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How a rate conversation should go…

Recently a client was annoyed that a prospect had said her rate was too high. When I questioned her on how she postured her rate she shared that she had told the prospect that she would give her a bargain of her old rate.

My rate red flag went up.  So, basically she had told the prospect that she was a bargain, the prospect needed a bargain, and her services were at a bargain level.  No wonder the prospect wasn’t interested.  I asked her to take bargains off her radar and STAND FIRMLY in her rate- no bargains necessary!  Here is the email exchange a few days later…

MY Client:

Hi Suzanne,

Just wanted to let you know that I had a comp session today and I STOOD IN MY RATE

I gave her two choices with a rate sheet.. one for 450 another for 595… she was telling me how she had no money through the whole hour but I just let that go by.. At the end she really wants to work with my and is gonna figure out how she can do it.. !! It was great.

ME: YAH!

Yes…remember people FIND the money for the things they really WANT!  Good for you kiddo!  :)

MY Client: It made so much more sense to be that way and she sensed it and got excited to be working with me.

Works every time.

Standing waist deep in my rate,

Suzanne

One Response to “How a rate conversation should go…”

  1. Bixby Says:
    December 22nd, 2008 at 10:30 am

    This is a great story.
    A really good example of how you have to stand up for yourself!

    Thanks!

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Posted on December 22nd, 2008 by admin in Tell It Like It Is | 1 Comment ».


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