Live with The Pricing Lady, the Podcast

What are you doing when setting prices? You should be asking yourself a series of questions.

Questions are so powerful. In fact you can completely change people’s behavior simply by asking different questions. In this case we are looking at changing your behavior as you go about setting, getting and managing your prices. The previous episode we looked at 12 questions to ask yourself when price setting. Those were some of the more basic questions. If you haven’t listened to that episode yet do so now.

Why are these questions so important? Pricing is strategy and looking at it from different perspectives helps you to determine what is most suitable for your business. Just because two businesses are selling the same thing doesn’t mean they will sell it at the same price. These questions I’m bringing to you in this and the previous episode will help you think through the strategy. Some of these questions are fairly obvious and others you’ll wonder why bother. But they all play a role in your strategy.

Do remember that Pricing in any business will be a different levels of maturity. So right now you may only consider the basics. Later on as you become more mature in your pricing you’ll expand to include more things in you pricing strategy.

In This Episode:

In this episode, we are looking at 12 more questions to ask when setting prices. When I sat down to record that first episode I came up with way more than just 12, hence bringing you part two. And yes, there are even more than the 24 I’ve chosen for these episodes. But you have to start somewhere. This second series of questions goes deeper into the strategy around your business and pricing. Not all questions will apply to all businesses but most of them you will find useful in yours.

I can even suggest as you listen to the two episodes you make a list of which questions you need to include in your thinking as you go about building your pricing strategy and price setting process.

Podcast Highlights

• 0:00 Intro
• 1:48 Questions One to Three
• 3:31 Questions Three to Six
• 5:56 Questions Seven to Nine
• 9:03 Questions Ten to Twelve
• 10:54 Wrapping It Up

Episode Links:

Grab a copy of my Self Assessment Pricing Scorecard.

Get an introduction to the Value Pricing Model: https://thepricinglady.com/valuepricingmodel

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

“Price setting is a thought process not a formula.”

One big misunderstanding around price setting is, people believe there’s a mathematical formula to find the right price. This belief or hope holds many people back from doing the work that’s needed to find the best prices – finding a price that’s right for them and their customers.

So if it’s not a formula but a thought process it begs the question, what does that really mean? It means you need a something to help you think through what the best prices could be – that’s where the thought process comes in. In part it’s a series of questions you should ask centered around strategic decisions in your business. The answers to the questions not only determine what you’ll do in your business but what prices are most suitable. This is also why 1 element (like competition or cost) shouldn’t determine your price. It’s just not enough information to give you a realistic view of the “best” prices.

Recently I sat down and made a list of the questions one should be asking when price setting. Once I got going even I realized there are more questions than I first thought. Not all apply to every business, but just because it doesn’t now doesn’t mean it might not later. I am sure about one thing – many of the questions you’ve never thought of.

In This Episode:

In this episode I share with you 12 questions you can ask yourself when you start setting prices. These questions are one’s that apply to all business types. This is part 1 of a two part series. Whatever you do remember pricing is a thought process – meaning after you gather the information and ask the questions you still have to make the decision on what price to choose. It often means you’ll adjust things in your business, or go back and check your assumptions along the way as you get new information. The great thing is that now you’re making decisions based on a more solid foundation.

Podcast Highlights

• 0:00 Intro
• 2:10 Questions One to Four
• 3:41 Bringing Right Offers and Solutions
• 4:50 Questions Five to Eight
• 5:45 Makes You Feel More Confident
• 9:09 Questions Nine to Twelve
• 13:02 Wrapping It Up

Episode Links:

Web Class: Pricing Know How for Startups: https://thepricinglady.com/webclass

Grab a copy of my Self Assessment Pricing Scorecard: https://thepricinglady.com/goodies

Get and introduction to the Value Pricing Model: https://thepricinglady.com/valuepricingmodel

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

"Love your pricing.
Love your work.
Love your clients.
Love yourself.
Repeat."

The words above Rachel shared with me when we first met. It was so refreshing because very seldom will people put something like love in the same sentence as pricing. I was also fascinated to hear more of what she had to say.

Pricing can feel like a very cold and calculated topic (no pun intended). But it has its softer sides - it's linked to things like self-love, creativity and psychology. And while what you charge should be related to the value your service, software or product delivers, there's no denying that what you choose to charge is often driven by your own relationship with money and how you perceive yourself.

🤔 It's worth taking a moment to consider.

In this episode

I sat down with Rachel Madorsky, a best-selling author, speaker, psychotherapist, executive coach and self-love strategist. She guides ambitious women leaders to achieve their dreams with more wealth, pleasure and ease. Her insights and teachings have been featured on Bravo, The Learning Channel, SXSW Interactive and The CBS News. Rachel lives in Austin, Texas with her husband where they co-own an award-winning improv comedy theater, and perform together every Thursday night.

She shares her own pricing journey and how she has transformed her pricing through love. She had so many great insights to share it's been really difficult to select quotes and words of wisdom from the episode. Her unique perspective will give you pause for reflection on your own behavior. And you can hear about her unique take on the topic and what it has done for her business.

Dare I say it -- you're going to LOVE 💕 this episode.

Podcast Highlights

• 0:00 Intro
• 2:08 Getting to Know Rachel
• 4:05 The Value of Working with Rachel
• 5:20 How did Rachel start her own Business
• 9:09 Pricing at the Beginning
• 13:44 Biggest Pricing Challenge
• 21:56 Pricing Strategy
• 25:41 Best Business Advice
• 27:45 Wrapping It Up

How to Reach Rachel:

LinkedIn: https://www.linkedin.com/in/rachel-madorsky-lcsw-3233374/
Facebook: https://www.facebook.com/RachelMadorskyAuthorSpeakerCoach
Instagram: https://www.instagram.com/rachelmadorsky/
Website: https://www.rachelmadorsky.com/

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

When healers and coaches approach pricing often their goal or intention is not fully aligned yet with running a business. This lack of alignment leads to fear and conflict and ultimately under pricing.

Conflict often shows up as "I can't charge that much." "I should charge as little as possible." "If I price high then some people won't join." While your price needs to be aligned with who you're targeting, it also has to lead to a viable business. People who operate in this space are often missing the courage and confidence to charge a fair price - i.e. a price that's both good for you as a business owner and good for the clients.

This episode's guest, Anisa Zafar, shares that what made a difference for her was knowing, embracing that "money is energy."

In this episode

I sat down and spoke with Anisa, Founder of Tree of Life Guru, a meditation teacher and coach. She supports women to change their relationship with themselves, bringing more clarity into their lives, building resilience and developing self-compassion. She works with people across the globe to help them connect to their hearts and live more fulfilling lives.

She shares with us her Pricing Journey. How she struggled at the beginning charging a mere 20% of what was a fair price. We hear about her insights and learnings as well as how she evolved her healing business and its pricing into something that's allowed her to feel more confident about what she charges. You're going to enjoy hearing what she has to share.

Enjoy the show.

Podcast Highlights

• 0:00 Intro
• 2:21 Getting to Know Anisa
• 4:18 The Value of Working with Anisa
• 6:55 What Led Anisa to Start Her Own Business
• 14:10 Pricing at the Beginning
• 19:08 What did Anisa Learn from Her Pricing Journey
• 22:53 Coaching as Transformation
• 25:44 Wrapping It Up

How to Reach Anisa:

Facebook Page: https://www.facebook.com/TreeofLifeGuru/
Instagram: https://www.instagram.com/anisa_treeoflife/

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

There are many that would have us believe that there are standard prices for everything out there. Your little offer should be priced this. Or your group program has to be that. Reality is that the price you charge for what you offer is and should be unique to your business, your customers and the value your offer delivers.

The right prices cannot be the same for everyone (or written in stone) since they depend on many different things. Things which vary from business to business. As my guest in this episode shares with us feeling confident about what investment you ask people to make, comes in large part from you understanding why that price and not the other price. The more you understand the value and the more you know your customers and the market. And of course the more you know the figures in your business - the more confident you'll feel about what you charge.

In This Episode:
In this episode I sit down with Lynn Bruines. Lynn worked 15+ years with renowned international brands, industry pioneers, top universities, and leading companies worldwide. Born in The Netherlands, lived around the world, and now based in Switzerland.

Co-founded LB Business Agency, a Swiss agency helping businesses promote growth and boost revenue through bespoke sales & marketing solutions. She also co-founded My Next Levels where they help entrepreneurs ready to grow & scale their coaching, consulting, education, or transformation business to the next level. Being brought up in a family and environment where travel, hospitality and entrepreneurship played an important role, she decided to pursue a career that would combine her love for people, business, and service excellence.

She shares with us her business and pricing journey. And how difficult she found it, getting on top of pricing early on. She talks about what it took for her to shift things and get where she is today.

You're going to enjoy this conversation. I know I did. Click, listen and learn.

Podcast Highlights

• 0:00 Intro
• 2:46 Getting to Know Lynn
• 4:49 The Value of working with Lynn
• 6:44 How did Lynn start her own Business
• 8:59 Pricing Journey
• 12:31 How to be Aligned with Pricing
• 15:30 Not Written in Stone
• 18:24 Understanding a Thought Process
• 21:00 Wrapping it Up

How to Reach Lynn:

LinkedIn: https://www.linkedin.com/in/lynnbruines/
Facebook: https://www.facebook.com/lynnbruines/
Website: www.mynextlevels.com

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

Happy New Year! I wish you great joy, happiness, good times, and business success in 2023. To help you get started on the right foot for this year I want to share with you some tips - 3 things you can do in January to make sure you're starting in the best way possible.

Like anything else in life or business what we pay attention to is what will carry us through the year to come. If you ignore pricing, it will not be there supporting your business efforts. In fact, for many business it will do the opposite - it will work against them. One thing I always say is "Pricing can hurt or help your business." Let me ask you this on a scale of 1-10 (1 being I have no idea or it's totally hurting my business - 10 being my pricing is rock solid) where would you rank pricing in your business for 2023?

Be honest - you don't have to share your score with anyone if you don't want to.

Not everyone will feel a 10 but if you're 6 or below then there's work to be done for sure. Remember pricing should be viewed on a maturity scale. Meaning that each and every business is on their own journey. Where you are is where you are, only you can decide that it's time to make a change. I can only be here to support you when you're ready.

Listen to the 3 tips I share with you and reflect on what you need most when it comes to pricing right now in your business.

Podcast Highlights

• 0:00 Intro
• 2:18 One of the Biggest Mistakes You Can Make
• 5:25 Things Change Over Time
• 8:12 Do I need to Create An Offer?
• 11:57 Now is the Time
• 14:51 Couple of Things that are Available to You
• 17:35 Wrapping It Up

Episode Links:

Customer Interview Prep Course: https://thepricinglady.com/betheexpert/
Raise Your Prices with Confidence: https://thepricinglady.com/raise-prices-confidently/

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

 "Should I put my prices on my website?"

Funny as it may sound, this is the second most asked question I get from people. Which is one reason why it's the topic of this episode. I can see how the question plagues people and I don't think it's a topic worth worrying about. What's important is that you understand how to make a strategic decision about what's right for your business.
 
I recently ran a poll on LinkedIn around this and what happened as a result was fascinating. People we very passionate about their views on the subject - there were 3 "camps". The "yes", the "no" and the "it depends" camp. While there was a clear winner in the poll (see results here) it was interesting that each camp had significant support (i.e. votes). You're responses were very insightful too.
 
 From the "yes" camp we heard:

"I am in team YES... I always want to know before the discovery call if I can afford..."

"If it's way out of my price range, why waste my time (and the seller's) for a discovery call."

"My prices are on my website for private clients, because I need people to book and pay the service before starting..."

The "no" camp said:

"For me this is a no - most of my services are bespoke, so the pricing varies a lot based on each client's needs."

"Advertising your prices on your website gives information to your competitors about your prices - this can be a disadvantage in some situations."

The "it depends" camp shared:

"... it very much depends on what you are selling. We sell business services and is sometimes hard because the complexity of the business and other variables drive the price..."

"It depends whether people buy online or not."

"...for 1:1 tailored courses I would say probably not, but for group courses which have a set price, then sure."

As you can see there are many opinions which is why you need to look at your business specifically.

In This Episode:

In this episode we take a deeper look at some of the things you can be asking yourself to make a decision about whether or not putting prices on your website makes sense or not. A little critical thinking here can go a long way to make this decision easier for you. 

Podcast Highlights

• 0:00 Intro
• 2:02 The Best Poll Done So Far
• 3:53 Some of the Responses that I Got
• 6:01 Ask Yourselves the Right Questions
• 10:55 A Little Goody
• 11:38 Wrapping It Up

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

Do you know why that's your price? Or why you price is what it is?

Many small businesses have no good reason for why they have the price they have except - that's what other people are charging. In my book that is rarely a reason that will make you feel confident. Nor will it give you the best price you can have.

Knowing why your price is what it is, is what's going to give you the confidence to charge the prices that you need in your business. The best price is one that's both good for the customer and good for you. That represents the value and is suitably profitable for the business. Without those conditions being met, you've got the wrong price.

And that's what this episode's guest is here to share with her.

In This Episode:

In this episode I sit down with Bethany Hawkins, CEO & Founder of Crackers in Soup. One of her biggest learnings was that she didn't account for all the costs in her business when she was setting prices. It resulted in her not have a full view of what the businesses needed in profit and in under pricing. She's going to share that and more as we discuss her pricing journey.

Podcast Highlights

• 0:00 Intro
• 2:13 Getting to Know Bethany
• 4:11 The Value Bethany Brings to Clients
• 6:51 How did Bethany Start Her Business
• 9:08 Pricing at the Beginning
• 10:50 Pricing Journey
• 14:06 Most Difficult Thing in Pricing
• 17:31 Biggest Success in Pricing
• 20:37 Best Business Advice
• 22:26 Reason Behind Crackers in Soup
• 24:28 Wrapping It Up

How to Reach Bethany:

Instagram: https://www.instagram.com/bcrackersinsoup/
LinkedIn: https://www.linkedin.com/in/crackersinsoup/
TikTok: https://www.tiktok.com/@crackers_in_soup
Website: https://www.crackersinsoup.com

Book Recommendation: The Silent Patient by Alex Michaelides
Recommended Tool: Asana

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

One thing I've seen an explosion of recently is membership sites and with that comes the question what do I charge my members. It can feel tricky. Often people use membership sites early on as a tool to create a community who's then later a "captive audience" for upselling - you can then sell them higher value offers.

In the end pricing for membership sites will always come down to who am I targeting, what's the value I'm offering and how am I using this offer - like where does it fit in the customer journey.

Sarah Santacroce started her membership site for just that reason: to create community. This sprung from her Hippie background - she just wanted to be there to serve people. She wasn't really thinking about it from the perspective of a business owner. And that's part of what led to her under pricing the offer and consequent burn out.

In This Episode:

I sit down with Sarah to talk about her journey and understand the do's and don'ts from her experience of setting prices for a membership site. After over a decade of running a successful LinkedIn Consulting business, she was inspired to create a global movement that encourages people to bring more empathy and kindness to business & marketing.

As a ‘Hippie turned Business Coach’, Sarah has written two books, hosts the Humane Marketing podcast and works with heart-centered entrepreneurs to question their assumptions when it comes to marketing & give them permission to market their business their way, the gentle way!

Sarah shares with us her own pricing journey as well as how she approached pricing for her membership site and how it's evolved. If you've thought about having such a site and are curious about one woman's experience, then this episode is definitely for you.

Podcast Highlights

• 0:00 Intro
• 2:03 Getting to Know Sarah
• 6:00 The Value Sarah Brings to Clients
• 7:01 Pricing at the Beginning
• 10:02 Burnout Changed Things
• 13:10 Be there and Discuss
• 19:07 Different Platforms
• 21:01 Takeaway from Discussion
• 23:50 Wrapping It Up

How to Reach Sarah:

Twitter: https://twitter.com/sarahsantacroce
LinkedIn: https://www.linkedin.com/in/sarahsantacroce/

The One Page Marketing Plan: humane.marketing/1page

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

Recognizing when to make changes in your pricing is an important part of managing prices in any business. I've had many people on the show who shared with us that it took them quite a long time to both realize and then accept that they would need to change prices in their business. You may struggle with that as well. And it often has quite a negative impact on business, especially growing a younger business.

This is why it's so important for you to be able to identify and then monitor the main price drivers that affect what you charge.

If you're periodically checking those things and/or when you're monitoring the ups and downs of those price drivers, you'll be able to not just see the signs that you need to make a change. Often you'll see those signs before they become a real issue. You can get ahead of things - awesome! You'll have more time to mitigate circumstances related to those price drivers (like find a new supplier if the current one's price has become too high). Plus you gift yourself more time to decide what to do with your price and how to implement any changes in the most effective way.

In This Episode:
 
In this solocast episode I share with you 5 signs that'll help you know when to make those important changes to your pricing. Use what you learn to think reflect on the things that are impacting your prices. Make a plan so you can keep a watchful eye on those drivers and how they change. It'll help you be more prepared and ready for what needs to comes next.

Enjoy the episode and of course if you have questions you can always reach out and ask.

Podcast Highlights

• 0:00 Intro
• 2:11 Why Your Prices are Going to Change
• 4:08 Be Careful in Communicating the Price Change
• 5:45 Some Ways are More Effective than Others
• 7:33 Wrapping It Up

It's often the case that when you don't feel confident about what you charge you make judgements or even decisions for your customers. Ones that aren't yours to make. It often shows up in the form of granting unnecessary discounts. For example if you've offered discounts before someone asks for one, before they've objected or before you've understood how they value your offer.

Unnecessary discounting is one way in which businesses sabotage themselves. Don't get me wrong there's a time and place for discounting in some businesses. But more often than not people have offered discounts not because it was a sound business decision. The three main reasons they've done it are fear, it's what they learned from being a consumer or that's what everyone else seems to be doing. None of those are good business reasons. You have to be smarter about your discounting tactics, otherwise it destroys value, it hurts your confidence and it will definitely drain your profits.

In This Episode:
 
In this episode, I sit down with Rahgna (RJ) Lewis, the CEO of RJ Lewis Digital. Rahgna Lewis is an Army wife and a mother of three. A tinker by nature and a recovering web developer, she created what is now RJ Lewis Digital in 2010 – a boutique agency that specializes in operations strategy and business management. RJ and her team collaborate with small business owners and teams to refine processes, implement procedures, and incorporate the tools they need to get work done — smoothly.

Rahgna shares with us her pricing journey. She reflects on how at the beginning she was offering discounts no one even asked for. What led to her doing that? How did she realize there was an issue? What impact did it have? And how was she able to turn things around? What does she recommend to those of you who find themselves behaving in a similar way? She shares that and so much more.

Enjoy the episode.

Podcast Highlights

• 0:00 Intro
• 2:06 Getting to Know Rahgna
• 3:29 Pricing at the Beginning
• 7:40 Things Rahgna Learned in Pricing
• 9:13 Offering discounts
• 12:06 A journey of Self-Discovery
• 15:00 Wrapping it Up

How to Reach Rahgna:

Twitter: https://twitter.com/rjzbossaf
Instagram: https://www.instagram.com/rjzbossaf/
LinkedIn: https://www.linkedin.com/in/rjzbossaf/
Telegram: https://t.me/theownersperspective

Link to all-in-one audio & video editing tool: https://www.descript.com/

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work togeth

Let's take a look behind the scenes.

In this special 100th podcast episode I’ve asked colleague and friend Pauliina Rasi to come on the show and interview me. It’s time for me to be the one in the hot seat and to answer your & her questions. It was exciting and a little daunting.

Looking back on my business journey. It’s been just over 5 years since I started the business. At first it had multiple personalities – pricing, communication and mindfulness. Seriously, I tried to do them all. I quickly realized it was confusing for clients and a lot of work for me. Pricing was clearly where I could make the biggest difference, so I rolled it all together. That’s right the mindfulness and communication elements are still there, they are tools that I use to help you improve your business and pricing. While I emphasize the Pricing elements and it’s why most people come to me, they quickly realize I’m helping them with so much more.

Reflecting upon the podcast, I realized I didn’t have a specific goal other than to bring you listeners great content. To help you improve your businesses through a better understanding of Pricing, it’s tactics and strategies and how to use them in your business. It’s been challenging at times for sure, I even thought of stopping once or twice. In the end, I knew it was best to continue. It’s all been part of the journey and it’s led me to where I am today. 100 episodes, 54 guests and thousands of downloads have led me to one conclusion – I’m in for the next 100. Are you?

I’ll continue to strive to bring you the great content you desire and seek. While also bringing in new topics, ideas and guests. I mean it when I say if you have an idea or a suggestion for the show, please share it with me. If there’s someone you’d like to see come on the show – share that too. That’s one way I will continue to build an even better experience for you.

In This Episode:
 
Pauliina and I discussed my path to becoming The Pricing Lady. I share some of the experiences I’ve had in my business, some things I’ve learned from the show, my favorite episodes (ugh it’s so difficult to choose), as well as some of my ideas for the future.

Thanks for celebrating with me and enjoy the show!

Podcast Highlights

• 0:00 Intro
• 4:57 Getting to Know Janene
• 10:17 Pricing and Engineering
• 11:30 First Steps as an Entrepreneur
• 17:30 Early Lessons Learned the Hard Way
• 20:20 Impact of Geography and Culture on Pricing Strategy
• 22:25 History of TPL The Podcast
• 29:49 Your Mindset is Everything
• 35:33 A Way of Being and Behaving
• 43:26 Janene's Recos
• 45:54 Going Forward
• 48:33 Janene's Dream Guest
• 49:45 Wrapping It Up

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/boo

When it finally dawned on me that I'd done nearly 100 episodes, I couldn't really believe it. Have I really come that far and been doing this that long. It almost feels like yesterday that I started. An entrepreneur's journey is by no means an easy one. But when you can stick with it the rewards are many. And I've asked three very special guests to join me to celebrate as we approach the 100th episode.

Amanda Berlin, has been a guest more than once on the show, she was also the first coach I worked with in my business. She always has great insights and an interesting way of expressing things. It's such a pleasure to have her joining me.

One of the impressions I had of  Dr. Carrie Graham, after she was a guest on the show was her ability to share so openly for the better of you listeners. Such authenticity can be hard to find, she does it with both grace and power. Something we can all do with more of.

Last but far from least, Simone Köchli. Her passion for sustainability and making an impact is contagious. She's a follower of the show and I remember during one of our conversation she shared how she went through so many episodes to really understand pricing better for her, her co-founders and the business.

In This Episode:
They are each amazing in their own right, and lucky me (and you) I've brought them here together so we can learn from their lives and experience. In this episode we celebrate the podcast, the journey of the entrepreneur and so much more. Enjoy the show.

Podcast Highlights

• 0:00 Intro
• 2.38 Getting to Know the Guests
• 3:06 Childhood dreams  & aspirations
• 7.46 Best course you ever took
• 11.51 What's the value you bring clients
• 16.43 Reflections as a previous guest
• 23.41 Insights from a follower
• 26.07 The whole of your experience
• 29.29 Something you'd like to see on the show
• 32.59 What led you to start your business?
• 37.33 Tip from Carrie
• 42.24 Lesson learned from Simone
• 43.34 What's motivates Amanda?
• 52.35 Wrapping it up

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

One of the people I had on the show earlier on observed that Coaches are terrible (in general) at valuing what they bring clients and it has a terrible impact on what they do with their pricing. This isn't really their fault.

With good intentions the coaching programs sometimes provide business advice, like what to charge clients. But this isn't their expertise, often the advise is lacking and sometimes even detrimental to the process of building a coaching business that will be there for the long term. I've worked with many coaches over the years and have experienced their struggles. More importantly I've seen the power of what's possible when they understand the value they bring and can confidently charge for it.

In This Episode:
 
In this episode I share with you 5 Pricing Tips for Coaches to Build a Stronger Business. This is based on what I've learned in my business, from those I've interviewed and from working with my clients.

Podcast Highlights

• 0:00 Intro
• 3:32 You Buy It For What’s Inside
• 7:08 Elevate Yourself into Expert Mode
• 9:41 They just Do What Everybody Else is Doing
• 11:43 Trying to Fill your Bucket with Profits
• 14:16 Discounts Always Come with a Trade off
• 16:48 Wrapping It Up

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

Most of the time the biggest thing standing in your way is you. Often it's subconscious and so your job is to start recognizing when you're in your own way and figure out how to shift things so you can progress. It's also true when it comes to doing pricing in your business. Your mindset, your understanding of pricing and you're ability to work through the blocks that are in your way are tantamount to you getting where you want to go.

That's been true for me, for nearly any business owner and it's true for you too. Not only that as you and your business evolve you will be faced with new opportunities and challenges that require you to....shift again. That's precisely what my guest in this episode shares with us.

In This Episode:

In This Episode, Heidi Gruss, a licensed Psychotherapist and Transformation Strategist shares with us how her own mindset impacted her pricing. We discuss what happened, how she's been able to shift things and what she still does today to stay on track.

Podcast Highlights:

• 0:00 Intro
• 2:15 Getting to Know Heidi
• 4:25 The Value that Heidi's clients Get
• 7:16 Pricing at the Beginning
• 13:36 Changing Your Perspective
• 16:24 Shifting of Mindset
• 21:01 Pricing and Sales Call
• 25:20 Wrapping It Up

How to Reach Heidi:

Facebook: https://www.facebook.com/heidi.gruss
Instagram: https://www.instagram.com/heidigruss/
LinkedIn: https://www.linkedin.com/in/heidigruss/

Link to How to Eliminate Burnout: https://bit.ly/3bCqOVn
Website: https://www.heidigruss.com/

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

*********

Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

What are the things that businesses do well to improve their pricing? That's a great question. I often speak about the mistakes people make but this time I wanted to focus on what you can and should be doing with pricing to help you. We are in unprecedented times, things are changing so fast around us we can example after example of how those who are most adaptable are the ones who come out on top.

Looking at best practices in pricing can help you make sure you're focusing on the right things and taking the best actions at the right time. These are just a few of the pricing best practices that small businesses can use. They are also in my experience the most important.

That's why in this Solocast episode we are taking a look at the 5 Pricing Best Practices for Your Small Business in 2022 and Beyond. Let's make sure you're getting it right sooner rather than later.

Podcast Highlights:

• 0:00 Intro
• 2:12 Pricing Must be Aligned
• 4:38 Pricing Segmentation is Your Friend
• 7:42 Pricing Must be related to the Value you Deliver
• 10:01 Reality of Value Communication
• 11:22 Pricing Needs to be Fair
• 12:58 Your Prices Need to Change
• 15:30 Wrapping It Up

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

One of the biggest mistakes small businesses make is not understanding what it is going to take to achieve the profitability they want to make. And yet it is so important to building a successful business. When you don't understand what it will take to achieve your goals (maybe you don't have goals), how could you possibly be doing the right things

...the answer is...

You can't.

That's what my guest on this episode, Maryia Ramanava, shared with us. It was only after having achieved 100 customers that she realized she was not turning a profit. The shock and horror.

In This Episode:

In this episode I sit down with Maryia Ramanava, Founder of No Makeup Marketing. She shares the "dirty laundry" around pricing in the early stages of her business. She's honest about how she was crusing along, totally booked and the moment she realized in spite of all that apparent success she wasn't earning any money. She shares with us what that was like, what she did and how she's used what she learned to shift her business to a more successful track.

You're going to love her story and I'm sure you can learn from her mistakes and successes. Enjoy the episode.

Podcast Highlights:

• 0:00 Intro
• 2:35 Getting to Know Maryia
• 6:42 Pricing at the Beginning
• 10:20 I realized I wasn't Turning a Profit
• 14:53 Wrong Prices can affect your Confidence
• 18:26 What did Maryia do Differently
• 26:05 Pricing will Change over time
• 30:10 Higher Price will never break Anything
• 32:05 Wrapping It Up

How to reach Maryia:
https://www.facebook.com/maryia.ramanava/
https://www.facebook.com/groups/nomakeupmarketing
https://www.instagram.com/maryia.ramanava/
https://www.linkedin.com/in/maryia-ramanava/

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

*********

Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

One of the questions I get most often from people is when should I start looking at pricing. Most experts, myself included will tell you as early as possible. Why? Because you need it to understand the profit story of your business. To understand what it will take to be profitable. To explain to investors, partners, banks and others how effective your business model is. You can't do that without having had a real good look at pricing.

But most, way too many businesses leave it to the last minute and then struggle. That's in some ways what happened with my guest in this episode.

In This Episode:

Pauliina Rasi shares with us her pricing journey as she looks back at where she started with pricing. Why she started there. What it meant for her business and how it felt. As well as how her pricing has evolved, what changes she's made and what it's meant to her and her clients.

She start by sharing that at the beginning pricing wasn't even a thought for her. She was focused on other things. I think you'll find a lot in this episode that resonates with you. Enjoy!

Podcast Highlights:

• 0:00 Intro
• 2:46 Getting to know Pauliina
• 4:12 The Value that Pauliina's Clients Get
• 5:57 Pricing at the Beginning
• 7:49 Time based Pricing
• 9:50 Value for Each Client
• 11:11 Clarity in Strategy
• 12:58 Confidence and Experience Aspect
• 14:38 Pauliina's Framework for Pricing
• 16:18 Setting up your Prices is a Process
• 17:08 When to Invest in Yourself
• 19:02 Wrapping Up

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

*********

Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

Many businesses use cost plus pricing to determine their prices but what is the role costs in pricing?

Cost-plus pricing is one of the most widely used methods for setting prices, but it also more often to not leads to over- and underpricing. While understanding costs is important to having a successful Pricing Strategy and understanding your profit story, relying on them too heavily puts your business at risk. It begs the questions what is cost-plus pricing. what are the disadvantages, why do people use it and what should you base your prices on instead.

We look at that and more in this episode.

Podcast Highlights:

• 0:00 Intro
• 03:03 Understand What Cost Based Prices are
• 5:00 Limits Flexibility in Your Business
• 06:35 Competition in the Marketplace
• 08:40 Why do People Use It
• 10:16 Costs shouldn't Determine Your Prices
• 12:03 Understanding the Profit Story
• 13:10 Wrapping it Up

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Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)

"For a long time pricing was this great big mysterious thing. I didn't understand where the numbers came from."

If you feel or felt this was then you're not alone. Pricing is rarely taught, in fact most people don't even know there are people out there who are experts. Your job, one of them, as a business owner is to demystify pricing so that it's not so difficult for you to do. Learn what you need to know and figure out how to make it simple for your business.

As I discussed with this episode's guest understanding value is the key to opening up that mysterious little box you call pricing.

In This Episode

I sit down with Geraldine Carter, Owner of She Thinks Big Coaching where she helps CPAs get out of the accounting rut. Her clients routinely double their margins in 6 months or less while working fewer hours. She shares with us her own pricing journey. How she went from just doing what everyone else was doing and feeling like pricing was a great big mystery to realizing it's a powerful toolset for her and her clients to master. We talk about that and so much more. Enjoy the episode.

Podcast Highlights

• 0:00 Introduction
• 02:07 Getting to Know Geraldine
• 06:30 What Value Clients get from Geraldine
• 08:26 Pricing at the Beginning
• 15:49 Most Businesses and Services Lack and Understanding of the Value
• 18:55 Is Pricing more Art than Science
• 24:55 I can't do that in my Industry is not (a fact) it's a Thought
• 26:51 Pricing is Something that I can Learn
• 28:05 Wrap Up Questions

How to Reach Geraldine:

LinkedIn: https://www.linkedin.com/in/geraldine-carter/

Website: https://www.shethinksbigcoaching.com/

Don't go yet. If you're enjoying the show please rate and review. It helps us spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Thanks for Listening.

*********

Reach Out, Connect or Book a Call with Janene

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard (www.thepricinglady.com/pricing-scorecard). Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Contact Janene (https://thepricinglady.com/contact/)

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Discovery Call today! (www.thepricinglady.com/book-a-call)