The Client Letter
January 22, 2013
Way North of Lake Wobegon
Clear -18 Degrees
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In my experience, there’s only one reason that talking about money with a prospective client is uncomfortable.
And that reason is a severe lack of confidence in you and the value you bring to the table.
Do you ever have trouble asking your cell phone provider for service in exchange for the money you pay every month?
Of course not.
That’s because you believe in the value exchange that’s present in that transaction.
It’s a good deal for both parties.
In other words, many of us believe more in the value of the money in our pocket than we do in the value we provide to our clients.
So “asking for the money” becomes an uncomfortable situation. The fear of having our fragile belief in our own value questioned is simply too much to bear.
Given the state of the dollar in the U.S., logically speaking, you have LESS of a basis to believe in that than you do to believe in your own value. That’s awful, no?
And yet, I’m certainly guilty of doing this over the years.
I let the small me show up at the negotiating table.
And in the words of Dan Kennedy, other’s belief in you is less important than your belief in you.
As it turns out, belief is contagious.
Believe in yourself enough to spread the virus.
The next time you talk with a prospect, deal with money upfront. (Every time I don’t do this, I end up wasting my time.) “My fees generally fall in between $XX and $XX. Do you see that as an issue?”
Their answer will tell you everything you need to know about whether or not to move forward.
Provided you get the green light, then you start digging for gold.
Here’s your shovel: