That’s it, you got started as a freelance to feel free, make your own choices at your own pace and no longer have to face the pressures of the corporate world! And for nothing in the world, you wouldn’t go back. But if there is a moment when you hate your job, it is when the time comes to negotiate with your clients too close to their money …
No, but wait … They want to climb Everest for the price of an entry to Disneyland! They want you to pamper them and be available from morning to night, as if you were their personal butler! And then what, 100 bullets and a Mars?
Little by little, the bitterness poisons your guts. You curse your spiky customers in your wallet between your teeth: “Stingy stingy! “. You are rebelling in the meet-ups entitled “Entrepreneurs at bay”. You rail against the Third World, and you, who were originally a model of tolerance, end up liking “Down with the Malagasy” on Facebook.
And maybe you’re ashamed to admit it, but deep down, what haunts you and makes you really can’t get down to solving this problem is that you have afraid of not being so talented in the end and of not deserving the price you ask. As a result, any downward negotiation is experienced as a humiliation, confirming your darkest fears.
Take a deep breath, it’s all over!
I can help you in one article only to completely change your vision of business. Basically, I’m going to teach you here how to charge dearly for your services, and no longer have to face humiliating negotiations.
Let’s go !
1- Repair 1000 errors in one stroke
Been to Rouletabille? The detective of Mystery of the Yellow Room employs a technique he calls “Taking the problem for the right end of reason”.
When everyone is wondering, “If the person died in a closed room inside, with no other way out, how did the assassin get out?” Rouletabille replies: “If nobody has obviously been able to go out, it is because nobody has gone out”. And from there begins his investigation.
Like the smart Rouletabille, take the right end of reason. If your customers don’t want to pay for your expensive services, then they can’t. No need to insist. And share your thinking.
If they can’t, who can? Lots of other customers. You will save yourself 1000 unpleasant negotiations by looking for money where he is. So you’re going to find the money where it is, and the right way.
2- Canvass your ideal client
Do you know the anecdote of the apple merchant? An apple merchant sells all kinds of fruit on his stalls. Among these are some very small apples recovered from a low-cost grower. The first day, the stock does not leave, everyone preferring the big fleshy apples. On the second day, he cuts the price in half. He sells a few, but the majority of the stock remains on his hands. So on the third day, he has an idea. He makes a sign on which he writes: “Little apples”. And of course, he sells his stock in just an hour.
In the same way, sell yourself with what you have by putting it on the “sign”. If you register “Editor”, the client projects their desire for an ideal copywriter onto you. But if you write ” Morning formula ‘Coffee-croissant newsletter’. Every morning, from 8h to 10h, I write your Newsletter ”, you tell your customer what you are ready to offer. He does not expect to receive more.
So before you approach, ask yourself these essential questions:
- Who would you dream of working for?
- In what conditions ?
- How would you like to be treated?
- How many hours a day do you want to give your customers?
Here are questions that you need to answer as precisely as possible before you start to approach your ideal client.
3- Be tough in business
Your business is your livelihood, it is a part of yourself. This is why he does not suffer from any compromise. Would you compromise on eating every day? Or to wash yourself? Or not to take care of the children you have given birth to? Your business is your food, your comfort, and your family’s survival.
This is how you have to look at it. If a customer starts to negotiate, think of him as the person who says, “I need you to eat for 1 week.” If you see it that way, some behavior will ensue that will almost make the customer feel ashamed for even daring to suggest it.
– Your offer suits me. On the other hand, would it be possible to lower the price by 30%? (totally incongruous request)
– No it’s impossible. The price is 5855 €. (You are like the Cartier salesperson who is asked by the customer to lower the price of a watch.)
– Couldn’t you make an effort? (Completely moved.)
– It’s absolutely impossible, I’m sorry. (Very annoyed.)
– Okay, well I’ll think about it and come back to you later. (Embarrassed, begins to understand that he is out of place, and still hopes that you will walk. He tests you for this rude character!)
– Very good, I wish you a good day. (Always cordial, but you have no time to waste, because other customers willing to pay this price are waiting their turn and you have a family to feed.)
– We have thought about it with my associates, and we can take your service. But is it possible to take only for 1 day instead of 2? (This client must be crazy.)
– I’m sorry, this service is 2 days. (Never get mad at a fool.)
– Damn, you’re tough in business! (This person lacks nobility, but is it his fault?)
– This is the price and the service offered. Would you buy it? (As long as she pays, that’s all that matters to you.)
– Well, let’s go … (Well here! All the same!)
It’s the only attitude that works. Negotiations is an excellent technique, but one that must be mastered perfectly. Vendors in the souk, for example, have mastered it. Are you a seller in the souk? No.
4- Become the Queen’s after-sales service
service ” width=” 300 ” height=” 209 ” />Providing customer service worthy of the name will allow you to obtain a consistent word of mouth customer base.
The mouth of a wealthy customer speaks to the ear of another wealthy customer. (Tweet this proverb)
When I was 25, I was head waiter for 2 months in a gourmet restaurant on the Champs-Élysées. The clientele was very popular and the bill amounted to an average of € 150 per person. The “quick” lunch menu was 60 €. Tips were never below € 5 per table of 2 place settings and my row had around 100 place settings per day … I was able to buy a bike with my first day of tip!
Since the working atmosphere was horrible (macho and in the spirit of permanent competition), I told myself that I was only going to stay for 2 months and make as much money as possible. I decided to do everything to make the tip as high as possible. There were things that customers particularly appreciated and others not. And while the other row heads followed a routine and were satisfied with the tips they received, I did my tests.
Guess what ? After 1 month of testing, I was the one who received the most tips and paid the most for her runners (clerks who bring the dishes and who receive the tips that the chef de rang will deign to give them …).
I’m giving you now what worked and taught me how to provide the best customer service:
- Greet customers like the royal family. No ridiculous bows, a lot of dignity, warmth, a smile, fluid and silent movements. A few words necessary, but no more: “I’m Sophie, I’m taking care of you for the evening. If you need anything, please contact me without hesitation. »Put down the menus, offer an aperitif, put away the coat, pull the chairs for the ladies. Bring water and bread immediately.
-> When your service starts and your product is purchased, your attitude changes from “tough in business” to “best service in the world”. You send the product or e-mail, e-book, etc., with the necessary presentation. Put the forms, signal that you are fully available for the duration of the service to respond to any concern (as far as the offer!). Sign with your name, give your personal email (with your name inside), a phone number, a chat … Be dignified, warm, efficient, discreet.
- Follow its customers, but not too much. You have to come back twice during the meal to ask if everything is going well and if the customers need something.
-> Whatever service or product you sell, come back to your customers twice to ask them if they need help, if all goes well.
- Check that there is always water and bread. This consisted in discreetly refilling the wine, but also in picking up scarves and bags and putting them back on the chair. At the same time, I was busy picking up the cutlery that had fallen on the ground and replacing it … all without a word.
-> Offer goodies to your customers. Follow them on their social networks. Check any problem and fix it before they even notice it, but they know it in one way or another and above all do not say: “I fixed this problem, by the way! “. It makes “beggar of gratitude”.
- Always seem to know what we’re doing. Be busy all the time, be quick.
-> Your social media pages and your blogs must constantly update their news. Responses to comments should be made as quickly as possible.
- Give directions to employees in a courteous but uncompromising manner. It means treating them with respect, paying them properly. Many chefs de rang who received 300, 400 € per day for tips only gave 5 € or even nothing to their clerks at the end of the day. The result: constant blunders, falling dishes and a lack of respect, which generates a lot of stress.
-> Pay your subcontractors, collaborators and employees correctly. Increase the salary regularly.
- Ensure the quality of appearance. Impeccable dress, perfect table, sparkling cutlery and glasses. In other words, a harmonious arrangement of the dishes on the table.
-> Top design, easy navigation, visible links…
- Respect a known protocol. This included serving women before men, serving wine in such a way …
-> The web has its rules. If you don’t master them, watch and read a lot of what others are doing before you get started.
And you, do you know of other techniques to sell yourself at a better price?