Closing the Deal: Your Worth

[Giovanna]

Here is something coming up a lot for me this month. Closing the deal. I'm not good at it.

When someone asks my fee and you hear the hesitation in their voice because it was not the $30 fee they were expecting, what do you say?


I was thinking today that what I need to do is talk up WHY I am worth that, without quite doing that. People will think nothing about shelling out good money for hair, a night at a bar, etc, but not for great, experienced, therapeutic work.

SO do you have a line, or a come back for that initial phone call that closes the deal? That can really make them think about the worth of good work?

 

[smooth j]

My way of thinking is that you shouldn't try to rationalize your worth. I believe that you should just state your price.....period. No hesitation, no explanations. Why insinuate that you might not be worth it? Trying to explain to them why you are worth the price only invites them to question it and try to bargin you down.

Believe in yourself and your self-confidence will convey itself to your clients or potential clients.

Angie

 

[nicechats with daddy]

I believe that you should just state your price.....period. No hesitation, no explanations.

:iagree:

Don't get caught up in thinking you're losing clientele when people want your rates to be lower. They were never really prospective clients anyway. Your clients are people who know you're worth every penny you charge and more!

 

[betteryawn]

:iagree: and :iagree:

Though I have been known to reply to 'that's expensive' with 'I'm good', end of justification. I've had almost as many clients comment that I should be charging more compared to the tyre kickers telling me I am expensive when they ring up.

 

[hindi.girl]

I agree with everything posted so far. Keep in mind that massage does not fit in everyone's budget, no matter how important we think it is to the client's health.

Believe in yourself, believe in the quality of the work you do and the right clients will be attracted to you. If you have a hard time believing in the quality of your work, time to work on your technique. Take a class, get some feedback. If you have trouble believing in yourself, the end of the year is a good time to think about why that is so.

 

[mchell]

Thanks to all of you. Totally agree.

I do believe in myself and am charging comparable prices for what I do, but this week I have had my pricing boundaries tested. (See my post in Massage Pet Peeves) But some of these people leave me speechless, and I literally am at a loss for words.

When someone questions my price I say "I've been doing this for many years, and your looking for pain relief (because my referrals come from people who have found relief from pain) it's therapeutic massage, not a light relaxation massage".

For example yesterday I had someone who was told by another client of mine I was very good, wanted me to do a housecall at no extra charge, PLUS discount them because they knew my client. How to respond to: "I don't pay for your gas"?? Yup, actually said that.

Yup, this keeps coming up for a reason right now, so good end of year dusting!

:

 

[invader zim luver]

Not that it helps now, but to the "I don't pay for your gas" comment -- the evil part of me wants to say, "Then I guess you don't get a massage, 'cause you sure as hell pay for everything!"

Hmm, what's a better way to put that and preserve your professional reputation. . .

How about, "The price of a housecall covers all costs of bringing you extra convenience. If you would like to visit my office, the price is still just $X."

People haven't quibbled my price lately, but I still have sometimes phrased it, "A 60-minute massage is still just $65, same price for the last (however long it's been)."

As far as the discount for knowing a current client -- my solution to this is to not offer discounts, so I can just honestly say that and it stops all attempts.

 

[Eamon S]

As soon as you start justifying anything - price, policies, etc. - you are on a dowward spiral to a no-win.

Someone will always bring up a flaw in your logic, competitor that does things differently, analagous service provider that support their view etc.

We used to try to explain to guests that cancelling last minute with the promise to rebook tomorrow was not doing us any favors. They sure thought it was, and we were not going to convince them, even with the most impenatrable reasoning. What was inpenetrable was their stance.

Instead, we now just say "you will be charnged for the cancellation. If you wish to rebook for a future date or time, please call us/the concierge"

 

[Jacob T]

As soon as you start justifying anything - price, policies, etc. - you are on a dowward spiral to a no-win.

Someone will always bring up a flaw in your logic, competitor that does things differently, analagous service provider that support their view etc.

This is true. If they don't value the worth of your work from the start, there is a slim chance of changing a mind-set over the phone.

Thanks everyone for your valued input into how you deal with this.

 

[ne14funstuff]

I had one client--actually, a married couple--call for an appointment. They were from out of town and I was able to accommodate their schedule. When the gentleman inquired about my fee I told him, and he responded that that was far more expensive than what he paid at home for his weekly massage. (I live in a resort town) I told him that if, after he and his wife received their massages, he felt it wasn't worth the price, he was free to pay me what he thought my service was worth. He chuckled and accepted the proposal.

Not only did he pay my fee, but he tipped me handsomely.

Risky, but hey, if you're going to try to tell me I'm not worth my fee, I'm going to prove you wrong!

 

[Slapstick]

I stopped justifyng my rates. I just tell them how much I charge and shut my mouth (yes, it did take some effort on my part).
If they make a comment, I just shrug and say "well, this seems to be the going rate these days". Again, I shut my mouth after that and say nothing else.
I used to feel guilty about telling people my regular fee and I would literally have to force myself to shut up after stating my rate. I don't explain myself to people any more.

 

[Brown Eyes]

I have to force myself to do that too.
When I state my fee to these types of people and they make a comment, there is a pause, it seems like they are waiting for me to come back with a counter offer. I just need to let the pause hang there.:

It's like we are in an open air market and haggling. It does make me think that if they feel comfortable doing this, they have had experience with other therapists who they could haggle with and let themselves be taken advaneforum.xxxe of in this way. This is why it's SOoooooooooo important for MT's to support and educate each other.

I also wonder if the Massage Envy's are not starting to make a dent in this issue. "I won't pay more than $40 for a massage". I've been hearing that lately.

 

[Snuggles.Shi]

"I understand. I'd be happy to provide you with the name and number of some facilities that have a lower fee."

Then I give them the number to Massage Envy and another local chain (?) that offers some really cheap packages.

 

[You wish you knew 8)]

At least we are not...

Car Dealerships where so many customers think it is their god-given right to buy what you offer at $20 over cost

An Airline, where the #1 cost component has nearly tripled in price, but if you raise rates $20 everyone thinks you are gouging and you competitors under cut you.

 

[Pompal 09.]

this happened recently... a client finished her massage then asked about pkgs. i quoted the price, she did the math and responded "you went up on your prices"... i replied "in february..." ( :roll: ) then she said "well that's expensive" and i wanted to reply: "HELLO WOMAN - YOU JUST GOT QUOTED 8 SESSIONS!! it ain't cheap!" but i didn't. i was professional and she bought the series anyway.

 

[Mister C.]

"I understand. I'd be happy to provide you with the name and number of some facilities that have a lower fee."

Then I give them the number to Massage Envy and another local chain (?) that offers some really cheap packages.

This is a good way for both to exit the exchange gracefully.

 

[. otto.saxo .]

I have run into this since the local therapist charges $15 less than I do (very basic same-for-everyone, straight-out-of-school massage) (And no intake form? *puzzled look*) so when someone says "That's $15 more than Suzie-Smith" I say "My prices reflect my level of training." or something along those lines.

Sometimes I'll counter their question with another question and inquire what they are seeking a massage for, "There are several therapists in the area that sepcialize in different things. Are you looking for a therapeutic massage or just a standard relaxation session?" I don't do as many basic swedish massage sessions anymore becuase my other client base has really picked up lately as athletes and bodybuilders have been talking -

If someone wants a basic swedish massage sometimes I'll just say "My specialty is in deep tissue massage and while I do still do a relaxation session my rates reflect my level of training. I can give you the name and number of another therapist in the area if you'd prefer?"

So far out of about 6 times this has happened I had one caller take her number, 1 caller thank me and hang up and 4 callers book. So that's pretty good odds I guess.

Basically - I don't argue with them - I just repeat the mantra: "My rates reflect the level of my training. " It seems to work for me.

Angela

 

[mayank]

I say "My prices reflect my level of training." or something along those lines.

That is perfect!

 

[radamclaren]

Because of the area I choose to live in, my rates are not as high as they could be. HOWEVER, they are the highest in the area. When the "tire kickers" call and ask my rates only to complain that "those prices are ridiculous" I tell them that the rates are a reflection of my experience and training. PERIOD. Debating with them the merits of my rates would be like trying to dress a pig in a ballgown! Pointless and a futile waste of energy!

Stick to your rates and let it go at that.

 

[Ro .]

To nail this into my mind so it flows out easy the next time it happens, I made it part of my sig. hehe :