Most of us get a little nervous when discussing our fees. Some of us get VERY nervous. A little case of the nerves is always fine, but when it gets to the point that you try to avoid the subject of your fees altogether it becomes damaging to your business. Many of you reading this have probably been in that situation at least once. I know I have!

Here are some tips to help you manage your nerves when discussing your fees with prospects.

1. Say it until you can say it with a straight face

Literally repeat your fees to yourself until it becomes a reflex. Say it out loud. In the mirror, while you're in the shower, while you're driving down the road, whenever. Just keep saying it until you take yourself seriously. If you can't take yourself seriously when it comes to what you charge then don't expect your prospects to.

2. Offer multiple pricing options so you don't have to discuss specific fees too soon

If you offer multiple solutions for your clients' problems, then you can honestly tell prospects that you have several levels of services and products and you would like to get more information about their needs first. This allows you time to build a stronger rapport with your prospects as well.

3. Emphasize value and not process when talking with prospects

This is critical. Nobody wakes up one day and says, "Wow, I'd really like some coaching or consulting today." In the simplest terms, what they want is out of pain and into pleasure. Period. Always emphasize the value that your service offers, not how many times a month you will meet and how long each meeting will last. When you develop the habit of discussing value, you will begin to recognize more and more how much your service is really worth and you will stop being hesitant about discussing your fees.

Remember. Set your fees based on value and with integrity. The business will follow.

"No one can make you feel inferior without your consent."

~Eleanor Roosevelt

Author's Bio: 

Tom Buford, "The Fee-Setting Go-To Guy," teaches fee-setting and marketing strategies to coaches and other service professionals. For more tips and the FREE report "5 Deadly Mistakes to Fee-Setting and What to Do If You Made Them," go to