I read a terrific article this morning by my friend and colleague, Paul Strikwerda, who has become one of my favorite voice-over bloggers. In “The secret to landing any freelance job” Paul reminds us of “the perils of predatory pricing” and how lowering your rates also lowers your clients’ and your own perception of the value of your services.
I used to teach ballroom dancing, and currently am a karate instructor, and some of the key lessons of the one art are applicable to the other. I always tell beginning students that attitude hides a multitude of sins. If you maintain excellent posture and a serene appearance, whatever is happening to your feet will diminish in importance. In other words, maybe you aren’t executing a move perfectly, but if you look like you believe that you are, you’ll be pretty darn convincing and you’ll look much better than if you’re looking down or frowning about your mistakes. And the great thing is that, when your attitude is good, your performance improves too!
You can apply this principal to business as well, only it’s not about your attitude covering up an imperfect performance, because your performance is already great and your service is excellent, of course. It’s in the sales presentation that many of us stumble, look at our feet, or make apologies for our prices. Stop that!!!
Whether it’s in the way you tell your client what you charge, or in the way you deliver that client’s message at the microphone: you can’t give your best performance when you and your client believe your work is worth a bargain basement price. Go read Paul’s article if you need a pep talk, and then adjust your attitude!