The reality about being an entrepreneur is that no one is going to offer to pay us more money or give us a raise – we have to ask for it and make it happen for ourselves. But the good news is that this is extremely empowering! The only obstacle between us and making as much money as we want to make is our mindset.
So here are four ways to shift your mindset and start asking for what you deserve.
1) People believe they get what they pay for.
I don’t know about you, but when I’m shopping online for something, I get skeptical if a price feels too low – too good to be true. I feel more comfortable spending more money because it assures me that I’m buying something of real quality. It’s the same with services. When you give people a higher rate, it sends the message to them that you are offering something of supreme quality (which of course you ARE).
2) Learn to be OK if they say “no.”
Part of making more money for your services is learning to be OK walking away if someone can’t afford what you’re asking for. This is a tough one because it can be easy to fall into the mindset of “well I’d rather make X amount than nothing at all.” The problem with this mindset is that you will usually end up working for those lower amounts which often creates resentment towards your clients – not good. Decide what you’re worth and commit to working only with clients who can pay you what you’re worth. Also, remember that clients who can afford your services will tend to know and recommend you to others who can ALSO afford your services. Whatever path you take will perpetuate itself over time.
3) Explain the value of what you do.
While you certainly don’t need to prove yourself to anyone, there’s nothing wrong with letting people know about your experience, education, professionalism, the actual time spent (preparation time and/or travel time) – and what makes you the professional you are. This isn’t about bragging – it’s simply about communicating to them why you are worth what you’re asking for. For example, on the contact page of my website it says “Please note that because of the time, care, and energy that I give each one of my clients, my projects begin at $3K+.” This conveys the value of what I do, and also weeds out the people who aren’t interested in paying me what I’m worth.
4) Always be a little uncomfortable with what you’re asking for.
I heard this concept from a friend once, and it has always stuck with me. The idea is that if you’re always just a little uncomfortable with how much you’re charging, then you’re probably right on target. Asking for an amount that feels comfortable will tend to leave you undercutting yourself. Remember that asking for more money isn’t easy, but the more you do it the easier it gets. Good luck!