How to Discuss Your Rates Like a Pro in 4 Steps

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Does the topic of money make your mouth dry, your hands sweat, and your stomach get tied up in knots ? Do you dread that point in a conversation when someone says, “So what do you charge?”

You’re not alone. Most of us have difficulty talking about money — especially when it comes to quoting prices for our own work. But if you’re going to be successful in business, you have to get over it and learn to discuss your fees like a boss.

Here are four steps to get you speaking about your rates with confidence and ease…

Practice. The first rule for declaring your prices with confidence is simply to practice. Talk to yourself in the shower. Tell your dog what your rates are. Stand in front of your mirror and say, “I charge $X,XXX.00 for my 6-month package.”

Now practice by saying the same statement to your partner, a trusted friend, or mentor. If you’re the least bit unsure or nervous about your rates, it will come out in your voice and the other person will pick up on it.

The more you say your rates out loud (not in your head) the more natural it will be for you when you speak to someone who’s interested in your services.

Smile. Even if you’re on the phone or writing an email, smile when you say your rates. Your tone of voice changes when you smile (as does the “tone” of your typed words), and that tone can convey confidence and authority, not to mention professionalism.

Avoid being wishy-washy. Listen to yourself as you speak to potential clients. Do you say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think that $X,XXX.00 will work for you?”

These statements and questions (and others like them) are all wishy-washy ways of talking that do not instill confidence in your client, and worse, they make you sound like you don’t believe in yourself.

Rather than squeaking out a timid, “Um, I charge like $1,000 per month,” straighten your back, smile, and say, “My rate for VIP coaching is $1,000 per month. When would you like to get started?” And then…

Be silent. When we’re nervous or feeling intimidated, we tend to talk. We want to fill the silence with something, anything, just to avoid having to sit there uncomfortably and wonder what the other person is thinking.

But here’s the thing. He or she is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. So, when you’re talking price, avoid the urge to fill the silence (especially because you’re most likely to try to justify your pricing) and let your potential client take time to respond.

Will speaking with confidence always land you a new client? No. But being able to share your pricing in a clear voice will help potential clients know that you’re confident in your skills, and consequently, that you are the right consultant or coach for them. 

Need help pricing your offers? If you struggle with how much to charge and how to confidently talk about your fees, I invite you to take the first (or next) step to take your business to the next income level by scheduling a Money Breakthrough Discovery Call with me today.

Free Business Breakthrough Call

Navigating the twists and turns of trying to launch or grow your consulting, coaching, or other service-based business and reach exciting new levels of income can be overwhelming. That all changes when you have an expert by your side showing you the way. And you’re just a few clicks away from getting down to business and discussing how to get started.

In your Business Breakthrough Call, we’ll dive right into what it’s going to take to get you to the next level. You’ll also get the opportunity to learn about working with me to create an authentic and lucrative business model that will power you into the next income level you desire. And because I hold these calls personally, spots are limited. So, if you’re serious about launching or growing your business and ready to take action with the guidance and support of a trained expert, use the calendar provided to apply for your complimentary session now.

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