Last week, the “boot camp” trainer I work with (owie, owie, owie) surprised me when it came time to ask for my payment. She was embarrassed to bring it up.

I reacted with a barrage of “reasoning” and advice that I don’t think she was looking for. She argued right back.

I was astonished when I realized that her arguments were the same I hear from you every day: I am not a salesman, I like to play to my strengths, [Army wives] always expect stuff for free, I don’t want to want it more than “they” do.

So let’s tackle the first one.

“I’m not a salesman.”

I have to admit my knee-jerk reaction was to give my trainer grief when she said this to me. How can she not remind me to give her money that I owe? Her response was that she just isn’t comfortable talking about money for her services.

This brought me up short. I hear a variation of, “I am not a salesperson,” every day and I need to remember that most people are not confident about the fee side of their business.

So this brings me to two issues: Sales and confidence discussing money.

Sales.

I know you’re not in sales. Thank goodness you’re not in sales. Thank goodness I’m not in sales. Asking people to part with their money is exhausting.

What you need to do is to is show the benefits of your work. That’s not sales. It’s marketing. And the best marketing you can do is when you use your voice to talk about your work. Not my voice, not your mom’s voice, not your mentor’s voice. You. Talking about your work.

This is sales: “I’m selling massage gift certificate packages: three one-hour certificates for $160.” That’s selling a product.

This is marketing: “Save $35! Buy two one-hour gift certificates, save over 50% on a third.” That’s making a purchase sound like a good idea — giving it a benefit.

This is my marketing: “I have an excellent gift certificate package for the holidays this year. Three gift certificates for under $55 each. You can give two good friends a great experience AND keep one as a recharge for yourself.” That’s me talking in my voice about what I think my customers would be interested in hearing.

You will find conversations with potential clients more comfortable when you present your work in a voice that is your own.

Take some time. Think about what your customers need to know about your work (the benefits). Write it down. Edit it. Edit it again. And one more edit.

Then practice saying it. Practice some more. I swear on the head of The Boy that it gets easier and more comfortable with practice.

Do you have gift certificates? asks a client.
“Why yes, in fact I have a nice deal going on now where I put a coupon for 50% off their next session in the certificate envelope. It’s like giving your friend a gift and a half.”
OR
“Absolutely. They are so beautiful, they actually look like a rich gift. And I can include any information on specific treatments that you think your friend would be interested in.”

See? You can do this without squirming.

Speaking of squirming, let’s talk money.

Money. You need it. Money is important. It’s part of the equation. It’s how you eat and pay rent. It is also a symbol of your confidence in your work.

Telling people what you charge is not going to turn you into a caricature of a used car salesman. Promise.

This is where believing in the value of your training and your work comes in. Did you not study hard? Did you not struggle through personal doubts?

You know what? I’m not going to try and convince you. Just get over it. Really. You are worth it. You are licensed or certified in the Great State of Whatever. Look people in the eye when they ask your rates and clearly, strongly say, “My rates are $65 an hour. Here’s my card.”

Don’t even think apologetic, cringing thoughts when you’re talking about your fees. If they don’t want to pay a fair price, then you don’t really want them as clients.

If you think someone needs convincing, tell them the benefits of working with you; do not lower your price.

Rise up, rise up.

All my best,
Eileen