Courage, Confidence & Cool Calculations...

1. This Week's Hot Tips:

Before we jump into the most electrifying five minutes in newsletters, I have two important reminders.

We're smack dab in the middle of the Quarter of Courage. (Yep, I just named it that!) So, how about we take one bigger bolder step toward our business goals this week? I’m feeling the momentum. I hope you are too!

Mark your calendars! My birthday is nigh! Sunday, 8/20 is the day I get to wear the birthday crown. ?? Whilst, I am all up in my 40s, I don’t look a day of over 27. Now, before you serenade me with your Grammy-worthy rendition of "Happy Birthday" or send over those roses, here's what I REALLY want: Share this newsletter on your LinkedIn page. And if you throw in a cheeky comment? Well, you're just the cherry on top!

Now, back to our regularly scheduled programming…

Over the past few weeks, I've been having some powerful conversations with some of the coolest founders and B2B consultants who are laser-focused on transforming the workplace. And guess what's been the hot topic? That's right, the big ol' PRICE tag.

"What's the right charge? When's the time to up those prices? How on earth do you calculate a retainer?" While there's a science to this art, the real magic? It starts within, way before you sit across the table from a potential client. Here are my two cents:

1. Confidence: Own the space as a subject matter expert.?Find your confidence in your training, your lived experience, and the fact you have done it before. You are valuable and so is your work. I find great delight in reminding myself of this, “If they had it, they wouldn’t have called me/scheduled this call.”
2. Courage:?I was once told, “You get what you have the courage to ask for…” It is so true! One of the most common fears entrepreneurs face is the fear of losing potential clients due to pricing. However, courage allows you to stand firm in your value. Remember, clients who recognize and are willing to pay for quality will likely be more loyal and appreciative of the expertise you offer.
3. Cool Calculation: Spend time researching your market.?You want to make sure you are consistent and fair AND that you are covering both your direct and indirect costs. This is clutch, we want to make sure you're not just covering your costs but also earning a profit. Without understanding your costs, you risk underpricing and potentially operating at a loss.

2.?Resource Recommendation: 20-minute Pricing Audit

?Attention Founders and B2B Consultants! ??

If you're on a mission to transform workplaces but find yourself tangled in the web of pricing, let's untangle it together. Spare just 20 minutes, and I'll walk you through a comprehensive pricing audit of your services.

Plus, you'll get an exclusive sneak peek at our latest innovation. My team and I have crafted a user-friendly pricing calculator, and before its grand public reveal, we're granting access to a select few.

Don't miss out! Secure your spot now and be among the first to harness the power of our new tool.

3. Reading recommendation: Pricing with Confidence

In the newly revised second edition of?Pricing with Confidence:Ten Rules for Increasing Profits and Staying Ahead of Inflation, world-renowned pricing consultants and thought leaders Reed K. Holden and Jeet Mukherjee share the actionable goods on pricing. This update is a must-read.

4. Quote:

"Confidence in pricing comes from understanding value, not just costs. When you truly grasp the value you bring to the table, you can price with both courage and clarity." - Reed Holden

5. Ask Keita:

Q: Hey Keita! Even after five years in business, I get tongue-tied discussing pricing, especially after a great consultation or proposal review. Will I ever get the hang of it?

A: Absolutely, you will! Pricing discussions can be daunting, but with time and practice, you'll master the art. Here are three actionable tips to boost your confidence:

Lean on Data: Ground your pricing in research-backed data. Understand the market dynamics and the tangible impact your services can have on a client's bottom line. This not only justifies your price but also reinforces your credibility.

Practice, Practice, Practice: Dedicate extra rehearsal time to the pricing section of your proposal. And here's a golden nugget: after revealing the cost, embrace the power of the 'pregnant pause'. Silently spell out your full name in your mind. This gives your client a moment to process and prevents you from prematurely backpedaling.

Own Your Worth: Remember, you're not just offering a service; you're providing expertise. Experts, like you, deserve to be compensated fairly for the value they bring. Stand tall in that knowledge.

Stay confident and keep shining!

If you are a founder or a B2B consultant who is changing the world of work, my offer for a 20-minute solutions call still stands. You bring the challenge. I’ll bring the strategy.?Schedule your time here.

I hope you enjoyed spending a few minutes with me today.

Let's get after it!

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Keita – your favorite Success Bully