How to Set Fees and Terms as a Consultant or Service Provider
Talking about yourself can be difficult. Asking for money can be even harder. Then telling clients your terms can be harder still. It doesn't have to be like this. It can be easy and in flow, and a simple part of you doing business. When you set up a service business, which is based on your skill set, it is mandatory that you are able to do this competently and effortlessly. Otherwise this can be one stumbling block that actually loses you business.
Asking for money is not something to fear. It is something that empowers you because you know you deserve what you are worth. Finally you are learning to ASK for it and taking the chance to control your own success. It is why you are setting up a business and backing yourself in the first place. Now give yourself the skills to get what you deserve. People pay you because they want you.
Why should you attend:
Attend this webinar if you:
- Are unsure of how to charge for your services
- Doubt people will pay you what you want
- Fear talking about money to clients
- Fear putting your rates up with existing clients
- Fear chasing money with clients
- Are not sure what terms to set
- Don't believe you can really have what you want
- Fear chasing money with clients, this webinar is for you
Working for someone else can be frustrating. However when you go it alone a new set of problems arise. They are significant opportunities too. Whether leaving a job; turning your hobby into your profession; or having finished training and qualifications for a new profession, the same needs exist. You need to ensure your product or service offering is viable; that a market exists; give it a test drive; know people will pay for it; and most importantly feel confident in asking for what you deserve, and then delivering your offer. Ideally you not only want them to come back again and again. You want their recommendation.
Talking about money is one of the biggest fears for most people. When it is directly related to you it can be even harder. No matter how confident you appear on the outside, you need to be aligned inside with what you want and how to ask for it. Having the skills and confidence to discuss fees and terms puts you in the driving seat of your business. Clients feel when you are and are not confident in this arena. Your ability to discuss fees and terms actually helps clients feel reassured that you know what you are doing and you aren't just hoping for the best.
Learning the tools to help you set fees and terms as a consultant is one aspect of your business that you need to have mastered from the beginning. Whether it's you as a sole trader or your own company, a partnership or if you are managing a small team, everyone who talks fees and terms must do so with confidence and belief in their value for money.
This webinar will:
Areas Covered in the Session:
- Share lessons, tips and tool to help you confidently ask for the fees you deserve
- Advise you on how to set terms that work for you
- Ensure the financial and life choices you wanted when setting up your business are front and center - let's face it, which is why you established your business in the first place
Who Will Benefit:
- Keep at the forefront the reasons why you are going into business and make sure you set financial structures to achieve it
- Test your service before you invest in yourself as a business
- Understand your new roles
- Know what you are worth and value it
- Gain confidence in asking for money
- Set your fees and terms as a consultant or service provider
- Determine hourly rates, sliding scales, or retainers
- Set up-front, progress payments and/or penalties
- Pilot irrational pricing strategies that work
- Determine what you give away, when, how - discounts vs. free
- Become friends with the client accounts payable team
- Send estimates, invoices and follow-up
- Learn your "Personal Variance"
- Ask for late payments
- ‘Kill' clients that don't pay
- Managing Director
- General Manager
- Principal of their own company
- Employees wanting to leave their employer and establish a business based on their services and skills
- Individuals completing training or qualifications for a new profession and about to open a practice of their own
- Individuals wanting to turn their hobby into their profession