Establishing Value, TBD

Do you know your worth? Really know it?

Do you appreciate all that you do? Because if you don’t, no one else will.

When I speak to audiences about PR, Marketing, Business Development and how to achieve your dreams, the conversation usually veers toward value and self-worth at some point. I scan the room and see lovely, wonderful, hopeful people with a mountain of talents, and I just know that many of them don’t truly know their worth.

And so I ask. A number of hands go up and heads nod when I say, “I don’t know what you’re charging but I bet none of you are charging enough.”

A race to give the best price is always a race to the bottom. Someone will always be cheaper. But that doesn’t mean you should play that game.

When you feel confident about your skills and talents and the value of the services or products you offer, you know it is stupid to discount your prices. Sure, if it’s a good cause, a higher purpose, perhaps you want to give a gift. Then call it that.

Nickel-and-diming never wins. Do you want a client who tries to get you to the lowest price you’ll agree to? Really? My guess is that potential client doesn’t truly understand the value of what you can do.

And here’s another, more important point. The pricing isn’t even about YOU. It’s about who’s buying.

Yep, that’s right. The client is committing to invest in themselves. Plain and simple. So if you lower the price to rock-bottom levels, you are simply helping the client to continue to believe they aren’t worth very much.

I’ve had clients who try hard to get a low price and in the past, I’ve relented. They are also the clients who end up being the worst to work with. They are the ones who constantly ask you to justify your rates again and again, to basically sell the value of your services – to sell yourself – over and over.

My time is too valuable, and my expertise to deep, to go there.

I used to hate the pricing conversation. It felt icky to “sell.” So I didn’t do it.

There are many clients I probably could have worked with – and would have loved working with and helped so very much – if I had taken the time to shine the spotlight on my value, and theirs.

When you change the conversation to value and inspiration, it’s a whole different ballgame.

If you love what you do, and you do it well, from your heart, with all your soul invested in serving others, then you are worth every penny.

Start believing it, and everyone else will, too.

P.S. I’m speaking on Powerful Female Leadership to the Michigan Association of Female Entrepreneurs on Tuesday, September 10th. Join me. And stay tuned for the launch of my women’s leadership retreats in 2014. Can’t wait.

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