As conscious entrepreneurs, we artistically combine our expertise with a focus on service to humankind. In an attempt to “help” our clients, we can find ourselves in the position of negotiating our prices.
Let me ask you: How many $10K business events can you afford to attend right now? If you say, “None,” you’d be joining with the majority of entrepreneurs in the same position.
Do you think the speaker at one of these events is concerned that you cannot afford it? Nope. Enough can, and will pay the admittance fee because the content promised is worth every penny… and probably more.
Is your financial situation the concern of the speaker? Nope.
Should s/he even care that you perceive you’re being excluded? Nope.
There are tons of experiences you may not be able to afford. That’s simply not anyone else’s concern. And it shouldn’t be.
Let’s look at this from another angle: It’s very likely your products or services are not accessible to a portion of the worldwide population. Should you make special accommodations so they are accessible to everyone? Nope. Why not? Because that’s probably not the reason you started your business.
The bottom line is: You’re in business to make money.
When we provide a cost quote and our client says, “I just cannot afford it,” the natural thing to do – especially as female entrepreneurs – is respond by making accommodations. We reduce our prices, throw in additional hours or products, or offer payment options.
If we are willing to sell off and negotiate rates, we’re essentially saying,
“My (products or) services are worth the value YOU place on them.” Yikes and holy, moly. You will be back into corporate chaos in no time if that’s how you truly approach business.
I heard it said recently that negotiating does two things:
- It reinforces my lack consciousness
- It reinforces my clients’ lack consciousness
Whew! That’s harsh. Take a deep breath and read it again. If you see yourself in this discussion, it’s never too late to begin honoring your value.
Let’s explore each of these points.
How does negotiating reinforce my lack consciousness?
Entering into negotiations is an activity that places you in a disempowered position. It leaves you explaining your rates. It forces you to invest precious time for which you will not be able to bill. It dishonors the thousands of hours you’ve invested in becoming a professional who has a valuable service to offer.
When it comes to your value and your business, the last place you want to find yourself is tied up in the trunk! That’s where negotiating leaves you. Instead you need to be in the driver’s seat.
Lack consciousness is the perpetual lie you tell yourself with your words, thoughts and actions. It is you telling you – in the most subtle and damaging way – somehow you don’t deserve the rates you charge because you’re just not worth it.
Who determines our worth?
We do.
Before you sigh in resignation and think we have to delve into your childhood to find the answers of why you’re where you are in life and think the way you do, relax. We don’t have to dredge up anything. We are going to start right here, right now.
I’m going to share something with you that contains the secret to unlocking a completely new approach… one that leaves you newly empowered and clear on the FACT that you are worth every bit of your fee. As soon as you encompass this, I want you to expand this concept and double your rates!
Bold?
Yes, that’s why we’re here… to continually push the edge of self-comfort and familiarity to explore what lies beyond.
The secret? It’s so simple. Every time you find yourself hesitating when someone asks you your rates, wanting to make special accommodations because your client “cannot afford it,” or beginning to think of ways to make it work for your client, say aloud: “I destroy and uncreate everything I believe I was and am. I destroy and uncreate myself today.” How does this set you on a new path of declaring your worth?
Tell me yourself after you’ve said this AT LEAST twice daily (upon waking and upon retiring, and as circumstances arise during the day) for a mere 30 days.
You will not be the same person. You will sit up straighter. Your voice will not falter when you speak truth to your value in the form of your rates. You will be deeply empathetic when fellow entrepreneurs express their woes in not being able to afford you, but still, your rates stand as-is. Doesn’t that sound profoundly freeing and powerful? Isn’t it worth a try?
(A natural question surfaces: “When I destroy and uncreate, with what do I full the vacuum?” Answer: Nothing. Spiritually speaking, you cannot destroy or uncreate the truest essence of you, so you don’t have to worry about undoing and end up as nothing. This exercise can only deliver a more aligned version of you; a version that knows innately you’re worth even more than you’re currently charging! And when you’re ready, you”ll increase your rates yet again to match the ever-growing confidence to be compensated based on a value YOU assign.)
How does negotiating reinforce my clients’ lack consciousness?
As business owners, we are (hopefully) modeling good business practices. With our words, thoughts and actions, we must convey resolute confidence in our talents.. and service rates.
If I negotiate my rates, I enable, or reinforce, my clients’ false beliefs (that they cannot manifest adequate funds to hire me, as an example)… beliefs I don’t even hold to be true. I become the last link in a very long chain of life experiences that reinforces their “truths” – beliefs founded in limitation (the inability to manifest funds to pay for professional services).
I do them no favors by engaging or entertaining this notion. It is the essence of a co-dependent collaboration and in the words of one friend, “You will only see asses and elbows!” (Interpretation: I will run away as fast as I can from this scenario.)
There are plenty of writers who will negotiate rates. I’m not one of them. I know my value and it is my intent to show you yours.
Our clients need to know we are 100% confident in the value of our contribution to their success.
You see,
our confidence and silent resolve instills a level of confidence in our clients Perceived value is everything. If you are sure about your rates, it makes clients think, “Wow, Charlon must be really good if she charges $495 for an hour-long consultation. One way or another, I must find a way to work with her!”
Now, no single negotiation is inherently catastrophic to our businesses. But, over time these actions serve to erode our sense of self-value. Don’t even set this pattern in motion!
As appropriate and inspired, we can occasionally barter, negotiate or even donate our time, but these practices cannot be the foundation of our business.
How do you maintain a sense of service to others AND a commitment to maintaining the value of your time?
Begin today. If this is an issue with which you struggle, it’s simply an unexercised muscle. The Marines have a saying, “Pain is weakness leaving the body.” There’s no need to be pained any longer by the subtle and ever-eroding impact of negotiating. You will never grow a solid business on a weak foundation of changing the rules every time a client cannot afford you.
If you’re willing to trade your vast and precious life knowledge as if it has no value, it won’t… for you or anyone else. Remember: We teach people how to treat us.
How do you respond when clients cannot afford your rates or want to negotiate?
The answer is obvious and simple. Without saying, “No,” you plant seeds of thought and leave the future client (I’m being highly optimistic here!) with several options. Here are sample responses to give you some ideas:
- “My clients benefit from expert copywriting in too many ways to count. I know when you have the funds, you’ll make this a priority. Based on the experience of former clients, professional copywriting dramatically increases exposure and sales. In the mean time, here are some referrals to learn more about copywriting so when we begin working together, you’ll already have insider knowledge of the process.”
- “I completely understand the challenges of delegating funds for copywriting. When I started my first company, I did everything myself. I thought I had to learn and know how to do it all and that left me frustrated and exhausted. It was such a key to learn to delegate tasks to professionals. When I did that, I noticed a huge energy boost and increased profits! I see so much potential in your vision and would love to help you with expert copywriting when the time is right. Until then, feel free to download my free report, Exclusively For Entrepreneurs: Expert Copywriter Reveals Easy 9-Facet Formula to Proof-Perfect Copy… Every Time”
- “When you hire me, my efforts are laser-focused on achieving measurable results. If I negotiate rates, I would be doing a disservice to myself and those entrepreneurs who know the value of a wise business investment… like professional copywriting. I would love to work with you based on the original proposal amount emailed to you.”
As you can see, the details of this topic are manageable 100 different ways. The bottom line is: Stop negotiating. Your personal and professional values are at stake! Treat them as the treasures they are.