The Price is Right

shutterstock_1166568281.jpg

"What price should __________ be?"

This is probably one of the most common and angst-filled questions that my clients and I tackle together. What is the right price for your services? How do you put a price on all the knowledge, education, and wisdom that you've gathered over the years?

There are logical factors you can consider.

What is the value to the people you are going to serve? What do other people who do what you do charge?

Unfortunately, for a lot of healing practitioners, coaches and creative entrepreneurs the price range is wildly variant so looking to what others charge is probably not going to work. And yes, being able to articulate the value you bring to others is really really important, it won't necessarily be the last word on what you charge.

You can start with the end in mind... if you require $100,000 per year to support yourself, you can work backwards into your pricing structure. This is actually a great way to do it IF you don't have any issues around charging for your services, but for a lot of people, the price that falls out of this often makes people want to cry and there is an internal alignment that needs to happen in order to get behind that number 100%.

So what do you do in the meantime?

Start with a range.

I call it the "disgust to throw-up range" - very technical, right? What price is so low that it disgusts you to consider taking it?  What price is so high that it makes you want to throw-up to consider asking it?  The low number causes resentment, the high number causes you to collapse in on yourself energetically - you can't support that number.... yet.

Between those two numbers is your right price.

Finding the Right Price.

You know that range we were talking about above? Think about those numbers.... you feel those numbers viscerally - in your body. Most people view pricing as a wholly intellectual decision. And it certainly CAN be. But I've found that using the built-in guidance system that is your body is FAR better and will give you the perfect price... the price that you can fully get behind, that feels like a fair exchange of what you give.

  1. Find your "disgust to throw-up range" for the service or product you are pricing. Write these numbers down at the top of a piece of paper. Note the visceral feeling in your body... these are both strong, energetic and emotional "no" prices. This is really important information.
  2. Relax fully into your body. Take a few moments to take some deep breaths and relax. Feel your feet on the ground, your seat on the chair, and finally let your attention rest on the rise and fall of your belly. Ahh, nice.  That's better.
  3. Check in with the mid-point number on your range. Visualize in great detail receiving that amount of money for your brand of awesome. Imagine getting the check, or the "You've Got Money" email from Paypal.... breathe it in.
  4. Notice how it feels in your body. If it is still a "no", then you need to move further up your range. If it feels neutral, move up about half as much. If it feels expansive, visualize in tiny increments until you get to the price point where it feels delicious to receive that amount but you are teetering on the cusp of your "throw-up" response.

Let me be clear...the right price for you is the price that stretches you on the high-end.  You feel nervous asking for it, but it still creates that expansive, yummy feeling in your body.

Rinse and repeat for every offering.

This works because it circumvents all the stories we tell ourselves about pricing. All those crappy "shoulds" that we get tangled in. Our bodies do not lie - unless we are letting our minds interfere in the process.

Once you've landed on your right price, notice any thoughts that come racing to the surface about the "rightness" of this price. Now is a great time to work with those thoughts if they don't have anything nice to say - not to push them away, but to acknowledge them and then find proof that the opposite is true.

Then put your new price up.

Visualize how happy you will be to receive that amount. Visualize how much your ideal client will appreciate the change you are helping to facilitate. Feel that expansive energy and let it inform how you share your offers and invite people to experience your work.

Namasté to you, lovely.

XO.NONA

 

13 comments

Leah Shapiro Jan 23, 2013 06:16pm

Great advice Nona!! I've flipped flopped a lot about pricing in the past. I've felt totally empowered about my brand of awesome and put as large price tag on it, only to have everyone I talked to say they couldn't afford it.

I've also priced things so low I just didn't feel good about it. So I changed things.

Now I pick a price that feels right, and I'm willing to negotiate payment plans for people. That really helped me fill my Unleash Yourself Class that I'm running now.

I really love how you suggest that we sit with any negative thoughts about our price- acknowledge them and then look for evidence that it isn't true. Doing so works wonders!!

Read more
Read less
  Cancel
Helen Crosbie Jan 23, 2013 08:32pm

Fantastic Nona - something I & many of my holistic colleagues have struggled with for years! These days I have worked hard enough on my own worthiness to charge a decent sum for my work, and I know not to allow myself to give too much or it drains you.That is a brilliant system for finding your comfortable price "set point"

Read more
Read less
  Cancel

You are sining my song! Great post and you are so right. There is a bit of an art to pricing. xo

Read more
Read less
  Cancel

This is such a cool system Nona! I love your very technical scaling terms, they add an element of fun to the exercise and make it feel more "doable". I have fuh-reaked on out many a time when trying to come up with pricing, and you are so right--it is visceral! I will be using this handy dandy technique as I post new offerings. YAY! Thank you! :)

Read more
Read less
  Cancel
Teresa Deak Jan 25, 2013 02:03am

This is a lovely exercise and it can be augmented by using a pendulum, which is just what I did. :-) Hugs and butterflies, ~Teresa~

Read more
Read less
  Cancel
Amanda Krill Jan 29, 2013 02:58am

Perfect way to explain it. The way I decided the price for my packages was very similar to this. All of them made me feel a little sick to my stomach - like no one would ever pay that much because I'm clearly not THAT good. It was a great way to stretch into my talents, and make myself that good. :-)

Read more
Read less
  Cancel
Lisa Claudia Briggs Jan 27, 2013 08:49pm

Hi Nona.. I love anything that refers us back into our bodies and "out" of our heads for the solutions that are the best fit for us..We can always feel our way to what's going to work.. once in our heads.. big trouble b/c all the beliefs that live there muddy the waters so much.Loved this article.. of course. Love to you- Lisa

Read more
Read less
  Cancel
Christie Halmick Jan 25, 2013 12:46am

Ha! Love the "disgust to throw-up" range. So visceral! I will be putting this into play because I definitely want to circumvent a whole lot of stories about pricing! Thanks Nona!

Read more
Read less
  Cancel

I love this Leah - I relate to going too high and too low. I've found that this system alleviates a lot of suffering... XO

Read more
Read less
  Cancel

I'm so glad this resonates for you, Eyenie! I would love to know how it works for you... XO

Read more
Read less
  Cancel

Teresa - YES!! I completely agree.... so what did you come up with?? XO

Read more
Read less
  Cancel

Fabulous, Christie! I would love to hear what you come up with!! XO

Read more
Read less
  Cancel

I find it can be such a struggle, Helen. I'm delighted that you've found a system that works for you!! XO

Read more
Read less
  Cancel

Leave a comment