There’s nothing worse than getting on a call with a potential client to discover that they only have £50 to spend on your services. Okay, we lied – dropping your rate to get that client anyway is probably worse! And when we advise bespoke pricing – where each client is charged differently depending on what you’re providing for them – how can you know what someone is able to pay you before you get on the call?
There’s a range of ways you can do this, and they all involve pre-qualifying your leads, where you work out if you’re a good fit for each other (budget included) before you waste your precious time getting on that call. It’s also all about attracting clients that can afford you in the first place, which comes down to showing up as a service provider who knows their stuff, is organised and worth paying good money for. If you feel like you might have a little bit of a disconnect between the money you want to make and the budgets of the people you’re getting on calls with, today’s episode is for you. Get your notebook out!
In this episode, we’re chatting about:
- Why you need to come up with your base rates so you’re always making a profit
- Talking budgets with your lead when you don’t have set packages
- All the different ways you can pre-qualify your leads
- Ensuring you show up as a service provider worth paying top prices for
Jump straight to it…
[00:50] Why it’s vital to talk budgets before getting on a call
[02:53] What do we mean by base rates?
[05:07] Talking money before the call when you don’t have set pricing
[07:31] “Starting at” or “average” pricing
[08:38] Pre-qualifying leads and the wording of the “money question”
[12:12] Other questions you can ask on the pre-qualifying form
[14:23] Thinking about how you’re showing up
[18:15] Your next steps
