I have seen a lot of new entrepreneurs make this mistake especially when trying to make a sale. You should know what you and your services (or product) are worth to a prospective buyer. Don’t sell yourself short because you are afraid of what the buyer might say. Know your price point and go in with conviction and confidence. If you are confident in your price and truly believe that what you have to offer is worth what you are charging, people will see that and trust your product/service.
Be Confident in Your Product
Be Confident in Your Price
A lot of new entrepreneurs are afraid to put their prices out there or bring up what they charge out of fear of missing a particular sale. Let’s say you offer a lot of free advice and tell a prospective customer all about your services, however, you don’t mention what you usually charge or what specials you are running. This primes the prospective customer to expect a great deal from you without payment in return because you have already given them a lot of information without even mentioning that your services/products cost money.
Don’t waste your time with people that don’t understand they have to pay to receive services. Get that out in the open up front. For example, an easy way to incorporate it into conversation is to say something like: “Oh, I worked on a project similar to yours recently. We did all of that for only $X and the client saw X results.”
If you have to continually low-ball yourself to make a sale, that sale isn’t worth it at that point. There will be others who understand the value in what you provide and are more than happy to pay your usual rate.