| I constantly receive questions and complaints | | | | What they can each afford is based on their |
| from my creative professional clients about what | | | | values of what is important, not on how much |
| to do when a prospect claims, "I can't afford your | | | | money they have. |
| prices, but I want your services." My clients are | | | | What people choose to spend their money on and |
| frustrated, because they are usually being told this | | | | what they can afford is not the job of the |
| while standing in a mansion-like home, furnished | | | | restaurant, nor is it the job of the vacation spots. |
| with top-of-the-line furniture, with a beautifully | | | | Just as it is not your job to lower your price just |
| manicured lawn, and three luxury cars parked in a | | | | because the client wants you to. |
| four-car garage. | | | | You have to help the client see the value in your |
| How much your client can afford is relative to | | | | services by learning more about what is important |
| their values and beliefs of what is important. It is | | | | to them and why. During your initial visit with the |
| not your job to lower your price so the client can | | | | client (either on the phone or in person) you must |
| afford you. It is your job to help the client see | | | | ask them questions about what they want and, |
| the connections between their values and your | | | | more importantly, WHY they want it. Buy |
| services, regardless of how much money they've | | | | uncovering "the why" behind their wants, you can |
| spent on other items. | | | | help them connect their needs to the value of |
| In other words, don't lower your price because | | | | your services. |
| the client says she can't afford you. | | | | Don't just pitch your services to the client, ASK |
| What a client can and cannot afford is all relative. | | | | them what they want. Then follow up with a |
| For example, I know a woman who enjoys eating | | | | question (or several questions) which help you |
| out at expensive restaurants, though she claims | | | | understand why they want it. |
| she cannot afford to go on vacation every year. | | | | Keep in mind, if the client continues to whine that |
| On the flip side, I know families who rarely eat | | | | she cannot afford your services, then move on. |
| out and cook low cost meals at home, so they | | | | Don't lower your price. If she wants you and finds |
| can afford to vacation twice a year. Therefore, it | | | | value in your services, she'll find the money to be |
| is valuable to the first woman to eat out and it is | | | | able to afford you. |
| valuable to the other people to go on vacation. | | | | |