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 by doubling your prices customers will come flocking.What you need to do is understand what is going through your customers mind and which signals they are sensitive to. It could be that one of them is price.We don’t advocate over-charging in order to con a customer. We just want you to be aware that the price you set shouldn’t be about what you think the value is, but what your customer thinks… and how that price makes them feel.During this episode we talk to this at length and answer some questions from our live viewers. These include:Should I charge wonder 450€, 750€ or 900€ for my course?When selling my course should I set a lower price in order to get more customers?Is pricing a service harder than pricing a product?

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 achieveAnchoring are prices to a fictitious number of our own creation that we rationalise as the market rate or a fair margin.If you’d like to learn how to get rid of these constraints and how to price more confidently then make sure to listen.

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 put the right numbers in your proposal and your customer is in the right place to receive them.The pressure isn’t on the proposal, the joy is in the conversation.Saskia runs courses and an online community.Because there’s so much free content on the Internet she gets a scary feeling when thinking about putting a price to her work.It’s the same feeling she got when she first did abseiling and jumped off the edge.Ben reminded her to think from her customers perspective and the solutions and good feelings they’re looking for.There’s value in curating content so that people waste less time making progress.There’s also value feeling part of a community when you’re trying to do things on your own.Having conversations with potential customers and framing the value of what you do against something more expensive (i.e. 1 to 1 coaching) then helps them get more comfortable with the prices you offer.You can find out more about these stories and hear all the feedback we gave Sarah and Saskia by listening to this episode.

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 and then price accordingly.In this episode we talk about gratitude and abundance versus resentment and scarcity. We also talk about how we can be transparent with our clients about how we price and also how to think about imposter syndrome.If you're confident in your abilities and the change that you can make in your clients' lives but are unsure what price to put on your work then this episode (and our Happy Pricing course) is for you!

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 enoughMore is betterThat's just the way it isWe'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 more about how to price and sell more authentically and more powerfully (without feeling slimy) then check out our website.

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 that is.

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.