Having the Rate Conversation
Now that you’ve prepared for the conversation, you’ll likely find that you’re more comfortable telling clients your price and remaining firm on the point. However, there are a few more stumbling blocks you can avoid.
The first thing to consider is the attitude you bring into the conversation. If a long-time client confronts you about an increase in price for your photos don’t be defensive. Taking their questions personally will derail the conversation and make it harder for you to stay calm and firm.
Instead of being defensive, politely explain your services and your value. Try to end your statements with a question, so that your client feels they are negotiating with you and knows that you respect their perspective.
For example, you might say: “I provide 3D tours with floor plans which prevent your home-selling clients from having to show their home to people who aren’t really interested in it.” To phrase this as a question, say, “Did you know that providing 3D tours with floor plans helps ensure that only truly interested buyers ask to view the home?”
No matter how much effort you put into preparing for these conversations and remaining firm during them, there’s always a chance a customer will walk away. Sometimes it is best to let them go instead of reducing your price for them. Customers who do not respect your skill often demand the most from you. Instead, use the time you would have spent on them looking for better clients.