You’ve probably had the experience of quoting a project … and having the prospect react in shock at the price you gave them.
Instinctually, you might want to justify the price by describing the time and effort it will take for you to do the work.
But that’s a mistake. Because when you do that, it diminishes the value of your expertise.
After all, the value that you bring to a project isn’t in the time you put into a project. It’s in the expertise and experience you bring to it.
After all, do surgeons justify the cost of surgery by the minutes and hours it will take them to perform it? No.
They justify the cost in terms of their skills and experience.
This is an important distinction because someone will always be willing to sell their time for less.
Time is a cheap commodity these days. So you can’t make your time the center of the conversation.
Instead, you should steer the conversation to two things:
1. The value that you bring
Explain how your expertise and experience will help them reach their objectives faster and better.
Remind them why you’re different and why those differences matter based on what’s important to them. Show them why you’re a good fit.
In other words, focus on things the prospect might not find easily if they decide to look elsewhere.
2. The risk of hiring a cheaper resource
Creating what they need will take some skill. What are the risks of giving it to someone with less relevant experience? What would happen if this less experienced person messed it up?
You, on the other hand, have been doing this a long time. You’ve seen the mistakes that can occur — and you can help them avoid those same mistakes and deliver a product that will hit the mark.
Your Value Isn’t in Your Time
When a prospect balks at your quote, it’s okay to talk about it. But steer the discussion to your skills, expertise, and possible risks.
And if the prospect still resists your pricing, that’s a pretty good indicator they’re not the right client for you.
Plus … whenever you’re ready, here are 4 ways I can help you grow your freelance business:
1. Grab a free copy of my book for ESTABLISHED writers/copywriters.
You’ll discover how to quickly and predictably reawaken dead leads, generate new client opportunities and convert not-yet-ready prospects into freelance writing clients. — Click Here
2. Download a free copy of my new book for writers who are NEW to freelancing.
I’ll show you the 3 things you need to do to get your business off the ground safely and land your first paying client faster. — Click Here
3. Join my implementation program and be a case study.
I’m putting together a new implementation group this month. If you’d like to work with me to grow your income quickly with better clients (and become one of my new success stories). Just email me at ed@b2blauncher.com and put “Case Study” in the subject line.
4. Work with me privately.
If you’re a 6-figure writer who’s trying to earn more in less time, with less stress, I might be able to help you get there faster than you think. Email me at ed@b2blauncher.com … put “Breakthrough” in the subject line and I’ll get back to you with more details.
