Why canโt I justify my rates?
This week's question from my portal “The Neagle Code: Directions for Life” comes from Brandi T.
Hi David,
I am a massage therapist and have a lot of guilt around asking for what I really want to charge clients. I was raised with the paradigm of: It is wrong to charge a man who is dying of thirst $100 for a glass of water and wrong to deny a starving man food (particularly if I have more than enough), so Iโm having a hard time justifying selling a service that people of all income levels need, but which most people truly cannot afford. I know Iโm not thinking about this accurately, but Iโm still stuck in it. HELP!
Hi Brandi!
I know a lot of coaches and business consultants who struggle with this same concept.
First of all, I donโt quite think your comparison makes a whole lot of sense. Charging a dying man $100.00 for a glass of water doesnโt really compare with charging your fees.
Hereโs the dealโฆitโs not your responsibility to save the world. If it were, youโd be the only massage therapist in the world.
The truth is that youโre looking at this all wrong.
The LAW states that if someone has a strong enough desire for something, the money MUST be there. What youโre talking about is no different.
And your responsibility is to yourself only (and any dependent children, of course).
Hereโs how I suggest you look at your fees.
Your fees MUST be set on your personal financial goals AND the value of the service that you offer. The value of what you offer must exceed the fees that youโre charging.
The people who have the ability or willingness to pay you, WILL. And those that do not will find someone else to help them.
Itโs a win-win situation. You get to work with the people who you really enjoy working with, and people who arenโt willing to pay your fees will pay someone else to work with them.
More life to all.
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