Are You Talking Yourself OUT of Clients Paying You?

by Kendall Summerhawk

Did you know that money conversations — where you discuss and make agreements with clients around your fees — carry as much potential for you to experience transformation and divine healing as any other conversation?

Unfortunately, you may never get the chance to experience these life-transforming insights, as well as earn all that you deserve if you unconsciously make any of these common mistakes:

    * Talking about your fees too early in the conversation
    * Giving in to the urge to explain your fees
    * Feeling guilty about "charging so much"

Luckily, there are 3 quick and easy fixes you can make right now to ensure that your money conversations support you in stepping into your power in life AND in business. Read them now so that you know how to gracefully and elegantly handle your money conversations with the confidence you desire and deserve.

Fix #1: Wait To Answer The “How Much?” Question

“What do you charge?” is usually one of the first questions a prospective client will ask. Which is why it’s easy to make the mistake of talking about fees too early in your conversation.

Discussing your fees to early in the conversation sets you up for problems getting any fee, much less a fee that’s what you’re worth.

Before answering, you need to help your potential clients uncover the truth about what results they’re looking for and what having those results would mean to them. Save any conversation regarding fees until the very end of your conversation, no matter when your prospective client asks you to give a quote.

Fix #2: Focus On Your Value

As you guide your prospective clients through questions that help elicit what it is they truly want, listen carefully. Pay special attention to what they say is “at stake” for them if they do not achieve the results they seek and be sure to note what successfully achieving these results will mean to their life.

What you’re helping them do is establish the value of your services. This is critical because your prospective client needs to make an emotional investment before they’ll make a financial investment. Plus, you’re setting the stage for you to be paid what you’re worth.

Now all you need to do is state your fees and then…

Fix #3: Let Silence Reign

If you succumb to doubt or don’t feel confident about the value you bring to clients, you’ll be tempted to reveal your fees and then immediately begin justifying them.

Ladies, don’t give in to that temptation! You need to get comfortable with the few seconds of silence that follow quoting your fees. This silence gives your prospective clients time to process and come to a decision.

While at first those few seconds of silence may feel like an uncomfortable eternity, trust me, you’ll soon get used to it. I promise you: when you learn to sit peacefully and confidently in your Divine value, the universe will open up and shower you with the gift of hearing “Yes” from your prospective client.

The More Confident You Are In Your Money Conversations, The More Higher Quality Clients You’ll Attract

You’ll be amazed at how following these simple fixes will dramatically boost your confidence, and along with it, your bank account. Just remember, prospective clients have an intuitive sense about your confidence so the more confident you are discussing your fees, the more well-paying clients you’ll attract into your business.

"Would you like to learn more simple ways entrepreneurs can brand, package and price their services to quickly move away from 'dollars-for-hours work' and create more money, time, and freedom in their businesses? Check out my web site,, for free articles, free resources and to sign up for my free audio mini-seminar "7 Simple Steps to Create Your Multiple Streams of Income "Money and Soul" Business."

Award-winning small business expert Kendall SummerHawk is the Million Dollar Marketing Coach.


Zsa Zsa said...

"The More Confident You Are In Your Money Conversations, The More Higher Quality Clients You’ll Attract" -- this is so true! And yes, it's very important to focus on the value that you bring so that clients will be convinced that choosing you is best for them.

Neil Palache said...

Thank you Kendall. This was perfectly described. I am sitting with a client as we speak discussing this exact subject. It is also important to have a written agreement of understanding. Unfortunately, while it would be nice to be able to do business on a hand-shake business, the world does not work that way. In addition, the client will take you more seriously with a written agreement as well as avoiding (probably) future misunderstandings.

Business Influences! said...

This is a necessary conversation around money. Women especially must understand the difference between volunteering or caretaking with services provided for a fee. I coach clients around worth and value like you so well stated. Thank you for a pertinent business issue. MC

Deb Bailey said...

Hi ZsaZsa, You're right! It's all about the value we deliver. I think a lot of people have trouble believing in their value, which leads to fear of having these conversations. Thanks for your comments!

Deb Bailey said...

Neil, That's a great point. Having a written agreement is a very professional way to handle things - and it clears up confusion. Thanks for your feedback!

Deb Bailey said...

Business Influences, Treating your business like a business and not giving everything away can be a challenge. And I agree that women have to work on that a bit more because we tend to want to take care of people. Great points! Thanks for your comments!

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