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DID YOU KNOW?

	Credit cards do not have to end up costing you the earth. So long as you can keep your spending under control, and are able to pay off your monthly bill in full each month, your credit card will probably cost you nothing. Every purchase you make with your credit card is given an interest free period of somewhere between fifty and sixty days. This is the time between when you make the purchase and when the purchases show up on your next monthly bill. So long as you pay for it on the first bill, there will be no interest or financing charge for the purchase. However, if you do not manage to pay for the purchase on the first bill it shows up on, then you will start to incur interest and financing charges. On credit cards, interest is charged monthly, not annually. Also, as well as interest and financing charges, credit cards can also end up costing you in other fees. Probably the most common charge people incur with credit cards is interest charges, when they become unable to repay the full balance in full each month and instead, allow the balance to carry over to the next month. But late payment fees are another way that credit cards ending up costing people more than they had imagined. You should always read the credit card agreement carefully to find out how much the penalty charges and fees will be if you fail to make all of your repayments on time. Some credit cards will even alter the interest rate you are charged if you fail to make payments. For example, if you are on a credit card that charges ten per cent annual percentage rate, and fail to make a repayment, the terms of your agreement may provide for the interest rate to be increased to a higher rate, for example twenty five per cent. Another way credit cards can end up charging you more than you expected is if you travel abroad. One of the main conveniences of a credit card is that you can use it abroad when you travel. However, many credit card companies charge high loading fees for purchases you make while abroad. Not only will they charge you their currency exchange fees, but they will also charge you a percentage of the transaction as another fee.

I constantly receive questions and complaints from my creative professional clients about what to do when a prospect claims, "I can't afford your prices, but I want your services." My clients are frustrated, because they are usually being told this while standing in a mansion-like home, furnished with top-of-the-line furniture, with a beautifully manicured lawn, and three luxury cars parked in a four-car garage.

How much your client can afford is relative to their values and beliefs of what is important. It is not your job to lower your price so the client can afford you. It is your job to help the client see the connections between their values and your services, regardless of how much money they've spent on other items.

In other words, don't lower your price because the client says she can't afford you.

What a client can and cannot afford is all relative. For example, I know a woman who enjoys eating out at expensive restaurants, though she claims she cannot afford to go on vacation every year. On the flip side, I know families who rarely eat out and cook low cost meals at home, so they can afford to vacation twice a year. Therefore, it is valuable to the first woman to eat out and it is valuable to the other people to go on vacation. What they can each afford is based on their values of what is important, not on how much money they have.

What people choose to spend their money on and what they can afford is not the job of the restaurant, nor is it the job of the vacation spots. Just as it is not your job to lower your price just because the client wants you to.

You have to help the client see the value in your services by learning more about what is important to them and why. During your initial visit with the client (either on the phone or in person) you must ask them questions about what they want and, more importantly, WHY they want it. Buy uncovering "the why" behind their wants, you can help them connect their needs to the value of your services.

Don't just pitch your services to the client, ASK them what they want. Then follow up with a question (or several questions) which help you understand why they want it.

Keep in mind, if the client continues to whine that she cannot afford your services, then move on. Don't lower your price. If she wants you and finds value in your services, she'll find the money to be able to afford you.