How to Get Paid (Even If You’re Not Good At Money Conversations)

Asking for business can be tricky.

As a coach, trainer or consultant, you’ve done well to initiate conversation and build a relationship with a potential client.

They’ve asked to hire you, which implies that some form of agreement has been made -albeit perhaps vague.

Now let’s say you feel the common need to deliver first and get paid later.

You give great service trusting – or perhaps hoping – that in return you will receive great pay.

At the end of the service, your client woos you with compliments and gratitude for your support in their transformation.

Then comes the point of getting paid for your work.

You, feeling uncomfortable talking about money, tell yourself that you’ll address payment later.

But later never comes.

Because the longer time passes, the more your stomach churns and your mind tricks you into believing that now is not a good time. Neither is soon.

It turns out, this client hasn’t addressed payment either. Perhaps they too find the money conversations difficult.

Awkward to say the least.

So what’s the problem here?

Well. There are several problems. Here are three of them, along with solutions to make sure you get paid and get good at money conversations.

Problem 1: No Terms of Agreement

Notice how the request to hire has been made and service provided. No further conversation about expectations of both parties has been had. Both coach and client fast forward to the work without going over the agreement and how to complete the transaction.

Solution 1: Set Terms of Agreement

As much as a verbal agreement could stand if ever a case has to go to court, it’s much safer for both you and your clients to know from the beginning of the relationship where both of you stand. Setting out and both signing an agreement including service and payment terms starts the money conversation before ANY service is delivered.

Problem 2: Delivering First, Paying Later

When you work for an organisation, the common set up is like this. Granted. But when you work as a freelancer and directly with clients but no middle men, you need the safety of a joint commitment up front. Cash flow is always important for you when you work for yourself.

Solution 2: No Pay, No Delivery

To allow the space and commitment to giving your great service, ask for a non-refundable deposit and full payment to be made BEFORE the agreed date of delivering the service. This way, you aren’t using valuable time preparing for your clients’ with nothing to cover your time. Clients are more likely to follow through with things they pay for – especially if you’re charging what you’re worth and they value investing in their growth and development.

Problem 3: Money Conversation Confusion

Not talking about the money causes confusion. Both of you haven’t taken the time to go through the investment and payment terms. This opens you up to potential objections that the client might have but doesn’t address either. You avoid this conversation due to fear.

Solution 3: Money Conversation Clarity

Have the courage to address money in your terms, before the agreement is signed. Remember, it’s there to support both of you. You can then address any objections your potential client might have before you work together. Be willing to go through the main points with them. This frees you both up to focus on immersing yourselves in giving and receiving your best when you get to work.

BONUS Solution: Agreements and payments are easy to set up online with services like Adobe’s echosign and good old PayPal to keep things simple. If you don’t have similar tools, check them out and get any help you need to put them into use for your own business.

Conclusion

The more money conversations we have, the more empowered we feel. Because when we do the things we’re scared of, we find the reality is not so scary after all. Money brings up a lot of emotions for everyone, no matter how little or how much we have.  Having the courage to set boundaries and talk about how you do money will serve you and your clients well.