Pricing and Boundaries: Why you need to stick to your guns!

Have you ever “caved in” when someone asked you for a discount, backed down after quoting a fee, or didn’t hold firm to your prices for some other reason?

Have you ever lowered your price, not raised it to begin with, or extended a payment plan because you didn’t think your prospects or clients could afford your services?

You may have some issues with boundaries and money that you aren’t aware of. Being a pushover with regards to pricing and money usually indicates that you’ve decided for others what they can, and what they can’t pay for.

Even if they’ve told you they can’t pay your price, it’s still you agreeing that they can’t afford it, and the truth is, you really don’t know if they can actually afford it or not.

Here’s a truth: Time and again, I’ve seen people who said they couldn’t afford something come up with the money for it when they decided they really wanted it. I’ve heard people thinking out loud about where they’ll get the money, and pull it out of a hat.

You don’t know the other person’s situation. Even if you know something about their income, you don’t know other circumstances in their lives.

People have money in savings, they have spouses, they have inheritances, they have tax returns, and they have other things they pay for regularly that they don’t really need to any longer.

I’ve watched people who said they couldn’t afford something turn around and come up with the same amount of money to buy something else they really wanted at the same price: a fun vacation opportunity, a big screen TV, an iphone . . .

I’ll even confess, I’ve done this myself, and I’ll bet you have too at one time or another. I think we’ve all used the reason “I can’t afford it,” when the truth was, if we really wanted it, we could have come up with the money.

It just wasn’t a high enough priority. We weren’t emotionally invested in having it.

And here’s another truth: when you lower your price to accommodate someone else, operating in the background of your sub-conscious mind is the idea that the other person getting what they want is more important than you getting what you want.

A first step to changing that would be to write and post on a sticky where you see it when you’re on the phone: “I don’t have the right to decide for someone else. Only they can decide for themselves.”

Here’s another question for you: If you knew for certain that it was actually supporting your client in holding firm to your prices, rather than the other way around, what would you do in that case?

If you’re answer was to hold firm, then let me assure you that you are supporting them by not lowering your price, and here’s why: your clients get more value out of taking on the challenge to “step up to the plate” than if you make it easy for them.

It’s a powerful moment for someone to stretch to have something they want. They grow, they feel proud of themselves, they have an increased sense of confidence, they are more committed to creating value from your service, and you’ll have a fantastic, ideal client!

Here’s a quote from Kendall Summerhawk that sums it up nicely: “When you hold your ground with your fees you make it possible for someone to step up and get what they want in a bigger, more powerful way.”

So don’t rob your clients or prospects of their chance to step up to the plate, and don’t rob yourself of the money you rightfully deserve for your services.

There’s one more point I want to make: I know that you’re a good-hearted person.

You want to help people, and you want them to have what they want. I know that, otherwise none of the things I’ve said here would ring true for you, and you probably wouldn’t have made it this far into reading (or listening) to this post.

So your intentions are good, and you want others to know that you care. And, it’s possible to let them know you care without being flexible on your boundaries.

Your caring shows in your overall attitude, in your desire to do a great job for them, and in your faith in their power and ability to find the money for something they truly desire.

People will always find the money for something they really value and want.

Instead of lowering your prices, you need to learn how to make certain your clients are emotionally invested in having your service. You want to know how to insure that they really value and want your services.

If you’re ready to do that, I invite you to sign up for my “How to Charge What You’re Worth and Get It” telecourse, where I’ll be giving you tons of information and some powerful exercises that will show you how to do exactly that.

Click here for more information and to sign up:  http://thevasuccesscoach.com/htc/va.html

And remember, bite your tongue when you’re tempted to lower your price! It’s better for you, and it’s better for you prospect or client.