Price Setting:
My Clients Will Leave if I Raise My Prices. Really?
by Molly Gordon, MCC
Has price setting been a prime concern for you recently? If you hesitate
to raise your prices because you are afraid your clients will leave, take
the issue to inquiry using The Work of Byron Katie. Here is how
it can work:
"My clients will leave if I raise my prices." Is that true? If your
answer is yes, ask question 2: "Can I absolutely know my clients will
leave if I raise my prices?"
Whatever your answer to that, go on to question 3: "How do I react
when I believe that thought? What happens?"
Go inside and watch how you treat your clients and yourself when
you believe the thought. Notice how your body reacts. Take your time.
You may discover something like this:
When I believe that thought I feel heavy and tired. It's hard
to get excited about work. I love my clients, but with this thought
I feel as if they are draining my energy sometimes. I worry about
how I can lead a workshop if I can't afford to print a decent workbook.
I get cranky and inattentive because I don't take enough time for
rest and recreation.
I treat myself like a workhorse. I drive myself to do more for
more clients so that I don't have to raise my rates in order to earn
more. I tell myself I can't risk rejection. I treat myself like I
am needy and inept.
I feel sadness in my face and eyes. My mouth and throat are tight.
So is the back of my neck. I want to run away and hide.
Now it is time for question 4: "Who would I be without the thought?"
Again, go inside and watch how you treat yourself and your clients
when you drop your story. Just watch who you are and how you show
up when you don't have that thought. You may find something like this:
Without the thought that my clients will leave, I see myself
telling a client about my new prices and staying present to them.
Instead of pulling back and putting on a shell to protect me from
their anger or disappointment, I feel very connected and present.
I really care about them, and I care whether or not they choose to
pay the new price. I am peaceful.
Finally, turn the thought around. Look for the opposites of your
thought, then go in and ask: "Is this as true or truer than my original
thought?"
For example: The thought, My clients will leave me if I raise
my prices turns around to:
My clients will not leave me if I raise my prices.
This is as true. For all I know none of them will leave me.
My clients will leave me if I don't raise my prices.
This is truer. If I don't raise my prices I could become more
and more resentful and confused. That's not very attractive to my
clients, and it gets in the way of doing good work.
I will leave my clients if I don't raise my prices.
Absolutely truer. I leave my clients when I charge less than I
need to in order to make a profit and continue to be of service. I've
also left them a hundred times in my thoughts – whenever I have thought
about raising prices.
I will leave me if I raise my prices.
Ooh. Yes, I see how this is truer. I will "leave me" if I raise
my prices so much or so rapidly that I feel disconnected from myself.
(There are numerous audio, video, and written resources at TheWork.com
that demonstrate The Work.)
Then What?
The Work is not about replacing one belief with another. It's about
unraveling painful beliefs and then letting life take its course.
In the example above, if after doing The Work you were clear
not raising your prices would be bad for your clients and for you,
the natural thing to do would be to raise your prices.
It could also be natural to keep your prices the same, if you realized
that you don't feel you have the skill level (yet) to justify a higher
fee.
You see? Questioning the thoughts that keep you from taking action in
your business not only frees you from painful and limiting concepts, it
will show you exactly what to do to optimize your price setting process
and make your business fit "just right."
* * *
 Learn
more about Authentic Promotion - a comprehensive small
business marketing resource that turns marketing and self promotion into
a path of increasing self-awareness, authenticity, and right livelihood.
In particular, the pricing strategies
you learn to apply will build the solid foundation for your authentic
prosperity as an entrepreneur.
* * *
Contact an acknowledged expert
on small business marketing Molly Gordon at:
Shaboom Inc. Life could be a dream…
PO Box 195
Suquamish, WA 98392-0195
mgordon@authenticpromotion.com
As a business coach and small
business marketing consultant, Molly Gordon, MCC, is available in Greater
Seattle Area and internationally |
