Well, let's start with a range. It could be anywhere from $XXX to $XXXX. Is that doable? ⢠I'm sure you understand tha
Money Talk Cheat Sheet for Creative Professionals
by Ilise Benun of Marketing-Mentor.com
All the right things to say when you can’t come up with it yourself (or when your mind goes blank) Don’t stay silent just because you don’t know what to say. Keep this cheat sheet handy for tricky conversations with new prospects, when you need to show your value and get their budget before quoting a price.
When they say... “I don’t have a budget.” Put numbers on the table like this:
Get the info you need and show your value by asking the right questions • What does success look like for this project? • How many new customers could this get you? • How much is a new customer worth to you?
Broach the topic of money early by saying: • Ok, let’s talk about money. • Here’s everyone’s favorite part of the conversation: the money! • Are you ready to talk about money?
Get their budget with these matter-of-fact questions: • What is your budget for this project? • Do you have a budget in mind? • What kind of budget have you allocated?
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Well, let’s start with a range. It could be anywhere from $XXX to $XXXX. Is that doable? I’m sure you understand that I can’t afford to do this for nothing. The minimum I would need to charge is $XXX. Is that doable? If I said it was, $XXXX, what would you say?
“How much is a (blank)?” Respond with:
Well, that’s like asking “How much is a house?” It depends on what kind you are looking for. Tell me more about what you need.
“What’s your hourly rate?” Respond with:
That’s not how I work. I find it’s usually better — for me and my clients — if I give you a fixed price so you know how much it will cost.
