Does pricing scare you?

No one likes to talk about money. Whether it is how much money you earn each year or what you charge per hour. For many people they are uncomfortable or fearful when asked information about their pricing. In turn, the people asking can sense your fear and uncomfortableness with the situation. Some will take advantage of you while there are others who won't, but they also may not give you a chance either.

So what are some of these fears that you may have? Do you feel you lack the experience to match your asking price? Do you think you are charging too much? Do you think that if you charge the price that you do that your prospective clients will move on to someone else who is cheaper? Are you unsure how to overcome objections?

I have people tell me all of the time how pricing is one issue that they have when it comes to running their business. They are unsure how much to charge or what to tell people who inquire about their prices. If they tell someone a price and that person objects to the price, they don't know how to tell them that they are worth it. When I started my business, I didn't want to price myself out of the market, yet at the same time I wanted clients. I was not very confident with my pricing and it showed in the type of clients I had at the beginning.

There are several things you can do to help you overcome your fear or uncomfortableness when it comes to discussing pricing.

1. Post your pricing. This is a topic for debate with many on one side saying that they post their prices on their website and in their materials, while others only reveal their pricing during their conversations with a prospective client. There are pros and cons to both sides. If you reveal your pricing you scare away those that can't afford you in the first place, but at the same time if you reveal your prices, you might miss out on an opportunity to share with a prospective client how you can take care of their particular needs. Also, once pricing is revealed, that is what a prospective client will focus on. Your other words will go in one ear and out the other.

2. Act confident. I have a take it or leave it stance when it comes to my pricing. When you make excuses for your pricing or discount your pricing immediately, your prospective client then can use this to their advantage to negotiate with you. I have had people state their price and then in the next breath lower it when they hear hesitation. I was guilty of it when I began my business. Be proud of your pricing structure. If you are on the phone or communication via email, be firm with your pricing in the tone of your voice. When talking face to face with someone, look the person in the eye when you state your price.

3. Get training. If you are unsure what pricing is like for the industry, get information from those in the industry who are considered experts or who have years of experience. They will know what it is like to have not been confident with their pricing at some point when they started and they can share with you some tips and hints about what you can do with your pricing.

Once you have decided on your pricing structure, practice over and over out loud talking about your pricing so that you can overcome your fears and have a new found confidence when speaking with prospective customers or even your current customers. Remember, if you don't have confidence in yourself, how do you expect others to?