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Happy Thanksgiving week here in the U.S.! It’s a great time to reflect on all of the progress we’ve made in our businesses this year. Even setbacks allow us to rethink focus areas and get creative in the months ahead.

Here’s a time saving tip to help you find clients that meet your basic criteria: talk about rates before you get too far into the conversation. Bringing up money can be uncomfortable, but it’s an important part of the discovery phase with prospective clients.

To help you break the ice, here are a few scripts I keep tucked away to use either in emails or on calls to get a sense of where a client is landing with prices.

I like #1 because it puts the ball in their court. But realistically, most clients throw it back at you to offer a starting number.

#2 is a way to buy yourself time on a call to think through details before feeling pressured to giving a quote right away.

And #3 is a nice starting point that offers room for negotiation while still see if you’re in ballpark range for the client.

Any other lines you use to discuss pricing with a prospect?

Best wishes as we kick off the holiday season,

Lauren