Many people have difficulty to "sell" and seek fair compensation for their work. This is even more difficult when selling consulting services, coaching or other services. Why is this so and what to do to learn how to negotiate a reasonable hourly rate that will allow us to have fun, to be motivated while saving our lives?
Let's start with the why ...
What is our relationship with money and have we done our homework?
Let's start with the why ...
What is our relationship with money and have we done our homework?
Our relationship to money depends on a multitude of variables: our education, our values, our level of personal confidence, level of experience, our negotiating skills, and others. It is important to be aware of our comfort level with the money. Meanwhile, when it comes time to inform our customers of our fees or the cost of our services, it is essential to have conducted an analysis of the value of these in the market.
Here are 3 tips from my own experience and my reading on wage bargaining (one article below). Have confidence in yourself and in what you sell:
Do not apologize and justify you. When it comes time to inform your customers of your fees, directly and briefly answer the question: my fees are $ X / hour and cover from step A to step H. Point to the line. No comparison with competitors, not analysis. However, be sure of your market value;
Practice your answer aloud and register. Is the tone of your voice shows great confidence or otherwise do we perceive a doubt, hesitation? Continue to practice exaggerated confidence if necessary until you feel the real power you have over your busniess;
When you talk about your fee, leaving open the conversation between you and your client to understand his hesitation, if any. Do not give your answer too quickly and that it is a "yes" or "no." Before giving a figure rather try one or two open questions like: how do you see that my services are useful to you to reach (quote the objective of your client)? Exercise that discussion, do not close too quickly.
If you want more bargaining power, keep an independent position in the discussion. This does not mean you have to be arrogant, quite the contrary. However, if you have done your market analysis homework and you are clear in your relationship with money, your customer feel that you are willing to drop the sale in case of disagreement. This "distance" arrogant and not respectful token of the confidence you have in your service (product).
Here are 3 tips from my own experience and my reading on wage bargaining (one article below). Have confidence in yourself and in what you sell:
Do not apologize and justify you. When it comes time to inform your customers of your fees, directly and briefly answer the question: my fees are $ X / hour and cover from step A to step H. Point to the line. No comparison with competitors, not analysis. However, be sure of your market value;
Practice your answer aloud and register. Is the tone of your voice shows great confidence or otherwise do we perceive a doubt, hesitation? Continue to practice exaggerated confidence if necessary until you feel the real power you have over your busniess;
When you talk about your fee, leaving open the conversation between you and your client to understand his hesitation, if any. Do not give your answer too quickly and that it is a "yes" or "no." Before giving a figure rather try one or two open questions like: how do you see that my services are useful to you to reach (quote the objective of your client)? Exercise that discussion, do not close too quickly.
If you want more bargaining power, keep an independent position in the discussion. This does not mean you have to be arrogant, quite the contrary. However, if you have done your market analysis homework and you are clear in your relationship with money, your customer feel that you are willing to drop the sale in case of disagreement. This "distance" arrogant and not respectful token of the confidence you have in your service (product).
RSS Feed