Transcripts
Welcome to Live With The Pricing Lady.
Speaker:I'm Janene, your hostess.
Speaker:This show is all about helping you build a sustainably profitable
Speaker:business while making an unbelievable impact on your world.
Speaker:Learn from my 20 years of experience and from my guests as we discuss their pricing
Speaker:challenges, failures, and successes.
Speaker:Pricing is a way of being or behaving in your business.
Speaker:My mission is to help you confidently charge for the value you deliver.
Speaker:Pricing is either hurting or helping your business.
Speaker:Let's make sure it's helping you reach your dreams.
Speaker:Hi, Jeanie, welcome to the show.
Speaker:Thank you for having me, Jeanine.
Speaker:I'm very excited to be here.
Speaker:I'm super excited to have you along.
Speaker:So don't, why don't we start with a few rapid fire questions.
Speaker:I'd like to know where are you joining us from today?
Speaker:I am just outside of Washington, DC.
Speaker:Ah, super.
Speaker:What would you call your superpower?
Speaker:Ooh, my superpower, I believe, is that I'm a money whisperer.
Speaker:I can tell when people are hedging with their pricing and their value, and I
Speaker:can also see when people have the money and when they don't have the money.
Speaker:Interesting.
Speaker:Look forward to learning more about that.
Speaker:What's one interesting thing you'd like to share with us that
Speaker:most people don't know about you?
Speaker:Most people don't know I'm from the West Coast.
Speaker:Huh.
Speaker:Yeah.
Speaker:I agree.
Speaker:Okay.
Speaker:Interesting.
Speaker:Is that not something you share with people very often?
Speaker:Well, I, I
Speaker:mean, people think I'm like local here.
Speaker:They're, they're like, Oh, you totally grew up here.
Speaker:What high schools you go to?
Speaker:And I'm like, well, West coast.
Speaker:And they're like, what?
Speaker:So.
Speaker:Super excellent.
Speaker:So next question, share with us a bit about what your business offers and
Speaker:how, how you got to where you are today.
Speaker:Okay.
Speaker:Let's say.
Speaker:So my business offers really started from a place of, , I was a counselor
Speaker:and I really wanted to, do this money coaching thing, you know,
Speaker:whatever this was going to look like.
Speaker:And I was trained to do it in two separate modules.
Speaker:And I realized that those offers were incomplete for me.
Speaker:And
Speaker:because I wanted to share more value and give people a leg up and make it easier
Speaker:for them now, instead of like, you know, Buy this, buy that, buy this, buy that.
Speaker:I, I don't really like that as a pricing strategy.
Speaker:And I think people get exhausted from it.
Speaker:Yeah.
Speaker:Cool.
Speaker:Excellent.
Speaker:When you started your business, what was pricing like for you
Speaker:the first time you sat down and had to set a price for something?
Speaker:Yeah, it's a total comparison.
Speaker:This is totally the way I was trained and I'll explain.
Speaker:So I learned how to price myself as a counselor by not independent of
Speaker:insurance companies by like, I've worked how long I know this special,
Speaker:you know, I know anxiety or depression.
Speaker:This is how I treat, you know, and then you just came up with
Speaker:your price and nobody challenges you on it except for a few.
Speaker:You know, I has this this now.
Speaker:I never claimed to be here in the local area to price myself
Speaker:well over two or 300 an hour.
Speaker:Some people do.
Speaker:And that's totally fine.
Speaker:I'm not against that kind of pricing strategy.
Speaker:But you probably want to make sure that you have more than just the price.
Speaker:You better have a very nice office.
Speaker:You better have, the latest in technology, and you also probably
Speaker:better be a member of a country club.
Speaker:And my experience is that people who really want your
Speaker:help don't care about that.
Speaker:So that was my experience.
Speaker:So you totally find your own way by comparison, which is
Speaker:not always a great strategy.
Speaker:Right, right.
Speaker:I mean, there's, it's good to understand where you fit in the marketplace.
Speaker:But if that's the only thing that you're basing your prices on, it can be risky.
Speaker:True.
Speaker:And service service and products are, you know, when I think about it just
Speaker:from a money perspective, like how do you create a price products are often,
Speaker:you know, derived by like an algorithm, but service is like all over the joint.
Speaker:Like, it's amazing to me what people will call, call a service
Speaker:and then put a price on it.
Speaker:And you're like, Oh, okay.
Speaker:I didn't know that.
Speaker:I didn't know you would charge for that.
Speaker:Thank you for letting me know.
Speaker:Right, right, right.
Speaker:So when it comes to the topic of money and pricing, of course, there are a lot
Speaker:of hangups and hiccups that people have.
Speaker:What have been your observations in this area?
Speaker:My first observation is I think the differences between the type of pricers
Speaker:that I've seen, and I know Janine, you and I have talked about this.
Speaker:There are the people that I would say that are bold.
Speaker:There are some that I would say are stubborn.
Speaker:And then I would say there are some that are shy.
Speaker:And then there's some just have no idea.
Speaker:It's whack a mole.
Speaker:They just, it's like they throw anything at the wall, throw it at the wall.
Speaker:See if it sticks.
Speaker:And, and that's a, that's a very costly pricing, you know, process in my opinion.
Speaker:I think it's fine if you're going to do it to start off, if you just, you don't
Speaker:know, and you're just kind of curious and you're very small, but eventually
Speaker:you're going to have to have some methodology, I think, to your pricing
Speaker:eventually.
Speaker:Right, right.
Speaker:So tell me more about the Shy Pricer.
Speaker:I'm curious about that.
Speaker:So the Shy Pricer is one that probably started off a little bit like me,
Speaker:very much in comparison, doesn't always understand their value.
Speaker:And if they do understand their value, they're often a people pleaser because
Speaker:they want to make sure it's a perfect price and they want to give you the
Speaker:best price and then they're going to pull back and give you a discount, which
Speaker:works in the brain very differently from when I say brain, I mean, the
Speaker:money brain and that's it's kind of to your detriment if you do it that way.
Speaker:Right.
Speaker:So what do you mean by the money brain?
Speaker:So I'm so glad you asked, I'm in the world of talking about money brain
Speaker:all day long and everyone else is like, what are you talking about?
Speaker:I'm like, sorry.
Speaker:So if you go to a doctor, they're going to say, no, I'm sorry,
Speaker:you don't have a money brain.
Speaker:And they're right, because your entire brain works with money.
Speaker:But from an emotional and behavioral rewiring perspective, which is what I
Speaker:do, I talk about the left and the right.
Speaker:Now there's always more to the brain.
Speaker:There's always more complexity, but I find that your average
Speaker:person won't not remember.
Speaker:So why, why go there?
Speaker:We're not neurologists.
Speaker:Let's all just kind of cruise along.
Speaker:So when I talk about the left side of our money brains, this is how
Speaker:we primarily understand and learn and practice and fail with money.
Speaker:So it's like, hey we're going to learn about numbers.
Speaker:We're going to learn about logic.
Speaker:We're going to learn about mistakes.
Speaker:We're going to learn about sometimes money trauma.
Speaker:And we're going to learn that from our families, from our communities and, you
Speaker:know, our governments and social media.
Speaker:Yep.
Speaker:That's how we learn it.
Speaker:And it's usually very negative.
Speaker:Yeah.
Speaker:It's not pretty good.
Speaker:So if you want to get to the right side of the brain, which is where you're
Speaker:more likely to experience forgiveness and empathy, if you've made a mistake,
Speaker:you're going to be able to actually harness your creativity to navigate away
Speaker:from a problem or a situation and go towards what the solution, which might
Speaker:be a price or adapting your value in some ways so that the price will fit.
Speaker:And the last piece, what I always love is about activating your, your
Speaker:money brain, like I don't know about you, but sometimes we're exhausted,
Speaker:you know, for all kinds of reasons.
Speaker:And so when you go to approach your business or you go to approach your
Speaker:service or your price, and if you're like, I'm going to start this today, then
Speaker:you're probably going to price too low.
Speaker:And it's not going to be good for you in the long run.
Speaker:And I think people really need to take a good look at like,
Speaker:are you ready for business?
Speaker:Are you ready for a phone call?
Speaker:Are you ready for a zoom?
Speaker:Are you ready to talk to your customers or clients?
Speaker:This is really important because when you're not ready, You owe, like
Speaker:I've seen people miss buying cues.
Speaker:They think that the person's going to buy just like the way they do, which
Speaker:they might take a really long time.
Speaker:Or like I wanted an answer now.
Speaker:, I had a, I had an interesting conversation with, another woman
Speaker:business owner who, her pricing, as far as she was concerned, she was fine.
Speaker:She knew what she was doing, but she would try, she tried to walk
Speaker:away from the sale in front of me.
Speaker:And I was like, no.
Speaker:I actually need you.
Speaker:You don't get away from me like that easily.
Speaker:And she was like, I never thought you did.
Speaker:And I was like, no, I need you for this.
Speaker:And she was like, Oh, well, this is my price.
Speaker:I know.
Speaker:That's why I'm here.
Speaker:Cool.
Speaker:So it's, you know, people are like, I didn't think you need me.
Speaker:Yeah.
Speaker:I've
Speaker:had people tell me, Oh, I'll say, you know, as a business owner,
Speaker:blah, blah, blah, blah, blah.
Speaker:And they'll be like, Oh, I never thought of myself as a business owner.
Speaker:Yeah.
Speaker:Ding, ding, ding, ding.
Speaker:Yeah.
Speaker:You're not just kind of like freewheeling it out here.
Speaker:Right.
Speaker:Right.
Speaker:Yeah.
Speaker:So what would you say are the characteristics of a shy pricer?
Speaker:Like if someone were to like reflect on their own behavior or their own
Speaker:thinking, what are some of the cues they might see that, that might
Speaker:indicate that that's where they are?
Speaker:So my experience as a shy pricer is somebody who wants to get
Speaker:ahead, but doesn't know how.
Speaker:Like their numbers never match.
Speaker:They can't get them to a place that makes sense to them.
Speaker:That's why all the numbers look the same, which is somewhat true
Speaker:and somewhat not true, right?
Speaker:You know, sure, you can price it as anything, but you better
Speaker:know what you're pricing it for.
Speaker:Meaning like what is, you know, the service that you're getting or
Speaker:the product that you're getting.
Speaker:I would also say that these folks are like heavy duty people
Speaker:pleasers and they know that.
Speaker:They know they're probably not going to stop anytime soon.
Speaker:But, you know, again, do you want your ideal client only?
Speaker:Are you, you know, is it like somebody in the ballpark is fine for your price?
Speaker:Or is it just a sweet spot that you just want these people?
Speaker:And I think that's where it really scares people why they become very shy, because
Speaker:it's easier to say you're working on it than committing to this is the price.
Speaker:Right, right.
Speaker:Do you think comparison plays a role in the personality type?
Speaker:Yes, and competition.
Speaker:And I'll, and I'll explain.
Speaker:So, you know, a lot of times a shy pricer is looking out because
Speaker:what other data do you have?
Speaker:You just look out, you know, what, what is a 97 course on anything?
Speaker:What's 27?
Speaker:I've heard, shy pricers tell me like, well, I just want to know what
Speaker:it'll sell at and versus, versus like, what should I price it at?
Speaker:And, and I think that's a very interesting, sneaky money brain
Speaker:switcheroo that we do with our brains.
Speaker:What do
Speaker:you think is, if we could just hit the right price, then it'll sell.
Speaker:And it's like.
Speaker:If you have a strategy behind it.
Speaker:Yes.
Speaker:I call that the build it and they will come theory.
Speaker:Yes.
Speaker:Yes.
Speaker:Gosh, darn Kevin Costner.
Speaker:And that, you know, the corn fields of, I think it was Iowa, but anyway,
Speaker:I mean, we'll just follow this crazy little voice in our head.
Speaker:We're going to knock down the corn, build a baseball farm, and then, or
Speaker:basically, you know, baseball field, and then everyone's going to show up and.
Speaker:It's kind of true, but there was like hundreds of millions
Speaker:of dollars thrown at it too.
Speaker:It's, I mean, in my opinion or my experience, actually,
Speaker:it's rarely how it works.
Speaker:Because people need to understand the value and then your price needs
Speaker:to match with what you're saying.
Speaker:I would say another characteristic of the shy pricer is what I
Speaker:call preemptive discounting
Speaker:where they
Speaker:discount the offer before the client's even seen it.
Speaker:Or they're throwing discounts out there preemptively because
Speaker:they feel uncomfortable with the price themselves and they're
Speaker:afraid of getting that rejection.
Speaker:Yes.
Speaker:Yes.
Speaker:Like I feel like in coaching circles, like the 000 off for the
Speaker:value is a common pricing gimmick.
Speaker:I
Speaker:mean, I appreciate if you're going to give me the discount, but if the thing
Speaker:was always worth 5, 000, but you're pretending you're giving me 1, 500 off.
Speaker:Okay.
Speaker:I mean, I'm going to figure it out.
Speaker:Yeah, I mean, those tactics work more often than we think they would because
Speaker:a lot of buying is so emotional.
Speaker:But again, there still has to be a layer of value expectation
Speaker:there before people will still, you know, will make the purchase.
Speaker:And if the discounts are too deep, then it starts to come on people's radars.
Speaker:It's too good to be true as well.
Speaker:Right.
Speaker:I think so.
Speaker:And I mean, of course, we haven't talked about the shy buyer, but I
Speaker:mean, but the shy pricer for sure.
Speaker:It's somebody who's like, I gotta get it just right.
Speaker:And I hope everyone's gonna like it.
Speaker:And it's like, no, they're not.
Speaker:No one necessarily has to like your price at all.
Speaker:Right, right.
Speaker:Well, before, because I'd like to get into some tips.
Speaker:I'd like to understand the shy buyer a little bit more because I would guess
Speaker:when the shy buyer and the shy price are come together, things get interesting.
Speaker:Well, I think so.
Speaker:I mean, like my experiences of a shy buyer, sometimes they're
Speaker:referred to as tire kickers because they, they mimic the same behavior.
Speaker:They're checking you out.
Speaker:They don't know they want to maybe ask some questions.
Speaker:Maybe they don't want to ask any questions, but they're
Speaker:just, they're lurking, you know?
Speaker:And so a shy buyer might only purchase one thing from you and then
Speaker:they'll study it very carefully.
Speaker:Maybe they'll come back if they think it's a deal.
Speaker:Maybe they'll ask a question.
Speaker:Maybe they won't.
Speaker:And I think trying to, to, to market to a shy buyer is a waste of time and money.
Speaker:It really is.
Speaker:I think it's better to find the buyer that's ready to buy today.
Speaker:I think you were going to spend less frustration on that.
Speaker:Than, you know, somebody who's sort of the lurking secret, not entirely
Speaker:sure may want to ask you 5 times.
Speaker:I've heard them also called the super slow cooker buyer, meaning they need a year
Speaker:and a half to think about this decision.
Speaker:Right?
Speaker:I'm like, you know, that's somebody on your newsletter list, or maybe following
Speaker:on social media who's just staring at you.
Speaker:Right?
Speaker:Okay.
Speaker:Who knows what they're thinking.
Speaker:Combing the
Speaker:archives of your posts.
Speaker:Yeah.
Speaker:Yeah.
Speaker:And I'm sort of like, who has that kind of time and
Speaker:energy?
Speaker:Yeah.
Speaker:I agree.
Speaker:It's a harder sell , in terms of, for a long period of time, you might
Speaker:not even know that they're there.
Speaker:Right.
Speaker:Right.
Speaker:Or you do have maybe like a minor interaction.
Speaker:You try to be helpful and then they just.
Speaker:You know what I mean?
Speaker:Like they just kind of quietly disappear into darkness.
Speaker:They're a little bit shy and we're all like,
Speaker:okay.
Speaker:But I think there's some things that you can do to filter those types of people
Speaker:out, you know, for like your one to one calls or discover calls, whatever
Speaker:you call it, you call that initial call that you have with a client prospect.
Speaker:There are things you can do to not end up on the phone with those people, if
Speaker:you will, or on a call with those people.
Speaker:So that.
Speaker:You know, they have the time to look at without wasting your time
Speaker:by, by hopping on a call with you.
Speaker:Not that it's wasted time.
Speaker:Maybe I'm putting that a little bit harshly, but, , a better use
Speaker:of both of your time, let's say.
Speaker:I actually think that's really a good point because I've seen
Speaker:this more often in people's discovery calls or first meetings.
Speaker:They ask you, are you ready to buy today?
Speaker:Not like, cause then it helps set the tone of you're not going to invest.
Speaker:You want to know.
Speaker:It's a conversation versus if you are ready to buy today,
Speaker:then it's a conversation about here's my product or service.
Speaker:Are you interested in this?
Speaker:Yeah.
Speaker:Yeah.
Speaker:So one of my earlier episodes is actually on the topic of discovery
Speaker:calls and how to position them.
Speaker:Yes, like the pricing.
Speaker:So good topic there.
Speaker:So let's go back to the shy buyer for a moment because we've talked
Speaker:about how to identify if that's where you're, you know, operating right now.
Speaker:So what are the things, some of the things that you can be doing
Speaker:to shift yourself out of that shell shy buyer mode or pricer mode?
Speaker:Yeah.
Speaker:Oh, the shy pricer mode you mean?
Speaker:Mm-hmm . Not the buyer.
Speaker:Gotcha.
Speaker:Yeah.
Speaker:So what I always try to say is, you know, to folks is that if you feel at least
Speaker:80% certain on the price, go for it.
Speaker:Mm-hmm . I mean, you can always change it.
Speaker:Mm-hmm
Speaker:. You can always have a sale.
Speaker:You can always raise your rates, whatever you wanna do.
Speaker:I've learned to just increase my rates because there's certain people I
Speaker:would rather target than other people.
Speaker:I've heard people say this over and over in business schools.
Speaker:Like you will be dealing with people for a thousand dollars on a product
Speaker:or service, like over and over who are constantly dissatisfied.
Speaker:You raise it to 10, 000 and it's all sudden a different buyer.
Speaker:And it's like, yeah you get somebody who's prepared, ready to spend the money
Speaker:and is going to, you know, really get themselves in line to be like, I'm going
Speaker:to take every note that I need to take and ask all those questions and follow
Speaker:what you tell me because they understand the value, like you said earlier,
Speaker:of what it is that they're buying.
Speaker:Yeah.
Speaker:Yeah.
Speaker:I think that's one of the things that to me indicates a shy pricer is
Speaker:someone who really doesn't understand the value of what they're offering.
Speaker:And, and by value, I don't mean like a list of benefits.
Speaker:I mean, the actual economic value of what your offer brings people.
Speaker:And I think that's also an indicator, which means that if you do the work
Speaker:to understand that better, then you can pull yourself out of that
Speaker:shyness mode because you'll feel more.
Speaker:Tell people it's like having the little secret in your back pocket that nobody
Speaker:else knows when you understand that.
Speaker:Yeah.
Speaker:Hopefully other people get it, but you can't rely on them just to know it.
Speaker:You have to be out there doing the work, helping people to understand that.
Speaker:Yes, exactly.
Speaker:Because if people don't understand, a confused buyer, that's like the
Speaker:worst buyer will not buy from you.
Speaker:Like they're done.
Speaker:Like, and there's times that I look at people's stuff and I'm like, what is this?
Speaker:And then I'll try to like, I'll, you know, may I appear like a shy buyer.
Speaker:I'm trying to figure this out.
Speaker:It's not for me.
Speaker:I'm like, I'm obviously not the buyer.
Speaker:I can't get it.
Speaker:Yeah.
Speaker:I don't, I don't even care.
Speaker:Cool.
Speaker:I love this topic of the shy buyer because it's something I've seen so much over
Speaker:the years, still see, , regularly today.
Speaker:I think it's something that's here to stay.
Speaker:, one of the things that I like to talk about in this aspect is that,
Speaker:you know, it's not your fault.
Speaker:fault necessarily that you're a shy buyer.
Speaker:It's only your responsibility to make sure that you pull yourself out of there.
Speaker:One of the reasons I think a lot of people are stuck in this mode also
Speaker:is because The aspect of pricing that they've been exposed to.
Speaker:Yes.
Speaker:It's from being a consumer and the retail industry.
Speaker:And then they try to take what they see happening in the retail industry
Speaker:and apply that to their small business, whether it be consulting or coaching or
Speaker:product or software, it doesn't really matter, but they try to take those
Speaker:tactics and strategies and apply them in a context where they're not suitable.
Speaker:So that's one component, but then the other is sort of these money habits.
Speaker:that people have.
Speaker:what money habits?
Speaker:are really contributing to that as well.
Speaker:So again, I think it's that left side of the money brain and how people
Speaker:try to cross over to the right side.
Speaker:So the habits often are, I have money, I'm right, I'm not going to buy anything.
Speaker:Right.
Speaker:You know, I hear people say that.
Speaker:And next thing you know, they bought something right.
Speaker:And that is a retail thing.
Speaker:That is like retail knows how to kind of slowly position.
Speaker:Like they know how to put all these little things at the end of the,
Speaker:you know, literally the days you had to go through the checking line and
Speaker:then you'd start buying things there.
Speaker:So they knew what it was.
Speaker:Food was the big motivator and some like razors and like lotion and stuff like
Speaker:that stuff that people needed, but forgot.
Speaker:Right.
Speaker:But I also think it's.
Speaker:This really sort of thing that we have that we're like, well, I do have the
Speaker:money I think, but I don't know if I should buy this or I should purchase this.
Speaker:And this gets into our own value.
Speaker:Do I deserve to pay for a service?
Speaker:This is one of the things I think a lot of women business owners, they
Speaker:try to do everything by themselves because that's the way they were raised.
Speaker:That's how they raised their, their kids.
Speaker:They did everything themselves.
Speaker:They're incredibly exhausted and burned out.
Speaker:And you're like, you just paid an extra 500.
Speaker:Somebody would have done it for you.
Speaker:What?
Speaker:Yeah.
Speaker:500 bucks.
Speaker:I bet you had that somewhere, right?
Speaker:You could have charged another client or whatever, you know?
Speaker:And, and I think it's.
Speaker:You know, this confusion too is, you know, I only want to work with my friends.
Speaker:So this is where I think people get really messed up in the shy pricing,
Speaker:shy buyer, you know, conundrum.
Speaker:And that if I'm only working with people that I know where their kids go
Speaker:to school, I like them, dah, dah, dah, dah, that can cause a major problem.
Speaker:If you're trying to ask for the sale and the person's like I don't know.
Speaker:So I'll give you an example.
Speaker:So this woman, I think.
Speaker:I really do think she was along the lines of the shy
Speaker:Pricer.
Speaker:She was working with a friend that she knew in her community.
Speaker:They absolutely needed her help and so she offered to do this invaluable
Speaker:service that they could get another job and this person did not pay them
Speaker:and why because they did not put that front they put it last because you're my
Speaker:friend i'll know you'll pay it they did not they still not paid them Yeah, and
Speaker:I thought it is a few hundred dollars.
Speaker:It wasn't a ton of money.
Speaker:It doesn't matter, right?
Speaker:Right.
Speaker:And then I was like, oh no, you are in this little network of you
Speaker:think because this person goes to the same grocery store to be nice.
Speaker:That you're right.
Speaker:I'll be nice and do this for you.
Speaker:And then you get screwed.
Speaker:And that's a nice way of putting it, but, you know, I always admire the
Speaker:women and men business owners who are like, of course, I'm going to help you.
Speaker:Here's where you sign up on my calendar and here's how
Speaker:you pay and then we'll meet.
Speaker:And if you're not able to do that, great.
Speaker:Here's some of my free stuff.
Speaker:Take it.
Speaker:I remember I had a guest a couple of years ago, Ronna Lewis, and she said, get
Speaker:your mind out of other people's pockets.
Speaker:Yes.
Speaker:You know, and I think the shy pricers also, you know, that person
Speaker:mentality is like, Oh, well, I don't know if they can afford it.
Speaker:And it's not your job as the business owner to decide what
Speaker:your clients can or cannot afford.
Speaker:It's up to them to decide whether or not they want to make the
Speaker:investment.
Speaker:That's right.
Speaker:Because the money can come from anywhere and it's not all credit cards and you
Speaker:know, your parents, but you know, people will just feel like, oh, I didn't,
Speaker:you know, and that's, that's part of what I coach on is to teach people to
Speaker:look at the opportunity is around you.
Speaker:How are you positioning yourself?
Speaker:How are you talking about what it is that you want?
Speaker:What are your goals?
Speaker:What energy or amount of energy you've got that you can actually
Speaker:work on that every single day?
Speaker:Because it's important.
Speaker:Thanks.
Speaker:single action that's going to compound into success, you know, versus people
Speaker:are like, but I thought I just, you know, like I crammed for all my
Speaker:other tests and quizzes at school.
Speaker:You just do everything last minute.
Speaker:And it's like, you can.
Speaker:But you're probably not going to have sustained power to do that.
Speaker:And that's the thing that certain buyers, like an ideal buyer, will
Speaker:say, Oh, you seem to be kind of front and center, but I don't see
Speaker:that you're posting consistently.
Speaker:Before we start wrapping this up, I have one other area that I
Speaker:think is, , let's say typical of the shy buyer in many cases, and
Speaker:that's being afraid to raise rates.
Speaker:Oh, yes.
Speaker:Yes.
Speaker:I think what it is is that they've got some folks, you know, they started them
Speaker:off with a grandfather them and they've kept them at this price as they raise
Speaker:their rates and increase the value.
Speaker:They don't want to have that conversation because they're scared
Speaker:to death they're going to lose them.
Speaker:And I'm sort of like, you know, it's been 5 years.
Speaker:Ask, just ask, you know, Hey, I just want to let you know.
Speaker:Well, that's true.
Speaker:But I find if you just ask them and say, Hey, are you liking my service?
Speaker:You're like, I've raised my rates.
Speaker:I don't know if you know that this next invoice will be da da da.
Speaker:Because when you put it out there, like, did you know not I've raised my rates,
Speaker:Janine, I mean, like, and I sit back, I said, I said, I'm like, this is my arms
Speaker:folded, like, Who the hell told you to have a money conversation like that?
Speaker:You just want to prepare people.
Speaker:So they know, right, right.
Speaker:That's it.
Speaker:Because when people tell me the race rights, I go, Great, how much is it?
Speaker:It's 10 more an hour or whatever it is, or I go, That sounds fantastic.
Speaker:I'd be happy to pay it.
Speaker:And then I went, Yeah, you do the following for me.
Speaker:Okay.
Speaker:I'm happy to pay it.
Speaker:Right.
Speaker:There's a lot of stress behind it.
Speaker:And I love how you preempt it with a reminder of the
Speaker:value that they're getting.
Speaker:That's really important when you're communicating the price change.
Speaker:Yeah.
Speaker:Yeah.
Speaker:Because if they're like, I won't be able to do it, then
Speaker:you can have that conversation.
Speaker:Nine times out of 10, if they love you, they'll pay you the extra.
Speaker:No problem.
Speaker:Exactly.
Speaker:Exactly.
Speaker:I agree.
Speaker:I think the challenge is, is it when you haven't raised them with some consistency,
Speaker:and I've seen this a lot recently, the price discrepancy gets so big that then
Speaker:the conversation feels a impossible.
Speaker:And so it's really important for the shy pricer to understand that you should
Speaker:probably be doing something with your prices regularly rather than waiting
Speaker:five or 10 years and putting yourself in the position of having to do something.
Speaker:Significant, which feels more uncomfortable.
Speaker:Yeah, this is why I love newsletters and social media posts.
Speaker:You can definitely talk, I mean, and usually you see it like around Black
Speaker:Friday and here in America and then also, you know, towards the end of the
Speaker:year, next year, the prices are going up.
Speaker:They don't necessarily what they are, but they are going to go up.
Speaker:And so I go, great.
Speaker:And then when people tell me what their prices are.
Speaker:It's not, it's not like it's 10 million dollars.
Speaker:No, no.
Speaker:It's like a few hundred dollars.
Speaker:It
Speaker:amazes me how, , how stressed out the peep, you know, the person who's
Speaker:selling something gets over a couple of percent increase in their price.
Speaker:And in their minds, there's this image of, you know, thousands
Speaker:of customers running over.
Speaker:and it's, you know, it's, it's unrealistic, for sure.
Speaker:Yeah.
Speaker:Yeah, I actually chuckled at this.
Speaker:I saw this.
Speaker:This is a national news.
Speaker:There's a chain.
Speaker:It's called Waffle House.
Speaker:I've actually never been.
Speaker:I've never felt to go to the Waffle House.
Speaker:Not because I don't like waffles.
Speaker:I've just, I've never been.
Speaker:I don't do a lot of processed food.
Speaker:So I try to That's my thing.
Speaker:But anyway, there's a Waffle House somewhere out there and I'm not
Speaker:saying, but they're having to raise their egg rates by 50 percent like
Speaker:how much they charge for eggs.
Speaker:And I'm like, well, that doesn't sound bad in the midst of, you know, an avian
Speaker:flu outbreak and you know, whatever else is going on in the economy.
Speaker:And, you know, of course they have to find people who are like 50 cents.
Speaker:I don't know if we're gonna be able to eat there.
Speaker:And it's like, come on.
Speaker:Come on, that then that's
Speaker:obviously not in some ways that they hadn't made the
Speaker:announcement and they just did it.
Speaker:Probably 99 percent of people would never even have noticed.
Speaker:But now we know Waffle House is charging 50 cents more an egg.
Speaker:Oh my God.
Speaker:Crazy.
Speaker:Well, why don't we go ahead and start wrapping this up?
Speaker:What's one thing you'd like people to remember from our conversation today?
Speaker:I would love them to remember that the struggle for pricing
Speaker:is a money brain issue.
Speaker:It's not just this isolated thing that showed up in your life.
Speaker:Great.
Speaker:Love that.
Speaker:Do you have a book, a podcast, or something you'd like to share
Speaker:and recommend to listeners today?
Speaker:I don't have a book or a podcast.
Speaker:I'm actually I am publishing a book later this year, but it's not available now.
Speaker:Sorry guys.
Speaker:But, I've not had a podcast yet.
Speaker:I don't think I'm ready for podcasts.
Speaker:Or one that you listen to that you enjoy?
Speaker:Oh, you mean yours?
Speaker:I love, that's how I found you.
Speaker:You're already
Speaker:here listening, so maybe you can come join us.
Speaker:Well, you know, what I do have that is, I have a money type quiz, and that is
Speaker:available on my website, that is, , you can take it, and if you want to talk to
Speaker:me, you'll might find like, We're going to talk about your money making capacity,
Speaker:which is, you know, the whole point of what I'm looking at when I look at your
Speaker:quiz, like, as I said before, that money whisperer, I can tell what's going on.
Speaker:Excellent.
Speaker:So we'll put a link to that in the show notes.
Speaker:And one last thing before you go, if people want to reach out and connect
Speaker:with you, where should they go?
Speaker:GlobalMoneyCoach.
Speaker:com.
Speaker:Okay, we'll put that link there as well.
Speaker:Jeanne, thank you so much for joining me today here on the show.
Speaker:It was a great pleasure.
Speaker:Any last words before we part?
Speaker:Yeah, I'm here to help you make your money work for you.
Speaker:Super.
Speaker:Excellent.
Speaker:All right, everyone.
Speaker:Thank you so much for joining us for this episode of Live with the Pricing Lady.
Speaker:If you have any questions, you can reach out to Jeannie or I. We'll put her contact
Speaker:information in the show notes for sure.
Speaker:I wish you all the best.
Speaker:Have a great day.
Speaker:Thank you for listening to this episode of Live with The Pricing Lady, the podcast.
Speaker:If you enjoyed the episode, rate, review, and subscribe to it, then share
Speaker:it with your friends and colleagues.
Speaker:I love hearing back from you listeners.
Speaker:If you've got comments, questions, or topic ideas, go on over to thepricinglady.
Speaker:com and contact me there.
Speaker:Not sure where to start when it comes to improving pricing and profits?
Speaker:At ThePricingLady.
Speaker:com you can download a copy of my Self Assessment Pricing Scorecard.
Speaker:Find out where it's going well and where you can begin improving.
Speaker:Or just simply book a discovery call with me.
Speaker:There we can discuss what's up with pricing in your business and
Speaker:how I might be able to help you.
Speaker:Thanks once again for joining.
Speaker:Remember, pricing can hurt or help your business.
Speaker:Let's make sure it's helping you reach your dreams.
Speaker:See you next time and as always, enjoy pricing.