Anyone who sells a service has been offered the opportunity to discount their fees. The number you land on is the intersection of . . .
- How the buyer values you.
- How the buyer values solving the problem.
- How you value you.
You have no chance of adjusting the buyer’s sense of the first two without first adjusting how you value yourself.
So how about saying this (with a big smile) . . .
I have two prices, full and free . . . and you don’t look like a church or a charity.
If it’s worth doing, it’s worth doing to the highest possible standard, and in my world, that’s what the gold standard costs.
What would you like to do?
And stop talking.
Whether you use those words or not, picture yourself being the person who believes that strongly in you.
Calm self-belief (with a big smile), not words, will help you make the necessary adjustments.