There are three ways to increase your revenue – charge more, sell to more people and add more revenue streams. But what about when you do those things and still your revenue doesn’t seem to be increasing? Should you lower your prices? Should you add more products and services in addition to what you’re currently offering? Probably not.
The reality is if you’re not asking for the money, your revenue won’t increase. There are many reasons we may not ask for the money but the fear of rejection is likely the biggest.
There’s something to remember when someone says “no”, it doesn’t mean never. It just means not right now.
The stories and assumptions you make about a potential client’s ability to afford your services will keep you from increasing your revenue and asking for the money. We’ve all heard that a closed mouth doesn’t get fed, well I believe a closed mouth doesn’t get paid.
Below are a few tips to confidently ask for the money:
• Before making the call, do your research. Does the potential client have a website and social media presence?
• Focus on connecting with the potential client before selling.
• Create a script – clarify the purpose of the call, describe what you do and who you work with, get clear about the problem their experiencing and how you can help solve their problem.
• Create a list of your services and prices, including payment options.
• Set a sales goal and track your results. How many calls do you make before getting a yes?
• Send a follow up email. Thank them for their time and include a helpful resource, article or tool.
• And remember no doesn’t mean never.