PREVENT CLIENTS from GETTING STICKER SHOCK
It’s not something to be ashamed of or something to shy away from, but when you put yourself in the high-end expert category, you’re not immune to still having the odd uneducated client landing in your funnel.
When I say uneducated, I don’t mean stupid, and I certainly am not referring to low-ballers.
Instead, I am referring to clients that have an anchor price based on what they believe your services, and the services of other freelancers just like you, should cost.
This anchor price was hard won, too!
They’ve done some preliminary research, because they needed to be sure that they could afford to outsource the project to a freelancer — but that means, if you don’t properly explain how much you charge, and why you charge that much — you risk giving this prospective client sticker shock.
You risk losing the sale!
So how do you avoid giving your prospective clients sticker shock?
Simple.
Find out what they know about their problem.
Find out if they have already researched solutions to their problem, and how much they believe the solution(s) will cost.
Find out what informed the price that they currently have in mind, and then,
If they’re way off the mark, EDUCATE them.
Once they know what your solution entails, and how much this solution is going to cost, they will still have the option to just walk away, HOWEVER, they would be making an informed decision
They won’t be looking at this massive number without any knowledge about where it came from, or why you’re not willing to accept $30 hr for a 15-minute task ($7.50 — horrendous).
Explain to them how valuable your level of knowledge is, how much of an investment YOU have made into acquiring this specialist knowledge, and why getting paid an hourly rate just wouldn’t make sense for the CLIENT.
