Too Expensive? Nope, you just need better aim.

Rant-ey Auntie Coach Kym is in the building ‘cause I'm tired of seeing brilliant consultants undercut themselves.?

We're not selling fidget spinners. We're offering expertise that can transform our clients' businesses and catapult them to the highest of heights. So why are we whispering our fees like some sorta embarrassing clinical condition?

Guys, we gotta get over the "I'm Sorry I Exist" pricing syndrome.

If you're fumbling over your rates or justifying them with a laundry list of reasons, please STOP. Your price is not up for debate. It's a reflection of your value, honed over years of experience, sleepless nights, and countless "Woah - I got it!" moments. This isn’t the clearance rack. You've poured your heart and soul into your craft, and my hope for you is that you start acting like it.

In short, If you've priced your services based on your expertise, the value you bring, and the resources needed to deliver mind-blowing results (and not pulled a random number out of your backside), then own it.?

No stumbling.?

No "ummmmmmms".?

No awkward pauses where you secretly hope the client will jump in and say, "Oh, sure, that's absolutely what I expected to pay! Hang on while I set up an immediate bank transfer…."?

When you say your fees out loud without stuttering and then stop talking immediately after, you're not being arrogant; you're being honest. You're telling potential clients, "This is what it takes to access my brainpower, my strategic thinking, and my proven track record of success."

Your price is your price. Full stop. End of story. Thassit.?

"Wrong Audience" Red Flag

Now, if you find yourself constantly justifying your rates or feeling the urge to slash them the moment your client exhales, it's not that you're too expensive. It's that you're talking to the wrong people.

Think about it: Asda (Walmart for my US friends) shoppers don't wander into Fortnum’s (Erewhon for my US friends...well, kinda...Fortnum’s is a bajillion years older but still spicy-pricey. Though I will say to Team Erewhon, $5.50/￡4.25 for a single cookie is ballsy; I respect that. And I'm sure it's a great cookie, but unless them chocolate chips are diamonds, I prolly ain’t paying it.) expecting bargain bin prices. So why are you trying to sell five-dollar cookies to people with fifty-pence budgets?

When clients reject you based wholly on your fees, they're not saying you're too expensive. They're saying they can't afford you.

Big difference.

And more often than not, it's a sign that:

• They don't fully understand the scope of your expertise. They're stuck on the surface level of what you do without grasping the depth of your knowledge and the tangible results you deliver. In short, you haven’t done the best possible job of explaining it to them, and this usually happens when you attempt to dazzle your potential clients with fancy jargon that ends up confusing them further.
• They're prioritising cost-cutting over getting the good stuff. Many of these clients would rather chase bottom-dollar bargains than invest in services that deliver high-value results. Let them. Rather than deal with their Bollinger requests on a Bud Light budget, walk away and allow them to fu￠k around and find out on their own.
• They're simply not the right client, or you’re not the right consultant. And that's okay. Part as friends (bonus points if you agree to refer the client to a consultant or resources you believe WOULD be right for them), knowing that not every client is meant for you, and vice versa. Beyond this, the name of the game is to figure out an even tighter filtration system so that when you are having conversations that include your fees, you’re doing so with perfect-fit clients who are in a position to make a clear decision.?

"Put It Out There" Pricing Power Moves

Revolutionary idea alert: Put your “starting from” prices on your website and other marketing materials.?

I know; gasp! ???

You scared? You shouldn’t be. It's one of the most powerful things you can do for your business as far as I’m concerned; here’s why:

1. That filtration system we were just talking about? This is the best first step - tyre/tire kickers, BE GONE.

2. It saves you from mind-numbing conversations with darlings who think you’ve all the time in the world for them to “pick your brains.” Some people will still try - but many will think twice when they see how many zeros it takes to engage your expertise.?

3. It positions your services accordingly - so if you offer premium consulting, displaying premium pricing will let potential clients know your good stuff ain’t cheap, and anyone who responds positively to this knows the cheap stuff ain’t good either, so they’re much less likely to question your fees so long as you can back them up with your track record.

Ultimately, visible pricing is a qualification tool for the ages. It acts as a magnet for the right clients and a repellent for the wrong ones, as it reflects the quality, your expertise, and reputation of the consulting brand you’re building. It let’s your potential clients know if they’re in the right room.?

Avoid them “Discount Death Spirals”, tho.

When faced with price objections, it can feel like you’re supposed to save the sale and smash the discount button faster than a QVC employee. Don’t do that. Ever. Here's why:

1. Discounting tells everyone your price was never really your price. It’s giving “super scammy,” even if you’re trying to do your client a favour by taking a loss.

2. If you can't deliver stellar results because you've cut your fee and don’t have the resources to create the magic everyone thought you could, guess what you win? You win a walking, talking, one-star review of your services. How’s that for a grand prize?

Soooo, no. No slashing prices. Ever.

Buuut, Coach Kym - what about those situations where I genuinely want to work with a client, but their budget doesn't quite align with my signature services (maybe they're a dream company for me, or I know they've got connections that could change the game for my business)??

Great question. You STILL don't discount.?

Instead, consider “descoping.”?

So, rather than offering a watered-down version of your signature service, get creative and offer a condensed version focusing on the client's most pressing needs. Can you break down your services into smaller, more manageable phases?

If so, here's how it works:

1. Have an open, honest conversation about their budget. Ask clarifying questions so you know exactly what there is to work with.

2. Take another look at your original proposal of services and identify the must-haves versus the nice-to-haves for your client.

3. Create a tailored version of services that delivers epic results within their budget constraints.

For example, instead of a full business analysis with a 50-page report, maybe you do a focused deep-dive on their three biggest pain points. They get rockstar returns, you maintain your “hourly” rate, and everyone’s a winner. It's not about working for less but finding a mutually beneficial solution that delivers exceptional value within their budget constraints. ONLY if you want to, of course.

And remember: If you can't deliver jaw-dropping results within their budget, walk away. Your reputation is worth more than any single client.

Innnnn closing…

Your business is YOUR business. You make the rules. You set the prices. You decide who you work with.

If a client doesn't want to pay what you're asking, that's fine. Thank them for playing, and move on. There are more than enough clients out there willing to pay for your expertise (niche-depending, obvs - I maintain that “consulting/coaching for your consciousness to manifest your first million” is bullshit. There’s no one who should be paying you for that - feel free to “@” me), so your focus should be on finding those clients and helping those clients to find you.?

Also, your pricing isn't just about “the money.” It's a statement of your expertise, your commitment to your craft and your industry positioning. When you own that and price accordingly, you attract clients who respect what you bring to the table and are more than happy to pay for the privilege of sitting down with you.

Now adjust your aim and go make it rain, Player.