Understanding your value can help you price more confidently, without being brash. When we understand our target audience and what they need, we can create a perception of value that resonates with them. But we need to be prepared to handle rejection and understand that a "no" isn’t necessarily the end of the conversation. If we don't communicate the value of our work properly, we undervalue it and risk missing out on valuable client relationships. This week, Carlos is joined by Frances and Simo...
Sep 20, 2023•39 min•Ep. 44
Storytelling is a powerful tool in marketing and selling. It lets us connect with our audience on a deeper level and create a sense of trust and authenticity. By understanding our own journey and values, as well as those of our ideal customers, we can craft compelling stories that resonate with them and help them see the value in what we offer. It's not just about selling a product or service, but about creating a meaningful experience that meets the needs and desires of our audience. This week,...
Sep 06, 2023•30 min•Ep. 43
If you’ve ever felt guilty spending money on things that are important to you, the solution is to work on understanding and acknowledging your money stories, and find ways to flow around them. Here are the steps we need to take: Become aware of our money stories. Practice acknowledging and accepting them. Find ways to flow around them, rather than letting them block us. Unaddressed money stories will continue to get in our way, affecting our ability to sell and spend effectively. But by working ...
Aug 23, 2023•27 min•Ep. 42
If you’re struggling to charge enough for your work, you're not alone. The solution is simple: raise your prices. It's the easiest way to increase your earnings. But lots of us face resistance and doubt when it comes to actually doing it. To tackle this problem, we need to first understand our beliefs around pricing and money. We may have limiting beliefs that are holding us back from charging what we're truly worth. To overcome these beliefs and raise our prices, we can follow these steps: Cond...
Aug 09, 2023•27 min•Ep. 41
Bringing play and experimentation into pricing can lead to more positive and valuable conversations with clients. Approaching pricing with ease helps us create a space for dialogue, rather than showing up with tension or desperation. This is an invitation to challenge your limiting beliefs and fears around pricing, and to start experimenting to see what unexpected results you can achieve. Links Join the Happy Pricing course Join the conversation live...
Jul 26, 2023•29 min•Ep. 40
Pricing is not just a number, but a signal that sends messages to customers about the value, safety, and reassurance of what we offer. Positioning plays a crucial role in how pricing is perceived, and it’s important to be confident in the value we offer and not negotiate with ourselves by offering discounts. In this episode, Carlos and Ben discuss how pricing and positioning overlap, and how we can inject a little experimentation and play into our pricing. Links Join the Happy Pricing course Joi...
Jul 12, 2023•28 min•Ep. 39
How comfortable are you talking about money? That, along with what you sell and who you want to sell it to will dictate whether you want to – or should – put prices on your website. As ever, the answer is never black-and-white, so Ben and Carlos are joined by community leader Frances Khalastchi to unpack the options. Links The Vision 20/20 programme Join the Happy Pricing course Connect with Frances via LinkedIn Better Bolder Braver – the coaches’ marketing community...
Jun 28, 2023•31 min•Ep. 38
Pricing well means understanding the value of the work to the customer, and being willing to have open conversations sensitivity. We need to tell a story about the value of the work and the expertise of the person or business providing it, rather than just focusing on time and materials. It also means being willing to challenge our own assumptions about what is a fair price and being open to exploration and dialogue with the customer to arrive at a mutually satisfactory agreement. Links Pricing ...
Jun 14, 2023•22 min•Ep. 37
When pricing feels like guesswork, that uncertainty can damage the trust we’re hoping to build with our clients. If we explore the change we’re helping our clients achieve, we can gain a better understanding of what’s important to them and tailor our pricing accordingly. Pricing is a product of what we sell and how we sell it, and being curious is key to understanding the value of our work and helping clients make informed decisions. Links The Vision 20/20 programme Join the Happy Pricing course...
May 31, 2023•25 min•Ep. 36
There are four layers of goals: the crazy layer, the control layer, the concrete layer, and the everyday. To work effectively towards a goal you need to break it down into output you can control and create steps you can build upon. As entrepreneurs, we have to do things every day to get to our goals. But if “more money” is your goal, what will more money buy you? Carlos and Ben explore setting financial goals that do more than help us meet our core needs, but actually excite us to do our best wo...
May 17, 2023•29 min•Ep. 35
Having clarity about what you want and being intentional about it can lead to opportunities you might not expect. But while it's important to focus on increasing income, it's vital to be mindful of how you spend it. David Papa learned this when, despite earning more income than ever before, he stopped paying attention to his spending and avoided looking at his income directly in the face. As a result, he ended up almost back where he started before tripling his income. David shares his story wit...
May 03, 2023•37 min•Ep. 34
Testimonials aren’t about peacocking or making the business look good, but about providing value to prospective clients and sharing existing clients’ transformations. In this discussion, B2B business consultant Ian Edwards explores the importance of asking intentional questions to understand the client's metrics for success, the need for quality over quantity of testimonials, and the role of testimonials in bridging the decision gap between promised results and trust in the service provider. Lin...
Apr 19, 2023•29 min•Ep. 33
In this live coaching session, Carlos and Ben attempt to diagnose why people aren't buying Wolfgang’s higher-ticket coaching offering. Wolfgang has been running his “basecamp” events and workshops to help people find their contribution and space in the world. While these events have been well-attended, Wolfgang has struggled to sell his higher-ticket coaching services and retreats to attendees. Is Wolfgang’s price the problem, or does he need to reposition himself as a coach instead of a facilit...
Apr 05, 2023•32 min•Ep. 32
As entrepreneurs, we need to empower customers and create a story that justifies an emotional response. In this episode, Carlos and Ben discuss the four pricing methods from The Personal MBA : cost-based, market-based, return-based, and value-based pricing. They emphasise the importance of understanding the story the buyer is telling themselves and tapping into their motivations and needs. Links The Personal MBA: A World-Class Business Education in a Single Volume , by Josh Kaufman Join the Happ...
Mar 22, 2023•26 min•Ep. 31
We often have a certain number in our minds that we feel is an appropriate amount to charge, which can limit them from charging more. In this episode, Carlos and Ben discuss the concept of a money ceiling and how individuals can raise it. They explore the fear of rejection that comes with raising prices and the internal challenge of what is fair to charge. Ultimately, they hope to encourage you to explore higher prices and feel empowered to charge what you believe your services are worth. Links ...
Mar 08, 2023•29 min•Ep. 30
There’s a mismatch between what people are selling and what customers are actually buying. People focus on Facebook ads and leads, rather than on creating conversations. Simon and Frances, co-founders of the Better Bolder Braver community, help coaches who feel overwhelmed or disconnected from marketing advice. They use the five levels of awareness to help people understand their journey when buying something or joining a community. Links Join the Happy Pricing course Better Bolder Braver...
Feb 22, 2023•42 min•Ep. 29
“The reason that your customers or clients buy anything is because they are trying to change something. It's never about the ‘what’ of what you do – whether that's coaching, whether that's websites… whatever it might be – there is some other change that a customer or client is trying to make, and that's the reason that they're buying the thing that you provide.” The first step to figuring out how you can help people is to understand who you’re helping. In this episode, Carlos and Ben raise a ser...
Feb 08, 2023•31 min•Ep. 28
"Be clear on the things that you want to make possible in your life, and understand that money is a facilitator - it's not an end in itself." Carlos and Ben are joined by Beccie D’Cunha and Frances Khalastchi to discuss the role money plays in setting positive intentions. Links Join the next Happy Pricing cohort Better Bolder Braver Courage Lab Needs & Feelings...
Jan 25, 2023•32 min•Ep. 27
In this first episode of season 5 we talk about setting strong intentions about money to help us be more intentional about our prices. As Ben says, money in and of itself is a poor motivator for most. What motivates us are the things that we can do with the money. Money is a facilitator for acquiring and experiencing these things. The question is then what are these things for you? What would you do with more money? Are those things really important to you? This leads us to talk about how you de...
Jan 05, 2022•36 min•Ep. 26
On this episode of Waking up to Money we want to help you help your customers buy YOU. We all love choice. It makes us feel in control. When it comes to pricing, providing options gives your customers some control. But too many options will confuse them. And unrelated options will confuse them even more. The more confused they are the more likely they'll not buy from you. When it comes to pricing if you're able to provide a manageable number of options that make sense you're going to increase th...
Dec 14, 2021•40 min•Ep. 25
Getting paid what your worth isn’t about accurately itemising your time. It takes acknowledging what your customer says they want, understanding what they need, articulating why they need it and helping them figure out how valuable that is to them. The same outcome can be of different value to different people. And it can be of different value to the same person at different times. Pricing based on value is art that requires skill and an understanding of the science. On this episode Ben and I ca...
Dec 01, 2021•41 min•Ep. 24
Most projects a priced based on people's time. The proposal, as well as containing lots of justification for choosing you as a supplier, is essentially a shopping list of project member's time and how much their hourly rates are. This is helpful in terms of being transparent and making feel the client is informed. But IS it really helpful? More information doesn't necessarily mean more power. Unless your client is empowered to make a choice and believe that the price you're giving them is worth ...
Nov 24, 2021•40 min•Ep. 23
Earlier in the week I found this article on Medium entitled "What to charge as a freelancer: does value-based pricing live up to the hype?" You can read it here - https://medium.com/free-code-camp/what-to-charge-as-a-freelancer-does-value-based-pricing-live-up-to-the-hype-1af1d4d88ef7 It's a really interesting take on the challenges freelancers face when it comes to pricing. What Benek talks about applies to most people in the service industry, particularly if you do work that can't always be ea...
Nov 23, 2021•38 min•Ep. 22
Do you want to make money while you sleep? That's the promise of passive income. And anyone who doesn't make as much money as they'd like selling their time is attracted to this promise. According to Tim Ferris’ Four Hour Work Week passive income brings promise of freedom, adventure, ease and wealth. But is this always the case. Does pursuing a passive income model actually bring less you happiness because you then become a slave to click funnels and spreadsheets? And, given your interest in pri...
Nov 19, 2021•36 min•Ep. 21
Pricing for serviced based businesses is such a dark art and many agency owners, coaches and consultants have had to learn it the hard way. But why should it be so hard? There should be more courses about this stuff out there teaching things like: What is a good price? How do you know what your competition is charging? Do you charge by day, by the person or by value? How do you write/build a proposal? What split is there between services and product? Premium and mass market? How does that work a...
Nov 02, 2021•1 hr 16 min•Ep. 20
Focussing on pricing in isolation isn't going to help you get customers. If you don't align how you price with how you market you can waste a lot of time selling to the wrong people. On this episode we talk about how pricing, marketing and selling can fit together and why that's important. Here's a summary of the points that we cover: pricing well is only one component of getting people to buy from you how do you think about the journey of your customer to you? how clearly do you understand who ...
Oct 07, 2021•50 min•Ep. 19
On this episode we tackle the challenge of trying to earn more when you don't like talking about money. The bad news is that it's impossible. The good news is that while you can't get away from ultimately talking about money you can start by talking about clarity and commitment. What is it that more money will help you do? It isn't about the money in itself it's about what it can help you to achieve. Picture a vision of the change and impact you want to make and be clear about how the money will...
Sep 14, 2021•56 min•Ep. 18
On this episode of Waking up to Money we were joined by Nicola Forristal, a People Talent specialist. She has a service that weaves the threads of her corporate career as a People & Talent professional, her therapeutic career and her passion for energy psychology and medicine into a programme that will support and help people languishing in the workplace. Given the current situation where employees are being invited to come back to work she believes employers could make this transition more ...
Jul 14, 2021•53 min•Ep. 17
Welcome to the new season of Waking up to Money. This episode is the first one after our break following the second Happy Pricing course we ran in April. We learned a lot during that course. Not only about how to run it even better but also about the challenges and struggles you face. During this episode we share some of our learnings from the last cohort and also talk about why it's important to make yourself easier to buy (and how).
May 18, 2021•55 min•Ep. 16
Ben and I talk about what we've learned about pricing by launching a course about pricing.
Apr 21, 2021•1 hr 3 min•Ep. 15
