5 Tips for “Getting Behind the Glass Where They Keep the Valuables”

“If you aren’t being treated with love and respect, check your price tag. Maybe you’ve marked yourself down. It’s you who tells people what you are worth. Get off the clearance rack and get behind the glass where they keep the valuables.”

I spotted this oft-quoted line on the web the other day and it made me pause. While the author may have been speaking to the personal side of one’s worth, it certainly applies to our worth as entrepreneurs as well.

Are you stuck when it comes to naming your price? We all read posts on the NE electronic mailing list (EML) pertaining to fees – we want to ensure we’re charging a fair yet profitable rate for the work that we do. Here are a few tips if you’re unsure of where to begin:

Ask your peers! Post your question to the NE EML. We can’t discuss dollar amounts on the EML itself, however, so be sure to ask NE members to email you with their responses privately.
If you’re unsure of what to charge, do some research. Check out your competition. What are they charging? What do dietitians in your market charge?
Determine your hourly base rate. One consulting company provides a handy spreadsheet for determining your hourly rate based upon your annual salary goal (see bottom of post for link to spreadsheet).
Aim high. Clients can either say “Yes, you’re hired,” or “Actually, I was thinking about x instead.” You never know unless you toss out a fair yet aggressive price and see what sticks. A family member and I were talking about my rates just the other day. Before I even shared my rates, he suggested: “Don’t you undersell yourself. People won’t think you’re any good.” My family member was blunt – but how true. We equate rate with clout, don’t we? If a doctor were to charge me $5 for a visit, I’d turn and run away. I exaggerate, but you get the point.
When proposing your fee to a client, consider whether an hourly fee, a project fee, a retainer fee, etc. best suits your (and the client’s) purpose.
Lastly, don’t apologize for your rate. You are worth it. You have the years of experience under your belt; you have credentials behind your name. Wear them proudly and inform your clients what you are worth. They’re fortunate to work with such a talented dietitian!

For more on this topic, see Tip of the Month from Barb Andresen, RDN, LDN: “Work Only for Your Worth.”

Krista Ulatowski, MPH, RDN

NE Incoming Director of PR & Marketing