Why Using Tentative Words Will Reduce Your Profits
We don't mean to be tentative, do we? We want to be bold and strong and confident when dealing with clients. Yet time and again, we use words that are stumbling blocks. Our fear takes over. And we use tentative language.
hexTentative language: How do you know you're using it?
Do you use words like normally? The client asks you. How much do you charge? Do you start off by saying, “Oh, normally….”
Aaaaaargh!
You've stepped into a land mine. When you say normally, I know at once that your price is negotiable. I know you're not sure of your price. Aha…as a client, I'm in the driver's seat.
Words that prevent you from being in the driver's seat
Approximately, sometimes, our average price, ball park figure. All of the above words send an instant message to my brain as a client that you're a bit unsure. Just a little insecure.
The insecurity spills over
As soon as I hear the insecurity in your price, I simultaneously hear the insecurity in your work. Does it mean that I doubt your capability? No, I'm not doubting your capability. But I'm not getting a powerful wave of confidence either.
When a prospective supplier (that's you) says: For this job, we charge $3000 and we deliver in two weeks or less”, your client is instantly impressed.
The client didn't hear tentativeness in your price or your ability.
Specifics knock out jitters
Remember, it's not just you that's having the jitterbugs. The client is walking in unknown territory as well. As a client what would you prefer to hear? “The job will be done in two weeks or less” or “We'll get down to it and get the job done soon.”
In New Zealand, the terminology is “Leave it with me, mate.”
Huh? I don't want to leave it with you. I want to know when the job will get done and what price.
I know it's scary
Being confident about what you say is always a tricky situation. Your heart is pounding like a bongo at a reggae festival; Your forehead is caked with sweat; Your brain is going ballistic.
Just remember one thing
It's your tongue that does the talking. Your heart, forehead and heart have nothing to do with it. If you know you're worth it, and the money isn't absolutely vital for your survival, just bite your tongue and be quietly confident when stating your price and your
terms.
Then shut up
Clam up. You've said what you wanted to say. Now wait. Tick, tick, tick, tick…yeah…keep waiting. Let the client speak first. Let them say you are expensive. If you've done the Brain Audit sequence, you'll have already prepared your answer to that particular objection.
The most important thing is to let your confidence speak both with the way you present yourself in person, on the phone or through a medium like your website.
Stop using tentative language. It isn't doing you any good.
Example, Example:
I was sitting in the office of a CEO of a large franchise about two years ago. He asked me for my price. I told him my price. He said, “I can't afford it.” I said, “Fine, but if you want to get a good quality job, you can call me. You and I know that you get what you pay for.”
And I left after briefing him on why he should choose us. Instead of using tentative language that I'd used in the past, I simplystated the facts and the uniqueness of dealing with us.
I didn't hear from the CEO for ages.
Then about two months later, he called. And we got the job on our terms. Yeah, just like that.
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