Pricing & Value

Practitioners who struggle to describe what their work is worth often frame the problem as a confidence issue. If only they had more confidence,…

When a prospective client says “I need to think about it” after a discovery call, the instinct is often to wonder what was wrong…

When a prospective client sees or hears a price, they are not just receiving information about what they will pay. They are receiving a…

There is a simple test for whether value language is working: does the person hearing it know, within a few seconds, whether the work…

The discovery call is the most important value communication moment in a practitioner’s work. It is where the prospective client either understands whether the…

Much of what transformation work produces is invisible. It happens inside — a shift in how someone relates to fear, a new relationship with…

The advice to “niche down” is often framed as a marketing strategy — a way to stand out in a crowded field, or reach…

Many practitioners avoid talking about their work because they are afraid of sounding like they are selling. The result is a practitioner who does…

Price and value are often used interchangeably, but they are different things — and confusing them creates predictable problems in both pricing decisions and…

Most practitioners have produced meaningful results with clients. Most of those results are sitting in session notes, follow-up emails, and memory — not organized…