As a Profit Strategist, I see many brilliant women professional service providers such as coaches, consultants, etc. undervalue their services or get derailed by pricing objections. Pricing isn't just a number—it's a critical component of your overall business strategy.
If you’re ready to move from inconsistent revenue to a predictable profit pipeline, here are five non-negotiable rules for how you approach your service pricing:
1. Pricing is Not Personal. Period.
Never be offended when a prospective client tells you your price is "too high." Their objection is never about you or your value; it’s about their budget, their readiness, or their perceived value of the solution. Your job is to listen, not lower your price. Do not let an objection trigger self-doubt or pricing panic.
2. Compete on Value, Never Price
Your goal is not to win the race to the bottom. Working hard to find clients who will pay the lowest price leads straight to burnout and an inconsistent revenue stream. Instead, work hard to find clients who will pay the highest price because they understand and trust the transformation you provide.
This requires consistently demonstrating your expertise, building a premium brand, and clearly articulating the financial and emotional costs of not solving the problem.
3. Separate Money Mindset from Pricing Strategy
Do not make it your mission to change someone’s money mindset to convince them to buy your service. Money trauma is real. They may be dealing with underlying experiences that are far beyond the scope of a sales conversation.
Instead of fighting for the sale, respect their journey. Direct your energy toward finding prospects who already value specialized, professional services—those who understand the difference between shopping for a commodity and investing in a true partnership.
4. Always Seek the Win-Win
When you structure your pricing and engagement, always aim for a mutual win. This means finding clients who also appreciate and practice a win-win mindset. When there is mutual respect, you create long-term business relationships where clients are happy to pay your rate, refer you enthusiastically, and value your time. This protects your energy and builds a reliable referral network.
5. Be Strategic: Don't Rely on Just One Pricing Model
When considering your rates, look at all the options:
- Value-Based Pricing: What is the specific value your service brings to that particular client? This requires a conversation to understand the urgency, the pain, and the cost of the problem to them. One client may happily pay $XXX, while another pays 50% more based on the urgency of their situation.
- Fixed-Fee Pricing: If you use fixed fees, you must become excellent at scoping the work. Always consider up-front diagnostic work (for which you should be paid) to ensure you accurately scope the project and protect your profit margin.
As a Profit Strategist and full time entrepreneur for over 20 years, I help women transform inconsistent revenue into a predictable profit pipeline with an effective blend of strategic coaching and hands-on financial support.
If you are a woman coach, consultant, trainer, or other type of professional service provider ready to stop guessing and start scaling your profit, let's talk strategy.
Book a FREE Clarity Call and explore how we can build your predictable profit pipeline together.
Want to stop guessing and start building a business with clear and realistic revenue targets? Download my FREE Revenue Roadmap™ Guidebook and Bonus Video Walkthrough. This 5-step framework will help you calculate your business's true earning potential so you can build a strategy that's based on time, capacity, and real numbers.
