Charge What You're Worth

Rejection is not about you

She hesitated, sighed heavily, and said, “I really can’t afford that.”

I felt panic rising in my throat, my breathing shallowed, my mind raced, and I second-guessed my pricing. 

The moment of silence lingered into infinity. 

Suddenly she said, “Can I break it into smaller payments?”

“Yes, yes, of course, you can,” I said trying to disguise the rush of relief I was feeling. “what did you have in mind?

Have you let your monkey mind run amok in the middle of making an offer? Do you start back peddling, making deals, creating new packages that you think they will buy?

If you have, then you are in good company.

Pricing your services, packages, and offers is one of the most difficult aspects of being a Solopreneur. Everyone struggles with this.

The ability to close a sale is a muscle and putting together offers, pitching programs, and negotiating contracts is your workout. 

It’s a lot like strengthening your core by taking a Pilates class. The first three or twenty times you try a new exercise, you fail, and your abs are kind of sore the next day. Then you get it, your form is strong, you breathe easily. The next day you notice that your belly jiggles a little less. 

It was never about your value as a person. Your muscles just needed to wake up to their potential and you needed to practice a few times. 

My client’s hesitation wasn’t about me. She was not rejecting me or the value of what I offer. She was trying to figure out how to participate in a way that worked for her finances.

Hesitation or outright rejection of your prices is not a commentary on the value of your services. Rather, it’s valuable insight into your ability to own your personal power. 

When you can stand in your personal power, charging what you are worth, your right clients will clamor to sign up. Remember, however, that finding your right fit clients does not mean that everyone is your client, no matter how magical and amazing you are. 

If at least 30% of your potential clients are not walking away, you’re not charging your worth.

A 100% closing rate is not an indication of your excellent sales skills. It’s more likely that your prices are so low that it’s easy for people to say yes.

Review your current client roster for a moment and divide them into three groups: favorite clients, good clients, and challenging clients. 

How many of the challenging clients were also challenging to enroll? Maybe they asked you for a discount, scholarship, or a sliding scale? 

How many of your favorite clients paid in full or were upfront about the kind of payment schedule they would like?

Rejection of your prices is not a rejection of you; but your prices are a reflection of how you see yourself.

Get your free ‘Charge What You’re Worth Checklist’ and start attracting clients who value what you bring to the table.