You can charge what you want — if you have these three qualities

piggy bankLast year I sold a big project. Two, actually, back-to-back. One and two, just like that… the biggest I’d ever done.

These days I’m quoting even higher. What’s more, my pitches generally involve an upfront fee for immediate work and an additional inv­estment for ongoing business.

And I’m fortunate enough to be landing these deals, too.

Throughout, I’ve come to learn three things — each of which will help you make more money.

First, I’ve learned that confidence goes a long way. If you can’t walk into a sales meeting and quote the biggest price that’s ever escaped your lips, you need to practice until you can.

You’re the expert. Your clients are looking to you for guidance on web content, and whether you tell them they need to spend $100 or $4000, they’ll believe you.

That is, if your words and body language tell them they should. Your expertise is going to be helped immeasurably by your confidence in it. Once you know in your heart and in your mind that you’re worth the money… You will be.

Second, I’ve learned that objections are just buying signals. If somebody really hates the idea of paying money for professional content, they’ll politely sit through your pitch, then thank you for your time — after which you’ll never hear from them again.

But the minute they say, “I don’t know… That seems like an awful lot of money,” you’ve got them. What they’re really telling you is, “I can see how this could make sense, but I need you to convince me that the investment will be worth it.”

Confidence is important here, too, because when you’ve got it you can respond to objections by proving your value instead of defensively justifying your fee (or, worse, lowering it).

Embrace objections, because they’re your friends. They’ll help you see what you need to do to land the deal — and remind you that you’re close to winning it.

Finally, I’ve learned that everyone has a right to charge what they think they’re worth. If you think you should be paid $500 per hour, you absolutely deserve it.

I like to joke that there’s a reason I charge as much I do — because I can. Kidding aside, there are people out there who won’t pay your fee, but there are more than enough who will. You owe it to yourself to find them and let them pay you. If someone will pay you well, settling for less is a waste of your time… and of your earning potential.

Confidence, a love of objections and the belief that you’re owed what you’re worth — if you can develop these three qualities, you’ll be able to charge your clients whatever you want.

Photo Credit: kenteegardin via Compfight cc

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  1. Tim Roberts says:

    Ain’t that the truth. Probably the biggest lesson we in this industry need to learn, at one point or another. It’s tough when you’re self-employed and you eat what you kill, but once you decide to make the leap and not only charge what you’re worth, but believe it too, it all works out. The people that aren’t willing to pay it are not ideal clients…much of the objections can be dealt with if you’re good enough at sales, but that’s another story entirely.

    • It’s a great point you make here – the ones who aren’t willing to pay aren’t ideal clients. It’s hard to keep that in mind some times, but soooo valuable. Both financially and in terms of peace of mind.

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