Watching an episode of Dragons Den, I was enthralled by Peter Jones’ negotiation style in the last deal. The guy who was pitching was doing his best to negotiate Peter down from 40% to 30% upfront, but Peter wasn’t budging.
You see, Peter KNEW with certainty that what he (and Deborah Meaden because they’d agreed to split the deal) would be bringing to the table was worth a lot more than what Piers and Kelly had to offer. He had unwavering faith in his value, and because of that, stayed firm on his offer.
Afterwards, I saw a post in my Facebook timeline from a friend who was upset that she keeps being asked to work for free by people claiming they had no money. My friend was upset because she felt taken advantage of.
The 2 situations might seem totally unrelated, but there is one strong thread that binds them together.
And that is you… or to be specific, your belief in your own worth!
Step #7 of the Mile-Deep Marketing Profits Blueprint™ is “Consult”, and if your social marketing is already profitable, you’ll be regularly having consultations – or potential sales conversations with followers who are keen to explore working with you.
And how much you value your worth, can quite literally lose you the prospect that you’ve worked so hard to attract, connect with, capture their data, nurture the relationship, verified your expertise, and you’ve shown that you can be trusted.
Yet when they get on the phone with you, 85% warmed up to the idea that you’re the person they want to work with – your own self limiting beliefs kill that possibility stone dead.
Why you’re not getting paid what you’re worth!
Why? Because when you were asked to confirm your pricing, you went in really low in the hope that price was their main factor, and quoting low would get you the gig.
Or your pricing does accurately reflect your worth, but you’re not fully convinced that you are worth it – so saying that number out loud felt sticky!
But here’s the deal, price is rarely the prime consideration for your clients. It can be, but mostly when someone says they can’t afford it, what they really mean is that they can’t see the value.
It’s the same reason why your competitors may be charging 3 times as much as you but are getting more clients then you are.
If you’re having lots of consultations, quoting a price that reflects your worth, but getting knock back after knock back, don’t jump to the conclusion that your pricing is too high.
Look inwards… do you TRULY believe in yourself? Are you absolutely convinced of your worth that faced with a situation like Peter Jones, you’d be happy quoting higher than any of your competitors… because you know without a shadow of a doubt that you have more value to offer?
If you answered yes, look at how you’re conducting those sales conversations with your clients.
Because if you’re not getting paid what you’re worth, or you find yourself constantly being expected to work for free – it’s not their fault, it’s yours.
To get paid what you’re worth, you need to believe that you’re worth more – and convey that with certainty to your prospects.
Over to you… do you find yourself stumbling when quoting your prices? Or do you have absolutely confidence in your value like Peter did?