In this first episode of season 5 we talk about setting strong intentions about money to help us be more intentional about our prices. As Ben says, money in and of itself is a poor motivator for most. What motivates us are the things that we can do with the money. Money is a facilitator for acquiring and experiencing these things. The question is then what are these things for you? What would you do with more money? Are those things really important to you? This leads us to talk about...

On this episode of Waking up to Money we want to help you help your customers buy YOU. We all love choice. It makes us feel in control. When it comes to pricing, providing options gives your customers some control. But too many options will confuse them. And unrelated options will confuse them even more. The more confused they are the more likely they'll not buy from you. When it comes to pricing if you're able to provide a manageable number of options that make sense you're going to...

Getting paid what your worth isn’t about accurately itemising your time. It takes acknowledging what your customer says they want, understanding what they need, articulating why they need it and helping them figure out how valuable that is to them. The same outcome can be of different value to different people. And it can be of different value to the same person at different times. Pricing based on value is art that requires skill and an understanding of the science. On this episode Ben...

Most projects a priced based on people's time. The proposal, as well as containing lots of justification for choosing you as a supplier, is essentially a shopping list of project member's time and how much their hourly rates are. This is helpful in terms of being transparent and making feel the client is informed. But IS it really helpful? More information doesn't necessarily mean more power. Unless your client is empowered to make a choice and believe that the price you're giving them...

Earlier in the week I found this article on Medium entitled "What to charge as a freelancer: does value-based pricing live up to the hype?" You can read it here - https://medium.com/free-code-camp/what-to-charge-as-a-freelancer-does-value-based-pricing-live-up-to-the-hype-1af1d4d88ef7 It's a really interesting take on the challenges freelancers face when it comes to pricing. What Benek talks about applies to most people in the service industry, particularly if you do work that can't always...

Do you want to make money while you sleep? That's the promise of passive income. And anyone who doesn't make as much money as they'd like selling their time is attracted to this promise. According to Tim Ferris’ Four Hour Work Week passive income brings promise of freedom, adventure, ease and wealth. But is this always the case. Does pursuing a passive income model actually bring less you happiness because you then become a slave to click funnels and spreadsheets? And, given your...

Pricing for serviced based businesses is such a dark art and many agency owners, coaches and consultants have had to learn it the hard way. But why should it be so hard? There should be more courses about this stuff out there teaching things like: What is a good price? How do you know what your competition is charging? Do you charge by day, by the person or by value? How do you write/build a proposal? What split is there between services and product? Premium and mass market? How...

Focussing on pricing in isolation isn't going to help you get customers. If you don't align how you price with how you market you can waste a lot of time selling to the wrong people. On this episode we talk about how pricing, marketing and selling can fit together and why that's important. Here's a summary of the points that we cover: pricing well is only one component of getting people to buy from you how do you think about the journey of your customer to you? how clearly do you...

On this episode we tackle the challenge of trying to earn more when you don't like talking about money. The bad news is that it's impossible. The good news is that while you can't get away from ultimately talking about money you can start by talking about clarity and commitment. What is it that more money will help you do? It isn't about the money in itself it's about what it can help you to achieve. Picture a vision of the change and impact you want to make and be clear about how the...

On this episode of Waking up to Money we were joined by Nicola Forristal, a People Talent specialist. She has a service that weaves the threads of her corporate career as a People & Talent professional, her therapeutic career and her passion for energy psychology and medicine into a programme that will support and help people languishing in the workplace. Given the current situation where employees are being invited to come back to work she believes employers could make this transition...

Welcome to the new season of Waking up to Money. This episode is the first one after our break following the second Happy Pricing course we ran in April. We learned a lot during that course. Not only about how to run it even better but also about the challenges and struggles you face. During this episode we share some of our learnings from the last cohort and also talk about why it's important to make yourself easier to buy (and how).

Ben and I talk about what we've learned about pricing by launching a course about pricing.

While you may feel like selling something is difficult remember that buying is difficult too. Our customers are always conscious about whether they’re making the right decisions. When choosing a product or service they’re always looking for signals that reassure them that they’re making a safe choice. One of those signals is the price. It’s an unfortunate rule of thumb but most people think that high price equals high quality and low price equals low quality. That doesn’t mean that just...

In the episode we talk about the invisible ceiling we create around money. This ceiling limits how much we’re willing to charge for the work we do and therefore how much money we’re wiling to receive. In reality this ceiling doesn’t exist and is of our own making. We talk about two of the things that contribute to this ceiling: Focussing too much on the work we do and less about the outcomes our clients are wanting to achieve Anchoring are prices to a fictitious number of our own...

On this episode of Waking up to Money we're joined by Sarah and Saskia. They run different types of businesses but had similar challenges: how to be more confident about pricing. Sarah runs a service based business and she was sending out proposals without first talking to her client about money. Ben says that proposals never sell. Proposals are there to reassure the customer they’re getting what they asked for. Your job is to have money conversations upfront so that you can confidently...

In this episode we talk to the energy and mindset we bring to our pricing and selling conversations. When we feel like money is slipping through our fingers we can get into a scarcity mindset that then creates the feeling of fear. When we feel fear we're less able to see opportunity and less open to exploring new possibilities. Happy Pricing is all about exploring opportunities, particularly with your clients. Your job is to explore where the real value is in the work that you do for them...

Our emotional relationship to money impacts how we work with it. And so we're never going to develop our ability to price or sell if we don't also develop our personal attitude to money. On this episode we talk about the 3 toxic myths about money from the book the Soul of Money: There is never enough More is better That's just the way it is We're also joined by listener David Holloway to talk through how our past relationship to money affects us as entrepreneurs.

In this episode we talk about the reasons why customers really buy from you. It isn't about the things (i.e. coaching, training, website widget) but something else. These something elses are usually rooted in two categories: good feelings and solutions. Listen to learn more. We're also joined by Mark Steadman, founder of the podcasting platform Podiant, who shares his situation of launching a new offering and we talk about the role of trust in creating this new thing. If you'd like to learn...

When we first thought about the the title of this episode we thought it would be "When pricing goes wrong". What we ended up talking about was when "selling" goes wrong. Amongst other things we cover the role of timing, alignment and understanding your client's budget. The key message we want to get across is that Happy Pricing is about creating more ease in your business. And that the price in your head isn't important. It's about the price in your customer's head and finding out what...

In this episode we talk about what you need to do find out the price people will pay for your high value product/service.

On our webinars we invite people to ask their questions about how to price better with their clients. Some people might think that this might put their clients off. We don't! Listen to this episode to learn why.

On this episode Ben and Carlos talk about how we can feel more confident when having conversations about price.

On this episode Carlos and Ben talk about how their own money stories limited their growth and how these stories fit in with the rest of what they teach on the Happy Pricing course.