As a business owner you’ve probably been asked to give a discount.  How did that make you feel?  Your response to that request is critical to the sustainability of your business as well as to your confidence.

Because after all you’re either worth the price you’re asking or you’re not.  No discussion.  This may sound harsh but if you don’t believe you are worth it, why do you expect your clients to believe it.

Reasons to stop discounting your pricing:

1. It’s no fun

2. It requires a time and energy you can use elsewhere

3. It creates a standard for other clients

4. You’re not getting paid what you’re worth

5. It can lower confidence in your business

Once you’ve made the decision not discount your prices, it will be much easier for you to simply say this in a friendly and relaxed way if you’re asked.  You’re mind is already made up so the answer flows naturally.

If a prospective client is not able, or willing, to pay your prices then they probably aren’t a good fit for your business.  Moving on from people who are not a match allows you to create space for clients who are willing and able to purchase from your business.

There will always be someone offering something similar to what your business offers for the absolute lowest price.  I hope you don’t aim to be that business.

The key is to focus on the value your services and products deliver, not what they cost.  People who truly understand the benefits they will receive when they buy from your business will accept the prices you have set because they understand the value they are going to get.

If negotiating is the norm in your business, there is still a way to be true to the value your business delivers without discounting.  First, get clear about the total value of the offering.  Then if you choose to, you can reduce the amount you deliver, along with the price, which means you are not discounting.

Another way to avoid discounting when negotiating is to stick to your original price and add a one-time, additional bonus for new clients.

While you’re thinking about eliminating discounting, please consider increasing your prices.  Seriously, when is the last time you raised your prices?  And when you did, what was the percentage of increase?  If it’s been awhile since you raised your prices, it’s probably time.

It’s natural that your expertise expands and deepens over time so why shouldn’t your pricing reflect that.  Whether or not you decide to increase your pricing, at least be willing to stand firm on your current pricing and don’t discount.

Think about it, you’ll save time and energy if you stick to your pricing.  And even better, you will feel confident about the value you deliver to your clients (oh yah, and be more profitable).    

So make the decision today that discounting your prices is not part of your business philosophy. Focus on the value your business creates for your clients and watch your business grow.

© Stephanie Ward, 2009

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.

You may be aware of them, you may not be.  In any case, chances are high that even if you are aware of them, you probably don’t realize the negative impact they are having on your business.  What are they?  Things you are tolerating in your work environment. 

Anything you are tolerating is called a “toleration.” Tolerations are situations and experiences that you don’t like, that irritate you and drain your energy.  The great news is that you do have a choice about what you tolerate. 

Here are some examples of things you may be tolerating: 

* Stress because you don’t back up your computer files regularly

* Unorganized office files or bookshelves

* Paper piles everywhere

* Desk Drawers and filing cabinets that are overflowing

* Stacks of unread business articles or magazines

* Outdated or barely functioning office equipment (printer/copier, computer, telephone)

* Not having reliable technical support

* Uninspiring office environment (setup, décor, comfort)

* Lack of storage space

* Distractions (interruptions, loud noises)

Are you starting to see how tolerations can slow you down and interfere with your ability to run your business in the most effective way?

There are many benefits of getting rid of tolerations.  Two of them are: feeling ‘lighter’ and having more energy.  Even better, as you stop tolerating things, you simultaneously raise the standard for how you run your business.  All of these things allow you to be more focused, effective, and profitable!

Ready to get rid of all of the tolerations you face every day as you work on your business?  Get started by making a list of all of the things you are putting up with that irritate you.  It doesn’t matter how small they seem to be.

There are probably quite a few that have been on your mind for some time.  And there may also be some tolerations that you have simply come to accept and no longer consciously notice.

Walk around your office and look at everything like you are seeing it for the first time.  Notice all of the details and how you feel as you examine your work space.  Write down everything that you want to change.  Then make a commitment to take action and eliminate each toleration on your list, one by one, until they are all gone.

When you’ve gotten rid of everything you are currently tolerating, make a decision keep your standards high and create a system to ensure that you don’t fall back into old habits of putting up with things that don’t support your business.

You can do this by establishing guidelines for your work environment.  Things like organizing your work space on a daily basis, always having extra storage space, and maintaining and upgrading equipment.

Once you feel that your work environment is satisfactory, why not raise you’re your standards to the next level and make it fabulous?  Remember, it’s not a luxury to have a supportive work environment.  It contributes to the profitability of your business!

© Stephanie Ward, 2006

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.