Last weeks blog post started up a new conversation about the word CHEAP and how it’s not really helping anyone in their private practice. When you quickly lower your prices, or apologise for your fee what message does that give your prospective client and or customer?
Imagine if you will, this conversation:
Prospective client:
Your services sound great, exactly what I am looking for. Can you tell me how much the sessions will be?
Clinician:
Oh well um, I charge $200 per session and right now I don’t know how many sessions you will need, but it might be 6 or it might be 12.
Prospective client:
3 seconds of silence with raised eyebrows
Clinician: (really quickly now speaking fast)
Well I could do it for the Medicare (or insurance fee) of $88 per session and maybe you only need 2 sessions
Prospective client:
Oh………
What do you think it going on in the mind of this prospective client right now? How convinced are they after this conversation, that you are still the best person to help them with their problem?
I hear this, see this, and know this is happening ALL THE TIME. How do I know, because my prospective clients are telling me this is how they are managing their fee conversations and this is what I am exposed to when I need assistance for myself or my family. Most recently I had this conversation with a naturopath and an exercise physiologist. I know these conversations are happening and I know why they are happening. I don’t always choose the most expensive (although I do prefer Gucci over K-Mart) however I am looking for the person who convinces me that they know what they are doing. And how we speak about of fee tells our prospective client’s a whole lot more about how good we are at our craft than you possibly realize.
When you decrease your price, you decrease your value and your credibility!
Think about this – when you are so quick to compete on price what is the message you are giving that prospective client and or customer? I know, you think you are being helpful – You really aren’t! You are being
- disrespectful to you and your client
- dishonoring to your profession
- weak, needy and desperate
- a poor clinician – how can I trust that you are good at what you say you do when you don’t even have the confidence to state with confidence – I am worth my fee?
Money matters – it really does. It’s not the only thing that matters, but how you handle this conversation says a lot more about your clinical and professional skill than you think it does.
Competing on price is fine, when you state with all confidence that you are worth your fee.
Is this something you struggle with? Are you often jumping to lower your fees just to please” a prospective client?
I’m so proud of one of my client’s who is the last couple of weeks told me in no uncertain terms that her fee would be the equivalent of $400 per hour because she knew the value that she was brining to her customer.
This from someone two years ago freaked out at a day rate of more than $1000. Hmmm
There is power for you and YOUR client when you state with all certainty that you know your worth. After all, don’t we all want to work with clients who are as invested in their own treatment and therapy as we are?
I know talking about your fee isn’t easy. But when you understand WHY it’s so important it becomes a whole lot easier. This is a skill that can be learnt! Just like the story of my client I have shared in this blog post. If you struggle with this then we need to talk.
I am so ready to change this perception of cheap being acceptable for professionals and clinicians. I would love to talk to you about your own difficulties with this, and help you to take control of your value and your worth. All you need to do is click here and book in for a FREE consult with me.
Here’s to your success
#knowyourworth
Jo –
PS Do you know someone who would benefit from reading this today – then please share the love.
PPS – here’s that link again for the FREE consultation with me click here
