What Do You Charge? How to Answer Without Flinching

She leans in and asks, "So, what do you charge?" You say a number lower than the one you practiced in the car. Then, before she's said a word, you add, "But I'm flexible." Nobody asked you to be flexible. In this episode Karen Yankovich explains why that flinch is a hallway problem: it comes from what the prospect saw about you before the call ever started. You'll get the exact sentence for stating your rate, what to do with the silence after it, and what to say when someone tells you it's too expensive. In this episode: - Why women who negotiated budgets for 20 years still discount their own rate - The hallway: what a prospect looks at in the ten minutes before your call, and how it puts a number in her head - The three things on your hallway walls: your profile, your borrowed stages, and visible respect from your peers - The rate sentence: the number, what it includes, then silence - Why you move the scope when someone needs flexibility, and never the price alone Your homework: open an incognito window, search your name, click through to your LinkedIn profile, and spend ten minutes walking your own hallway the way a prospect would. Write down the number that hallway supports and the one thing you'd fix on your profile to raise it. Then post it on LinkedIn and tell Karen. Resources Mentioned In The Episode: Build the hallway that backs up your number. The free Borrow the Stage masterclass is on demand: https://karenyankovich.com/masterclass?utm_source=podcast&utm_medium=shownotes&utm_content=393 Episode 392, How to Turn Free Advice Into Paying Clients: https://karenyankovich.com/392 - Episode 390, on getting paid to speak: https://karenyankovich.com/390 Episode 388, How to Optimize Your LinkedIn Profile for Google Search: https://karenyankovich.com/388 Magical Quotes From The Episode: "That's not a confidence problem. That's a hallway problem." "The silence is her doing the math, and she's allowed to do math." "The prospect who needed your number to be lower was never going to be the client who valued your work." Help Us Spread The Word! It would be awesome if you shared the Good Girls Get Rich Podcast with your fellow entrepreneurs on Twitter. Click here to tweet some love! If this episode has taught you just one thing, I would love if you could head on over to Apple Podcasts and SUBSCRIBE TO THE SHOW! And if you're moved to, kindly leave us a rating and review. Maybe you'll get a shout out on the show! Ways to Subscribe to Good Girls Get Rich: Click here to subscribe via Apple Podcasts Click here to subscribe via PlayerFM Good Girls Get Rich is also on Spotify Take a listen on Podcast Addict