I don’t like selling things. This is my one problem – sales is not my thing. I don’t even like asking people to pay me if they forget an invoice. Maybe it’s because I’m so new to running my own business and I haven’t built up that sort of “impersonal” aspect you seem to need when it comes to sales/money/payment. Maybe it’s a matter of me finding my footing when it comes to pricing my services.
Logically I know that my quality of work and rates are some of the best out there. I know that my work is worth at least what my hourly rate is and more (I’m tailoring to small businesses and startups, so I don’t want to charge $1 million per hour like I know I should 
).
For all the freelancers/business owners out there – how did you get comfortable with asking for your money or the sales process? Did it come naturally to you, or did you have to work at it?
Tags: entrepreneur, sales, small business, startup
biggest blog comment ever!
You have started your own business. Your income depends on you, not through regular payment from an employer in perhaps another job. You don’t like to sell things yet to start and stay in business you will ultimately be selling your services, yourself. I have a lot of thoughts which would make a lengthy discussion but let me summarise them below.
As a business owner you will have some idea of what it costs YOU per hour. Sum up your own time’s value, plus office space rent, plus ammortisation of your tools and gear, plus office space bills (even if in your own home) such as electricity, internet for that billable hour. Be ACUTELY aware of exactly how much your business’ hourly cost (not hourly charge, but hourly COST) really is. Now times that by 40. Now times that by 52. Is that number what you want to make in a year? Do you want it to be more?
There’s a lot more to the above but will leave that for now.
On the ‘impersonal’ idea of price agreement & pay terms. When you buy something at the shops, is it an automatic, emotionless process? Or do you decide to buy based on what you feel it is worth and how much you wish to and can afford? Its totally personal from the buyers view! So make it personal in your sellers approach! To your client: “Your initial investment in me will be $X / hr for such n such n such work. This agreement enables the best chance for your business to succeed first time on the web” etc.. Ive interchanged the words ‘charge’ and ‘bill’ for ‘invesment’ and ‘agreement’ which sounds better. If you have faith in your offering and exceptional service then that should carry through to being confident in your charge rate without compromising in order to get the sale.
Gr8 site design btw
Thank you for your comment! You’re totally right. When I talked about the “impersonal” aspect, I did not mean sales or selling my services – that, of course, is very personal, especially to the buyer. I was talking about chasing up invoices and requesting payment for my services, for work that has been done. In general, I don’t like asking people for money (even though I know I have to). I have to remind myself that this is a business transaction and I’m not hurting any feelings or relationships by insisting on prompt payment for my work.
I know exactly what you mean, Ive been in business for 10 years and still have an issue with asking people to pay. Even to the point where I feel like Im being rude sometimes. There are a few things Ive learned that have made it easier for me.
Firstly is do it in writing, not just sending an email asking for money but email them a statement or invoice that actually looks like a statement or invoice and have at the bottom something simple like “please pay at your earliest convenience”. If it looks like a real statement your clients will most likely not connect with it personally but see it as a “generated” thing.
Secondly send out along with every invoice a “how to pay form” which has bank details, a section for their credit card details, terms etc that explains in writing how they should pay, and once again design it up so it is obvious that you send it to every single client, dont even put their name on it.
Trust me if you have a personality like me it will never get any easier asking for money…lol BTW nice site… my first visit.
I’m glad I’m not alone! I sent out my second ever (proper) invoice a few days ago and thankfully the client is really great with timeliness – I had an email in my inbox the next morning advising me that the invoice has been paid! It was such a relief. It really makes me want to go above and beyond for these types of clients – I constantly hear about how some clients string you along for months on end.