If you are anything like me you have an easier time lowering your prices than raising them.

The notion that your customers would want you to raise your prices seems downright crazy.

But you know what ... it's not!

I want to share a story. When I was in Atlanta speaking at the WordPress WordCamp conference a woman approached me asking if I offered a non-profit discount.

Now in the past, I would have either said yes, or at least thought to myself: Should I offer a non-profit discount?

I understood where she was coming from. But here is the thing.

If I gave her a non-profit discount then I wouldn't have the financial resources to:

  • Attend conferences where I could learn about industry trends
  • Have an amazing team of experts
  • Pay for courses to increase my skills
  • Hire coaches to continue to grow as a business owner

No, she did not want a discount. What she actually wanted was for me to raise my prices!

You see lowering our prices is actually the worst thing we can do for our clients.

They trust us to be the best service providers we can be. And in order to do that, we need to raising our prices to enable us to keep on growing and keep on serving.

So here is my challenge to you:

Next time you are writing a proposal. Instead of lowering the price. Try raising it by 10%. Your clients will thank you!

And if you need any support, just reach out. It's why I'm here.

PS: If you enjoyed this post you'll love my one on Standing 100% in your Power on Sales Calls.

4 Comments

  1. Rhonda Negard on December 17, 2019 at 8:22 pm

    I remember when you said this to me shortly after I met you, “If I gave her a non-profit discount then I wouldn’t have the financial resources to attend conferences and pay for courses to increase my skills.” That stuck in my memory–for good. It really changed my perspective. I think of it every single time I work on a proposal, before you even published this post. LOL

    • Jocelyn on December 19, 2019 at 12:46 pm

      I even re-remind myself of this when I write estimates also. Someone I know donates a % of her income to charity. Thus, she can hold the perspective that the more she charges the more good is done in the world.

  2. Robert Nissenbaum on December 19, 2019 at 11:33 am

    What if you looked at how you price your services as you do a home for sale. Too high for the market and it won’t get a second look. Too low and it raises red flags. Priced just below comps and it’s a deal, but you make less. Slightly higher, you are still attractive and if the buyer ‘connects’ with the home, there’s value for them to pay more.

    When you know your target market, when your product/service holds real value, when they connect with your brand, higher prices don’t decrease sales.

    • Jocelyn on December 19, 2019 at 12:49 pm

      I agree.

      Pricing also helps to attract the right customers. I find clients in my sweet spot are my favorite and where I excel at serving. Too low and they are too young in business. Too high and they are wanting more than I care to deliver.

      Just right is what we want. Pricing and offering match!

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