It isn’t the money!
Many of us concern ourselves with the question of,
“Is my price too high / too low / fair?”
The subject matter hit home while on vacation wandering through an upscale mall. For me, window shopping in high scale stores is just another type of visit to an art gallery. A glittery bright prink sweater caught my eye. When the clerk approached, I immediately said, “Oh this just isn’t in my price range.”
The clerk was surprised and asked what would be my range. I deferred her question by answering, I just don’t want to spend $350 on a sweater. With a big smile on her face, she replied, “It’s only $35.00!” Tired from having too much fun with friends, I obviously misread the price tag. But I still did not purchase the sweater; after all, it wasn’t the money!
I realized just as entrepreneurs struggle with setting pricing for products and services for business, the more important aspect to consider is do these services meet your clients’ needs, wants and deep down desires? The same holds true when job seekers are asked on an interview what their desired salary range might be. The best response is to defer until later when you know for a fact you answered these same questions. In either case, only then are you able to set a higher price whether for business or for career opportunity.
When you have your answers clearly defined, your mindset and customer service policies are focused on delivering value, building relationships and on what your prospects and clients want, only then will you be able to ask a fair or higher fee or even negotiate a better compensation package. Your communication is a subliminal marketing message that you are a leader in your field and are worth the money. Your business development depends upon it.
Once you have the “it isn’t the money” philosophy mastered, you will be headed for a very Smooth Sale!
