Enjoy this week’s guest post from business English coach, Meryem Mulac, and start owning your value.
When I sat down to do my first ever sales call/strategy session, I went through my questions, discussed my program, and got to know my potential client. All was well. Then came the part where he asked, “What do you charge for your services?” All of a sudden, my forehead was beaded with sweat; my nose and face felt tingly; my heart was racing a million miles an hour. In short, I was about two seconds away from experiencing a panic attack.
I felt like such a fake.
Like a con-artist; one of those scam callers from Nigeria or India.
I stuttered and stumbled over my words. I finally spit out the price only to offer an insane 75% discount straight after even though the potential client hadn’t even had a chance to respond.
Long story short, I didn’t get that client and to be frank – I didn’t get the next 10 potentials either.
What I did do, however, is learn an extremely valuable thing about myself. I was starting a business catered towards non-native speaking consultants for the purpose of helping them attain total freedom and confidence in their English consulting communication skills, yet I didn’t value myself.
Fast forward to a few months later – with the help of my mentor (an essential for entrepreneurs and small business owners), I started to value myself a bit more and love my niche a bit harder as each day passed. I won my first client at my actual rate and I felt amazing!
The strangest thing happened – I had barely finished uttering the price of my services before he had already said, “Yep; sounds great. When can we start?”
It was all I could do to stop my jaw from dropping.
As entrepreneurs, we need to own our value. That begs the question – what is value, though? Most of us start off thinking it’s the exact amount of time we give to our clients – an hour-long session or an intensive workshop lasting half a day. This is far from the truth.
I’d like to share with you what I’ve learned about valuing myself with the hope that you will take my advice and run with it. Run and never stop.
Lesson One or Why you should value your time and why no price tag really does you justice!
Your clients are not just booking that hour or that intensive workshop; they are booking all of the pain, sweat, and blood that it took for you to get to where you are. They are booking the years – five, ten, or even 50 – that you have spent educating yourself, gaining experience in your field, and making the mistakes you now shudder to think about but which you can prevent them from making.
Your clients are paying you to be their guide, their source of knowledge, and their mentor. Essentially, they are paying you to make their lives better.
This – my fellow entrepreneurs – is priceless!
Lesson Two or Let’s talk numbers!
Speaking of price, just a little word for the wise – UP your price; never lower it!
Why?
Firstly, the higher your price, the more quality clients you attract. It is human nature to see something with a cheap price point as being of low quality. That’s not you!
People who come to you to be motivated, to learn, and to improve their lives will be more than willing to pay for your services even if they have to borrow the money because they know (i.e. you have shown them) that in order to succeed, they need what you’re offering.
Also, keep in mind that you don’t want to work with people who are “cheap”. Cheap can mean unmotivated – cheap can mean unfocused – cheap can mean lazy. Someone who is willing to invest their money in you and your service is someone who is MOTIVATED. Ipso facto – you’ll love working with this type of person and they’ll get more value out of what you offer.
So, this is a story all about how my life got flipped-turned upside down… just kidding… but you know you just sang that in your head. To cut to the point, I used to work for other people for $15-$20 per hour. I now work for myself and charge $100 per hour. I’m not afraid to ask for it and I certainly believe I have enough value to offer to deserve it.
If you don’t take anything else away from this, just take this one thing: You are in the position to improve someone’s LIFE with your business.
(In posh British voice): Value thyself and thou shalt be valued.
Meryem is the founder of Eloquence for Success – a company focused on helping non-native speaking consultants attain freedom and confidence in their English consulting communication skills. She has a BA in English and English Literature and has 11 years of experience in her field. Meryem has worked with hundreds of business professionals over her 11-years of experience in the field. She has put her degree to great use by combining her love for literature and the English language to provide specialized and innovative solutions to those in the consulting field. Her aim has always been to take her clients from fluent to eloquent and to ensure their success in the field of consulting.
Meryem is from the state of Missouri with heritage from Bosnia & Herzegovina. When she isn’t working, she’s reading a book, over-cuddling her cats, and napping…mostly napping.
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