Value-based pricing

Hi! You’re here because you’re a woman who runs a consulting business, and you want to learn how to make it more profitable, more stable, and more fulfilling. In our world, that means being able to get more of the right kind of clients into your business and get paid on your value, not your time, so you can build a business that supports your life, not the other way around.

If you’re like a lot of women consultants, you’re so good at the work you do, but the process of getting new clients feels a bit like unfamiliar territory. You’ve gotten this far with referrals or word of mouth, but you know you should be doing something more proactive (but you don’t want to be salesy). You also know that what got you here won’t get you to the next level in your business.

If that’s you, you’re in the right place.

Here you’ll learn strategies you can use to attract more of the right kinds of consulting clients and get paid more for your consulting contracts, in a way that doesn’t even feel like selling.

Along the way, you’ll discover that you aren’t “bad at sales.” (I promise.) You simply haven’t learned yet. But you can learn how, feel comfortable, and actually be good at it.

We’ll cover the three critical areas to master in order to get higher-paying consulting clients:

Attract (attracting more of the right clients and filling your client pipeline)

Guide (leading a sales process and keeping clients engaged)

Close (helping clients say yes and getting paid more than you ever thought you could).

I'm glad you're here! Let's dive in.

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Consultants often say to me that they know they *should* be charging more for their services.?

They get great results for their clients. They see others charging higher prices.?

But when it comes to naming a higher price, they get nervous and bail.?

Or they try it, get a no, and it knocks their confidence.?

The thing is, you can charge significantly more when you focus on the VALUE you bring to your clients.?

Answer this for me: What’s the value of a yard of plastic, some small plastic pieces, and a canister of compressed air?

$20?

Let me ask it again a different way:

What is the value of a life vest?

It’s just a yard of plastic, some small plastic pieces, and a canister of compressed air.?

But when you’re in an emergency situation, that life vest is priceless.

When we talk about pricing for value, we’re talking about the value of your work to your client.

We’re not talking about how demanding the work is.?

We’re not talking about hours or deliverables.

We’re not talking about the scope of the project.

Take my client, M, for example.

A reached out to me just after she came out of a sales conversation. She was really excited to work with a big-name client.?

She’d scoped out the project and come up with a price using her normal process.

?? She estimated the time it would take and multiplied this by her internal hourly rate.?

?? She thought about “the industry standard” for a job with this scope.?

?? She considered similar jobs she’d done, and used them as an anchor to guide her price.

She calculated the price at $7K.?

Before she submitted the proposal, we walked through the Value-Based Pricing process.

1. We clarified the ultimate value for the client that M had learned in discovery.
2. We created a value-based title for the package to help her client visualize the outcomes they would get.
3. We listed the core activities that were necessary to solve the problem.
4. We added items that provided more value for the client but were low-lift for M.
5. We decided a price based on the value for the client rather than the scope of work or time it would take.

In the end, M signed the client for $37,500. That’s 5x MORE than her original calculation.

ALL because she decided a price based on value for the client rather than calculating a price based on time, scope, or legacy.

Listen, I know how it feels to get nervous about the number because I’ve been there too.

I know what it’s like when you hear those voices:?

“There’s no way they’re going to pay that much.”

“I really want them to say yes.”

“Am I even worth that much?”

But then I realized, there are people doing what I do (and you do) at every single price point. We have the right to charge whatever we want.

Your price is a clear expression of your business strategy, who you work with, the value you provide, and how you want to live your life.

And guess what?

You don’t have to justify it to anyone.

Not through your hourly rate, your profit margin, or however you came up with prices in the past.

You can get paid more to do the work you’re doing right now – if you dial into the VALUE you provide for your clients.?

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Want to implement Value-Based Pricing in your consulting business? DM me with “PRICING” in the first line and I’ll get you a copy of The Value-Based Pricing Formula?.

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To your success,

Leah

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Hi! I'm Leah Neaderthal. I'm a sales coach for women consultants and the founder of Smart Gets Paid.

When I left my corporate career and started my first consulting business, I learned three things very quickly:

1- It’s 1000x harder to sell your own stuff than to sell someone else’s.

2- Marketing is not selling.

3- I had no idea how to sell.

I needed clients, but I didn’t know how to actually get them, and I was terrified of coming off like a used car salesman. It made me doubt whether I was even cut out to run a business.

So I taught myself how to get new clients in a way that feels authentic, allows me to be myself, and that works, consistently. I now teach these techniques to others. Because I know it’s possible to learn how to land clients, and actually feel comfortable doing it, once you know how.

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Whenever you’re ready to start landing higher-paying clients, here are three ways I can help you.

1. Listen to the Smart Gets Paid Podcast

You’ll hear me chat with my actual clients as we tackle their biggest challenges in getting new clients, and you’ll learn sales strategies you can use today in your own business. It's the only podcast that can help you land higher-paying clients in your B2B consulting business. Listen on Apple Podcasts or your favorite podcast platform.

2. Get your copy of the One-Page Sales Strategy

If you’re looking for a clear, easy-to-follow sales strategy for your B2B consulting business, get your copy of the One-Page Sales Strategy, and create a customized, focused strategy for your business, today: onepagesalesstrategy.com

3. Land higher-paying consulting clients with help from my team and me.?

Learn the proven, step-by-step system women like you are using to start landing the clients they really want, get more Yes’s, and get paid dramatically more for every contract, with help every step of the way. Send me a message here on LinkedIn with "Clients" in the first line and I’ll get you the details.