Workshop: Getting Paid What You're Worth
11.4.2010
This workshop was presented by Beth Caldwell, the Executive Director of the Pittsburgh Professional Women networking group.
Workshop notes by Mary Ecsedy:
First, Beth asked us to write down our current hourly rate. Then she had us double the number. Then double it again. She said the perfect number is probably between the second and third numbers. There was a collective gasp, and then we discussed it.
"I will determine my value and charge accordingly."
Beth pointed out that you don't want to be "cheap". You don't want to be known as "a cheap massage therapist", for example. People value services by the price, but you also have to make them understand the value they're getting for the money. You have to be able to recognize the worth of what you offer first!
The rest of the workshop focused on strategies for setting yourself apart and for valuing your expertise. We practiced some team exercises, such selling our services and having answers ready for objections or requests for discounts.
After much lively discussion, Beth gave us a list of action steps to complete on our own:
- Complete your "What makes me special" list until you've listed a minimum of 100 items.
- Create 3 service or product packages for your clients to choose from. Clearly differentiate between them.
- Create an authentic guarantee or statement of ethics.
- Think of how you can help people who can't afford your services. Charge more to those who can afford to pay; suggest taking out a business loan; etc.
- Meet with our workshop partner in 2 weeks to practice some more.
- Quote your new prices to at least 2 potential clients this month. You have nothing to lose and everything to gain.
- Step into your light! Don't hold yourself back from fear. You have to stick your neck out.
