can be tricky, but this proven script has helped many of my clients navigate that tense transition point in a conversation. After all, don’t you want to work with someone who really wants to work with you? And are your friends and family your ideal customer? Family and friends should be willing and able to pay full freight for your deals (heck, maybe more if they really want to “support” you) – so don’t let any doubts or impostor syndrome deter you from treat it like real business, even with those you love.
Keeping things commercial also avoids the terrible imbalance in trade in services that occurs when both parties think they are profiting because they do not recognize the value of the services or products. If you plan to trade with someone, send them a full invoice anyway and keep things transparent about where you are in your tab. (Image via Christina @ wocintechchat.com/Unsplash)
Remember to use one or more of these swipe scripts to speak more clearly and confidently about your pricing, and to communicate in such a subtle way that you won’t be working for free. Remember: you are running a business. Asking for a fair exchange of value does not make you greedy, selfish, or mean. You are fixing issues for a specific segment and when you can get paid for that RIGHT value, you can continue to show up and fix those issues day after day and year after year.
if you want to start a business yourself, consider enrolling in our 10 week course Home made Classes! You’ll learn from female entrepreneurs like Brittany, including leaders like Bozoma Saint John, Katrina Lake, Gwyneth Paltrow, and of course our own Brit Morin.
(Highlighted Image via Paige Cody/Unsplash)
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