In today’s episode, we’re diving into one of my favorite topics: pricing in alignment with your goals. It’s crucial for your success to ensure that your pricing strategies are in harmony with your big vision. Sometimes, setting the right price can be the difference between feeling stuck and achieving your revenue targets. Join me as I explore the pitfalls of misaligned pricing and share actionable strategies to help you structure your prices effectively.

We’ll talk about how to break down your revenue goals, assess the time you have available, and ensure your offerings are positioned correctly.

📜 Action Steps from this episode:

1. Do the Basic Math: Calculate your revenue goals and break them into manageable chunks. Determine how many clients or sales you need and if it's feasible with your capacity.
2. Assess Your Capacity: Evaluate the time you have weekly for client work versus admin tasks. Ensure your number of clients and pricing match your available hours and revenue goals.
3. Understand Your Market: Ensure your prices are positioned correctly for your target audience. Adjust pricing if necessary while respecting the monetary capacity and needs of your ideal clients.

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Sunday Morning Brew Resources

Keywords:

Pricing strategy, Business goals, Revenue alignment, Offer pricing, Pricing for positioning, Revenue goals, Focus Visionary program, Business growth, Client conversion, Entrepreneur math.

Hello.

Hello.

Today we are diving into one of my favorite topics and that's pricing.

Pricing in alignment with your goals, pricing your offers, pricing them to sell, pricing for positioning.

But ideally and most importantly is making sure that your prices are in alignment with your goals so that you can actually achieve them.

And I know that sounds like so simple and so easy, but you would be surprised maybe not to know how many people price their offers and they are not anywhere close to being in alignment with their big overall vision and goals.

And it's one of the main reasons that they feel stuck and that they're feeling like they're not hitting these revenue goals that they're setting.

And it's simply because it's not possible.

Right.

And so that's what we're talking about today.

However, before we dive in, I want to take a quick minute and share with you that The Focused Visionary 8 Week Accelerator Live Beta founding launch is happening and starting September 23rd, there are 15 spots available at the massively discounted rate.

So the Focus Visionary program, you know, I've talked about it for a long time, it has been running, but we, I have revamped it and I am working.

It will eventually be on Evergreen, but I want to run through it live one time with everybody in a small group to get feedback and just make sure I've turned it into like this nine part flywheel.

I'm super excited about it.

So it is ideal for you if you have been in business for at least a couple years and you are feeling like I am not getting where I want to go.

I have all these new ideas, I'm feeling stuck.

I'm sick of spinning my wheels.

I'm ready to get to that next income level, whatever that looks like for you, and you're just not sure how to do it.

So the Focus Visionary, like I said, proven framework, it's already working.

It's already there.

We're just making some slight changes and because of that, I'm running it live eight weeks starting September 23rd.

You will have me 100% throughout the entire program.

So link is in the show notes.

There's 15 spots available we starting on the September 23rd.

So you don't have a lot of time to make a decision.

It will never be at this price again and it will likely never be in this format again.

So if you want it live, go check out the link in the show notes.

Okay, so let's talk pricing.

Pricing in alignment with your vision.

What does that mean?

What does that mean?

How many times have you Set a revenue goal.

Let's just say the overarching be all, end all goal for most people is to hit this 10k months, right?

Or $100,000 a year.

Which $100,000 a year, not including taxes, not including your expenses, is a straight $8,000.

I could get into all the different things of why 10 or 8 is not even really enough.

If you're really wanting to hit six figures.

But we're not going to, for the purpose of this example, we are going to say everybody's like big grandiose vision is to hit 100,000, which is $8,000 a month.

Okay, now let's do some basic math.

Okay?

You've seen this math before.

You've seen it for $10,000 a month.

But I'm going to go with eight.

All right, so $8,000 a month could be four clients at $2,000.

It could be 160 clients at $50 or $160 sales at $50.

Right?

Or it could be eight sales at a thousand dollars.

This seems like very basic math.

However, most people don't take the time to do this math and they just pick a number like, hey, where'd you get that number for your offer?

Right?

Like, what did that, what is that based on?

How many hours are you spending?

What are you trying to achieve?

Right?

And so if your offer is, let's say $500 and you're trying, or even a thousand, thousand dollars a month, but it's a done for you offer or a done with you offer, do you have the capacity to take on eight new clients a month?

And remember that it's eight clients at a thousand dollars a month every single month.

So if you have a 997 offer and it's an eight week program, well, then that 997 is technically only $500 per month, which now means that you need 6, 16 people to hit $8,000 a month, essentially.

Right?

Because if you, even if you sell like a two month program, unless you're re, you're enrolling every single month at that two month, and it's like this constant rolling every single two months, you've got to really understand, like, is your pricing in alignment with your vision and your goals?

And then also looking at like, okay, thousand dollars a month and I need eight people.

Where are those eight people?

How many people are in your pipeline do you have?

I mean, if you have a, let's just say a 10% conversion rate, then that means you need to have 80.

Yeah, 80 people.

Right?

I was Like God did.

That sounds crazy, but it's like the truth.

I mean, I think it sounds crazy because again, this is what I mean.

It's not in alignment, right?

You've got to have 80 people in your pipeline if you have on average a 10 conversion rate to convert 8 people every single month.

So I don't really get too far into the conversion rate side.

But what I want you to understand is that your pricing needs to be in alignment with this.

Right?

And there's so many different ways that you can think about this and you can look at this as far as pricing your offers, but you could also break this down into like an hourly format.

So I've got a calculator if you want it.

It's part of the Sunday morning brew resources.

Again, it's all in the resources.

If you've not joined the Sunday morning brew yet, there's like, again, it was one resource every single month for a year.

So I think there's what we're week 35, 36 right now or whatever.

There's almost 40 different resources in there, so definitely jump on that.

But there's a.

I have a calculator in there that will basically say, like, if you wanted to make a hundred thousand dollars a year, and let's say you wanted to take four weeks off from vacation and you only want to work 24 hours a week or 32 hours a week, your average, you need to be making $250 per hour.

Let's just use a round number for every hour in your business in order to hit that number.

Right.

So I do this because I want people to see, like, if you're pricing yourself at like $50 an hour, let's say you, you create an offer and it's one zoom call a month for an hour every single month or an hour a week.

So that's four hours and you price it at 400.

Right.

So even a hundred dollars an hour, well, that's not going to get you to 8,000.

That's not going to get you to that.

A hundred thousand.

Because if you only have.

And whatever that math comes out to saying you need to be averaging $250 an hour, well, guess what?

That's why you're coming up short.

And so you have to have something to base this off of.

There's so many coaches out there that'll just say to you, like, oh, I don't know, I think you should price that at like 15.97 or I think you should sell that for like 49.9, 7, or let's sell this for, you know, 997.

It's like, well, where did that price come from?

What is it based off of?

What is it based off of?

How many hours are you spending to execute this said offer and how many of them do you need to sell to hit your monthly revenue goal?

Is that in alignment?

You know what I mean?

Like, looking at that, it's.

It's not like hard math.

This is not hard math.

It was like one of those, you know, where are we at with like girl math or entrepreneur math or whatever?

Like, this is just math.

I hate to break it to you, but it's not like anything fancy.

It's basically saying, if I want to make this amount of money and divide it by your average cost of your product or your service or your sales or whatever, this is how many you need to sell.

And then you need to look at it and go, is this physically possible for me to sell this many?

Say you have a $50 mini offer or like this small offer.

There were so many people that are like, oh, I'm going to create little $37 offer.

Okay, do you know how many $37 offers you need to sell to hit to 100k?

Trust me, I know.

There's people out there marketing telling you that you can do it, that you can scale your business to a hundred thousand or six figures or more with a tiny offer.

Yeah, you can with a whole lot of them that.

We're not talking like 10amonth.

Okay, I've got my calculator right here.

I'm going to do it.

100,000 divided by 37, that's 2,700 sales in a year.

Divide that out by 12, it's 225 people a month.

225 people a month need to buy a $37 offer.

You have to have a mighty large audience to convert 225 people a month.

I'm not saying it can't be done.

I'm not saying at all that it can't be done.

But I'm saying be realistic about it.

Do you have.

Is your audience even 225 people?

Right?

Like, is your warm audience 225 people?

How are you adding to your audience every single month to get to that?

Okay, so that's part one of the whole pricing in alignment.

Think about that.

Like, are my prices.

Go do some basic math and look at it and go, am I ever going to get there?

Because the other thing that you've got to take into consideration is the amount of time you have to spend.

Remember that scenario I gave you where I said you have 32 hours a month?

Well, if you have 32 hours a month or a 32 hours a week and you have admin tasks, right?

So how much time do you have to spend to do your admin stuff?

Marketing, podcasting, we all have admin.

So how many hours a week do you spend on admin then?

You gotta minus out from that 32 hours.

How many hours you spend marketing or networking, right?

Do you have, are you involved in certain programs?

Do you have coaching programs?

Do you go to a Mastermind event?

Do you attend networking events regularly?

You got to take that time out of how much you have to work off of.

So again, now maybe you're down to 20 hours a week.

Well, if let's say you're a VA and you're selling a 20 hour package, that's technically only four.

You can only take on four clients because you only have 20 hours.

Remember now, minus all your time admin and where you're marketing and everything else, you only have 20 hours a week to work.

So if you only have 20 hours a week to work, that's only four clients that you can take on.

So you've got to make sure your offers are priced so that those four offers, those four people hit your revenue goal.

If they don't, you've got to either add more hours, you've got to increase your price, you've got to reduce how much time you're spending on admin, whatever it is, or you're going to put yourself over capacity, you're going to be working all the time, you're going to burn out, you're going to spin your wheels, you're going to, you're going to be making good money and then eventually you're going to burn out.

So you have to understand your capacity.

Now let's flip this a little bit to pricing about positioning and pricing and positioning to make sure that your, your prices are now they're in alignment, but are they in alignment and are they positioned with your current audience?

So let's say you do all of this math and you realize, wow, I've got to raise my prices.

I've got to raise my prices because I only have this many hours and this is how much money I want to make and I'm never going to make it with my offer at this price.

Okay, raise your prices.

Is your audience the people that are ready to buy or the people that are currently buying from you, are they in A position where those said new prices are in alignment with them or do you need to go out and position yourself and find a new audience?

You've got to really look at this is like who is your ideal client?

How much money are they making?

How much revenue are they bringing in?

How much money do they have to put out for your said offers right now?

Again, I'm a huge fan that like I don't make decisions on, for anybody on how they spend their money.

It is not up to me.

This is my offer, this is what I can char, this is what I'm charging.

I am willing to hear your feedback and we will see if there's a way that we can make it work.

If it doesn't work for you, however, like, it's not up to me to make that decision of whether this is a good price, expensive, too much, too little, whatever, for other people.

So be very mindful of that.

People's buying decisions and people spending is not your decision to make.

Do not make those decisions for other people.

Okay?

You present your offer and it's either a good fit or it's not.

And you're either willing to work in finagle it or you're not.

That's okay.

That's up to you.

So don't make those choices.

However, if you are pricing yourself outside of your market, like if you know your market is brand new startup entrepreneurs, they're bootstrappers, right?

You can't hit them with a $5,000 offer.

You could but like ethically and integrity, is that what you want to do?

Or would you rather work and have a $5,000 offer to an established business owner who has that money?

They have a little bit more reoccurring revenue.

They have the revenue in there and they're looking for that next level.

I do firmly believe and I, although I don't always agree with this, I really don't agree with this at all.

And I could do a whole nother episode on this about like price equals quality.

But there is something to be said for that.

People do look at like how much is this?

How much does this cost?

And they equate it to value.

I personally do not.

I don't really care what your price is.

I want to know what you can do for me, what your offer is, where you're at in business.

And I don't really care.

Like you're again, you're buying decisions and your pricing and your financial decisions are yours alone.

I don't base value on that.

I mean, I'm the person that, like, still loves all things Walmart.

Like, I'll just be honest with you.

Like, I freaking love Walmart.

And if you haven't been to Walmart in a while, go on TikTok, you'll see Walmart's got a whole bunch of Pottery Barn dupes.

Almost my whole brand new house is Pottery Barn dupes from Walmart.

And nobody would know.

Like, people come in here and go, oh my God, I love this.

It's so nice, right?

And I'm just thinking to myself, really, you do?

I wonder if you would still like it if you told.

If I told you it was from Walmart.

Right?

But I digress.

But you know, because everybody else likes Target, right?

Like, where's this perceived value that targets is any better?

I don't think it's any better.

Doesn't hold up any better.

The quality is not any better.

But again, there is this perception, right?

We've created this as a society, we've created this perception that price equals value.

So you do have to think about that.

You know, even when I was getting ready to launch a new.

And as I'm looking at pricing, like, there's a price in my heart that I want to sell it at because I want it to be accessible, I want it to be available and I want people to.

I want it to be this, like, easy.

Hell yeah, easy, yes.

Like, oh my God, I love it.

And I want people to go, this freaking program is so valuable and we're getting so much out of it.

I can't believe you're not charging more for it.

There's that side of me, but then there's also the other side of me that says, I know that my ideal client that is established and looking to scale and as a sole, you know, as a solo entrepreneur or somebody with maybe a small team is looking to scale, they might look at that number and go, I don't know.

That kind of looks like a little bit of a beginner program.

And it so isn't.

Right?

Like, most of the people in the Focus Visionary have been in business right now for at least five to 10 years.

So it's not.

But the pricing, if I go with my, like, heart centered, like, oh my God, this is such a freaking killer value, it may position it that it's more of a startup and it's not, right?

So there is definitely something to be said for pricing it to your ideal client where they are, what their perceived value of an offer.

Okay, so thinking about that.

Although, again, depending on how your audience, how you market yourself, pricing could mean nothing.

Right?

Like I just said to all of you listening that I want my new program to be this easy.

Hell yeah.

Oh, my God, this is so amazing.

And if I had a conversation with you and I told you this is a result, and these are the results, and this is the client result, Like, I literally have a list of client results from it, and then I told you and you were like, oh, my God, this sounds amazing.

I love it.

I can't wait.

And we were having this nice conversation, and you were like, sign me up, I don't care.

And I told you, and you.

You got the price, and it was, like, really low or lower than you were expecting.

Would you tell.

Like, would you look at me and go, oh, Michelle, that pricing is way too low.

I absolutely cannot do it.

Nope, sorry, I'm just not going to do it.

Like, you price that way too low.

I'd much rather pay higher.

Even though I love you and I.

You know what I mean?

Like, so again, it's all in how you're selling it, right?

So if you sell on more of that relationship base and your audience is already warmed up and they know you and they like you and trust you, like, there is that.

That perceived value isn't necessarily such a big issue.

I mean, actually, this just happened to me.

Like, I wanted to sign up with this strategic coach for my podcast even, and I was.

She put out a new offer, and I inquired with her.

I.

I've known her for years.

I love her.

I'm.

She's seeing results, she's getting results.

And so I was like, you know what?

I'm in.

I want to do this.

And I was really expecting, like, I had a price in my head that was probably double, and I was ready.

And when she sent me the quote and she sent me the information on the offer and it was like, half of what I was expecting, it didn't change my perception of the offer at all, right?

Like, not at all.

I still, like.

And did I look at it and go, holy, this is a steal?

Yeah, I did.

And I thought, gosh, oh, my God, I can't believe I'm getting in on this.

Right?

But it didn't change my perceived value of what I was going to get from her, because I know her, I trust her, I know what she puts into her offers, and I was thrilled.

So, again, there is a level of perception, but it also depends on who you're selling to.

Okay, so the bigger piece here, out of all this whole episode, is that you've got to make sure that your pricing is in alignment with you.

First and foremost, it's got to be in alignment with you.

How much revenue are you trying to achieve?

What is your revenue goal and how many people do you want to work with every single month?

And making sure you have an offer that's in alignment with that?

Can I hit my revenue goal in the amount of time I have available, in the number of clients I can serve in that time?

That's it.

That's really the big three key pieces.

How much time do I have available?

How many clients can I serve in that time based on my offer?

Is the pricing in alignment?

Right.

Do the math.

That's it.

All right.

And if you want to dive deeper into this, this is step number three in the new Focus Visionary program.

The eight week fly.

The new flywheel.

I'm calling it a flywheel.

I love the word framework, but like when you see it in a graphic, it's much more like this amazing flywheel.

And I love it, but it's really in step.

That first step is in unpacking the facts.

And this is facts, right?

This is looking at it.

Is your offer in alignment with the goals that you are setting?

And so if you are struggling with this or you want to dive deeper into this, or you're thinking, you know what, they are in alignment for where I'm at now, but they are not in alignment with where I want to go, then head to the link in the show notes, jump on that founding rate.

You'll never see this offer at this price again.

I promise you that.

I stand in 100 integrity on that.

This is a massively discounted done with you live cohort starting September 23rd.

There's only 15 spots available.

So click the link in the show notes and let's do it.

Let's.

Let's hit that next level.

I hate that word, next level because it's like, what does next level mean?

I don't know.

What does it mean for you?

I know what my next level is.

I don't know what your next level is, but we're going to unpack it inside the Focus Visionary program.

So I can't wait to see you there.

But anyway, until we meet again, what am I trying to say?

I'm like, this is so crazy.

I always trip over my words at the end.

But anyways, what I'm trying to say is, until next time, I love you.

I believe in you and I'll talk to you soon.

Thanks so much for listening today, but remember, now it's time to take action.

My goal is to get you results.

So what is one action you can commit to taking this week?

Feel free to share it with me in my DMs or tag me on your socials.

Not sure what action to take?

Grab the link in the show notes and schedule a strategic power hour.

We we can talk through it together and get you a strategic plan of action in just 60 short minutes.

Oh, and one last favor.

As with every podcast, reviews and ratings are what help us continue to show up and grow.

So if you wouldn't mind, please take a quick minute to leave a five star review on Apple or Spotify and share this episode with a friend.

Thanks.

Talk soon.