You know that terrible feeling that often comes up when you go to name your price to a potential client? The wavering and uncertainty? The clench in your gut and the swallowing you do?
And you know how different that feels from when you’re actually helping a client, when you’re in surrender, in flow, and just giving to someone in the way that you were meant to? Strong, capable, clear, kind, connected… Who wouldn’t want to work with you?
First of all, it’s totally normal to have this split. The way we do money in this culture is so toxic and painful… of course many if not most practitioners don’t feel empowered around their prices, even when they are fantastic, even masterful, with their work.
The challenge? When someone is a potential new client they often are not able to tell the difference between your vulnerable discomfort with your pricing, and your overall healing container.
I’ve seen it before, where someone feels great about hiring a practitioner… and then when the pricing wobble comes in, the potential client starts to worry, often unconsciously, that the practitioner isn’t as strong as they initially thought they were, and so they have doubts about saying “Yes.”
I call this process “unhiring” and it’s so sad! A perfect client that could really be helped, and they don’t step in because of the pricing wobble.
What can you do to avoid it?
Here are a few options to consider when you’re facing this in your own business.
One option: You can heal completely.
This is a little tongue-in-cheek, because, of course, it’s not usually possible to do this in time for that potential client conversation you have coming up.
And, it is important to have an eye toward healing issues with money, and pricing, even though they are emotionally vulnerable.
Important point, you really can become healthier and stronger around money, even when the systemic money issues are still in play.
Another option: You can set your price somatically.
Something I often do with clients is help them to find what I call the “resonant price.”
Sometimes we set prices based on what we think we should charge, or what others are charging, and they just don’t sit right in our bodies or hearts.
I’ve told many clients that it’s better to land on a price that is maybe a bit lower, but that you have an easier time speaking to someone else.
What happens when you do that is you actually get the client, and you feel solid about it. Then, it doesn’t take too many clients at a lower price before you somatically feel good about a higher price… and you can then raise your price.
We have an exercise in our Learning Community that we teach to help do this. In simple terms, it’s about taking the time in your heart and physical body to feel a range of prices, from so low it feels terrible, to so high it freaks you out. And finding pricing that settles inside you more comfortably.
A third option: Being vulnerable and honest.
An under-appreciated third option is about being vulnerable and honest with your potential client. Here’s the thing about vulnerability: because it helps us access truth, it surprisingly also helps us access power.
The floppiness people feel about pricing is because someone is trying to show up as “strong and confident” when they don’t feel that way. People feel that dissonance.
Instead, inhabiting the vulnerability about price, and simply speaking it. “I’d be delighted to work with you, I think I can really help you, and I’m noticing I’m feeling a little shy about naming my price, which is $x.”
Here’s what makes the vulnerability work in this situation.
One, you start by speaking the strength you feel in wanting to work with the client.
Two, you don’t explain or apologize for the price. You speak your emotional vulnerability, “I’m feeling shy” or “I’m feeling vulnerable” and you name the price.
Three, you stop speaking. You don’t apologize. You don’t end with a question, “I hope that’s okay?” Both of those put a burden on the potential client, asking them to make it okay for you.
What if instead, it was just okay to be vulnerable, and then let it just sit there?
Most of the time, the potential client will respect you for being honest, vulnerable and clear, and your strength will be really present in the statement. And they’ll say, “Okay.”
You can do this! You can name your price with strength.
Whether you heal completely, find your somatic price, or are vulnerable and honest… Or, most likely, a combination of those, you can step into feeling comfortable speaking your price, and your clients can then step in with confidence.
with love,
Mark Silver, M.Div.
Heart of Business, Inc.
Every act of business can be an act of love.
An example of both practical and spiritual.
This approach about speaking your price with confidence is a good example of what our Learning Community is full of. It’s not just how-to, although there’s plenty of that. And it’s not just healing and spiritual connection, although there’s plenty of that as well.
What we excel at is this rooted, practical combination of both. Do the healing, but you don’t have to be enlightened to be effective. Take on the strategy, but don’t ignore what’s true spiritually, because the strategy is stronger when it’s modified by what’s true.
We’re open for new members through October 27. Pay from the heart pricing. So much live support.
Take a look: Heart of Business Learning Community
Ask any questions you might have.
