Say it With Confidence: How to Discuss Rates Like a Pro


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Does the topic of money make your mouth dry and your hands sweat? Do you dread that point in a conversation when someone says, “So what do you charge?” or “How much do you make?”


You’re not alone. Most of us have difficulty talking about money—especially when it comes to our own work.


Practice. The first rule to claim your confidence is simply to practice. Talk to yourself in the shower. Tell your dog what your rates are. Stand in front of your mirror and say, “I make $XXXX.00 per XX.” or if you are in a freelance/business space “I charge $XXX.00 per XX.”


The more you say it out loud (not in your head) the more natural it will be for you.


Smile. No, this is not that annoying “smile, honey!” Trust me.. I hate that! This is more of a mindset for yourself and a tone of your voice coming across the phone. It may be a bit odd, but when you’re on the phone or writing an email, smile when you say your rates. And, this works the same way if you are negotiating a salary etc. Your tone of voice changes when you smile (as does the “tone” of your typing), and that tone can convey confidence and authority, not to mention professionalism.


Avoid being wishy-washy. Listen to yourself as you speak to potential clients or employers. Do you say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think that $XX.00 will work for you?” or “I’m not sure – how much does this position normally make?”


These (and others like them) are all wishy-washy ways of talking that do not instill confidence, and worse, they make you sound like you don’t believe in yourself.


Rather than squeaking out a timid, “Um, I charge..like.. $1,000 per month,” straighten your back, smile, and say, “My rate for VIP coaching is $1,000 per month. Where should I send your invoice?” And then…


Be silent. When we’re nervous or feeling intimidated, we tend to talk. We want to fill the silence with something, anything, just to avoid having to sit there uncomfortably and wonder what the other person is thinking.


But guess what? He or she is just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. So when you’re talking money, avoid the urge to fill the silence (especially because you’re most likely to try to justify your worth) and let them take time to respond.


Will speaking with confidence always get the results you are looking for? No. But being able to share in a clear voice will help them know that you’re confident in your skills, and consequently, that you are the right person for them.


For women, this can definitely be a mindset obstacle. If you feel this may be the case for you. Please invest the time for yourself to really read or listen to the book Get Rich, Lucky Bitch!: Release Your Money Blocks and Live a First-Class Life by Denise Duffield-Thomas. It can be a total game changer for you in regards to your rates if you feel stuck in this area!

If you need some coaching around financial mindsets, let’s chat!

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