Pricing & Value
Pricing your work fairly. Charging what it’s worth.
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The Practitioner Who Works With High-Achieving Clients and Undercharges Anyway
It might seem like the rate problem would solve itself if the practitioner’s clients are executives, high-earning professionals, or successful entrepreneurs. These clients can afford more. They are…
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How to Respond When a Client Says ‘You Used to Charge Less’
After a rate increase, the previous rate doesn’t disappear from the world. Existing clients know it. Former clients mention it. Referral sources may quote it without realizing it…
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The Practitioner Who Needs to Raise Rates but Is Afraid of the Math
Before the rate conversation happens with any client, there is a more private conversation that many practitioners avoid: the actual financial picture of the practice. What does the…
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How to Talk About Your Rate Without Apologizing for It
The way a practitioner speaks about their rate is information for the prospective client. When the rate is stated directly, the prospective client receives it as a fact…
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What a 100 Percent Conversion Rate on Discovery Calls Actually Means
Converting every discovery call is often celebrated as a sign of skill — the practitioner who never loses a prospective client, who always makes the sale. In conventional…
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The Practitioner Who Keeps Making Exceptions to the New Rate
The rate increase has been announced. The new number is on the website. Existing clients have been notified. And yet, in practice, the new rate is rarely what…
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How to Raise Rates When Most of Your Clients Are Referrals
A referral-based practice has a specific relationship with its rate. The rate is not just known by current clients — it is embedded in the referral network’s understanding…
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What Happens to Your Pipeline When You Raise Rates
One of the most common fears around a rate increase is that the pipeline — the flow of prospective clients who inquire, engage in discovery calls, and eventually…
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How the Discovery Call Should Be Used to Support the New Rate
The discovery call is the live moment where the practitioner’s new rate either holds or begins to erode. All the inner work, the preparation, the communication to existing…
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How to Raise Rates When You Work in a Specialized or Underserved Community
Practitioners who serve specialized or underserved communities — communities defined by specific cultural identity, economic constraint, marginalization, or historically limited access to certain kinds of support — often…