Are money stories blocking you from getting the price you want?

Pricing is an inevitable topic of conversation with the clients I work with.

Many of them are entrepreneurs, pricing themselves and making a living based on what they decide to charge people.

The challenges that surface when it comes to pricing all seem to stem from old money stories and programming that either have to do with their worth or how hard they think they have to work.

For instance, I can’t tell you how many times I hear from clients, “I want to get paid what I’m worth.”

This breaks my heart and makes me cringe.

As corny as it sounds, we can never make what we are worth because no amount of value can pay us for our value as human beings.

If we keep saying that, then when we don’t get paid what we want, our self-worth becomes attached to that dollar amount.

So if we don’t make the amount we want, we believe we aren’t worth it.

This perpetuates a cycle of money trauma.

If we are prone to saying that, we need to change our language. We can say something different, like “I want to get paid $xxx amount for [fill in the blank].”

The other contributor to the pricing war we fight inside ourselves is the idea that we have to work hard, or get a certain number of years of experience, or gain more skills to get paid what we want.

We live inside this idea that we have to start low, and work long and hard, before we have “earned” the right to ask for more… if we ever even ask at all.

We’d rather deal with the discomfort of waiting for the next level instead of having the difficult conversation.

The result? Undercharging.

And undercharging doesn’t just mean we might make less. It also might mean we lose a contract or deal altogether.

It IS possible to price ourselves too low.

At the end of the day, we need to stop letting money stories get in the way of how we are determining our pricing.

Here’s the 3-2-1 on positioning your price in sales conversations.

3 TRUTHS

1. Pricing ourselves based on old money stories is a form of self-sabotage. Our emotions and personal values need to stay outside of our sales conversations to allow for curiosity, conversation, and negotiation around a price that works for both parties. Sales conversations are not emotional conversations.
2. We want our pricing to reflect the value of the result we provide in context of the market and audience we serve. We need to work through our pricing in a stress-free environment before bringing it to a sales conversation in real-time.
3. It IS possible to price ourselves too low. Some people see the higher price tag as a guarantee of the value they’re going to receive. So while we might think our lower price will be attractive, that isn’t always the case.

2 ACTIONS

1. Before you sit down to think about or plan your pricing, go through the five tips identified in your Stop the Money Meltdown guide.
2. Set your pricing before any sales conversation. Know what you want and intend to ask for before the conversation begins; don’t decide on the call.

1 QUESTION

1. How can I reframe “I want to get paid what I’m worth” so that what I make isn’t tied to my personal value?

I’m starting a new cohort in Procedures for Prosperity™. If this is what you know you need next, then let’s talk. You don’t have to stay on that hamster wheel living out the old money stories again and again.

Schedule your call today: https://www.proceduresforprosperity.com/prosperitycall

To your impact and legacy,