If your offers feel harder to sell than they used to, even though you haven’t changed much, this episode is going to shift how you think about your entire business strategy. In this episode of The Real Truth About Business podcast, I’m walking you through how positioning impacts everything from your messaging to your sales process to your revenue growth. This is for service-based entrepreneurs who are stuck at a revenue plateau and questioning why their offers aren’t landing the same way anymore. After 9 years of experience, I can tell you this is rarely about needing a brand new offer. It’s about how your current offers are positioned in the market. Inside this episode, I’m sharing exactly how I rebuilt my entire offer ecosystem, what triggered the shift, and how you can evaluate your own positioning so your business growth becomes aligned, clear, and scalable.

What You'll Learn:

• What positioning actually means in your business strategy
• Why your offers may not be selling even if they’re “good”
• How to identify misalignment between your messaging and your ideal client
• The role positioning plays in your pricing strategy and sales process
• How to rebuild your offer ecosystem without starting from scratch
• How to use positioning to break through a revenue plateau

Episode Highlights:

[00:00] Introduction: Why positioning is the foundation of your business

[03:00] What triggered the need to rebuild the offer ecosystem

[07:00] Signs your positioning is no longer aligned

[11:00] How messaging, offers, and clients evolve together

[16:00] Reworking the offer ecosystem without burning it down

[22:00] The impact of positioning on sales and revenue growth

[28:00] Practical steps to evaluate and adjust your positioning

Key Takeaways:

Positioning Drives Everything in Your Business

Here’s what I see constantly. Business owners trying to fix results by tweaking tactics. More content. Different platforms. New lead generation strategies. But the real issue is positioning.

After 9 years of working with service-based entrepreneurs, I can tell you positioning is what determines how your offers are perceived, who they attract, and how easily they sell. It influences your pricing strategy, your messaging, your pipeline, and your sales process.

If your positioning is off, everything feels harder. If it’s aligned, everything clicks.

Your Offers Don’t Need to Be Rebuilt. They Need to Be Repositioned

One of the biggest misconceptions is that when something isn’t selling, you need a brand new offer. That’s rarely the case.

More often, your offer is fine. But it’s positioned for a version of your client that you’ve outgrown or that no longer exists in the same way. Your messaging might be speaking to old problems. Your sales process might not match how your current buyers make decisions.

Inside the Focused Visionary Framework, this is where Pricing, Pipeline, and Sales all intersect. When positioning shifts, all three pillars need to be realigned.

Misalignment Shows Up as Friction in Sales

If you’re having to over-explain your offer, justify your pricing, or constantly convince people, that’s a positioning issue.

When your positioning is clear, your audience understands exactly what you do, who it’s for, and why it matters. Your sales process becomes simpler. Your conversion rate improves. Your business growth becomes more predictable.

This is the difference between pushing for sales and having demand.

Rebuilding Your Offer Ecosystem Requires Strategy, Not Reaction

When I rebuilt my offer ecosystem, it wasn’t about scrapping everything and starting over. It was about looking at what was working, what wasn’t, and where the gaps were.

This is CEO-level strategic planning.

You look at your offers as a system. How they connect. How they move people through your pipeline. How they support your revenue growth goals. Then you adjust positioning, messaging, and structure to match where your business is now.

That’s how you scale sustainably without constantly reinventing your business.

Resources Mentioned

1. Book a CEO Strategy Call
2. Learn more about The Missing Piece Intensive
3. Learn more about The Focused Visionary Accelerator
4. Join Back Pocket Insights
5. Download the FREE Lead and Conversion Tracker
6. Subscribe to the Sunday Morning Brew Newsletter

About the Host:

Michelle DeNio is a business strategist based in Sarasota, Florida, specializing in helping service-based entrepreneurs break through revenue plateaus using her Focused Visionary Framework. With over 300 podcast episodes and 9 years running her consulting business, she helps coaches, consultants, and service providers scale sustainably through strategic planning, pricing optimization, and sales process development.

Connect with Michelle

1. Website
2. Threads
3. Instagram
4. LinkedIn
5. Facebook

Hey.

Hey.

Today's episode, it's a little bit personal.

I am going to pull back the curtain on something that I have been actively working on through and making me so cranky in my own business, and that's completely repositioning my entire offer ecosystem.

Not like tweaking, not refreshing, like repositioning every single one of them.

And the reason I want to share this with you is because I know that so many of you are in business where your offers have evolved, your expertise has evolved, you have evolved.

The way that you are presenting and positioning yourself with the world has evolved, and it's just maybe not kept up to pace.

And so today, I am walking you through exactly what I changed, why I changed it, and the core principles behind why positioning is not just about marketing.

It's not about a marketing conversation.

It's a business strategy strategy conversation.

So let's dive in.

All right.

Let's talk a minute about why positioning matters more than probably most business owners realize.

And I touched a little bit on this in the last episode about, like, what to do when you're.

All the strategies stop working.

If you haven't listened to that episode, go back and listen to it.

Because it, it, it definitely touches on some of these points.

But, but here's the thing, is that positioning, it's a word that we hear all the time in the online space, right?

And I think sometimes it's kind of like, well, what does that even mean?

Right?

And people talk about it and use it all the time.

It's used a lot as a selling point of, like, helping, you know, people helping you to create your positioning and all of the things.

But the positioning really is not about your tagline.

It's not necessarily about any, like, I don't know, I don't want to say it's not about the written copy.

It isn't.

But it's again, it's about how your offers, how your pricing and how your client experience signal, like, the level of expertise and transformation that you actually provide.

Right?

And if your offer is not positioned correctly right, it can attract the wrong fit people.

Again, not because anything that you're doing when it comes to your marketing is wrong.

Like, the marketing strategy itself could be exactly what you should be doing.

Right?

It could be that you're podcasting.

Right.

And your podcast is working.

That is a viable marketing strategy.

But if the positioning is off and it's not attracting the right listeners, then it could end up becoming one of those things that.

It's like, I'm doing this thing.

I'M doing, I'm going through the motions, I'm doing what everybody tells me to do, and it's not working.

And that could be a positioning issue.

Right?

It could be that you're.

That's why I'm saying it could really be a business strategy situation here versus a marketing situation, because the marketing itself could be perfectly fine.

The.

The strategy there could be perfectly fine.

It's how you're implementing the strategy and how you position that strategy that can really make something work or not work.

Right.

And so if your positioning is misaligned, you know, it can cause you to, like, undercharge for your premium work.

It can attract, again, we were talking about clients in the wrong stage of readiness, meaning, like you're attracting a client that's not quite ready for the offer that you have or at the level of support that you're bringing.

And so maybe a good example of this is somebody that's a little bit newer, requires a little bit more handholding, requires a little bit more conversation, they need to be talking to you more.

And maybe you have like an asynchronous style offer that's kind of like if you need me, you know, it's designed to be like these quick hits, quick wins, quick fixes type things on an async.

It's not meant to be like talking to them all day, every day.

Right.

That's what I mean by a positioning misalignment is like, it could, if your positioning of that offer is wrong, it could attract somebody that, you know, Async support is usually more designed for somebody who's pretty advanced in business and is just kind of looking for that, like, support when they need it, or like a quick question here or there.

It's not designed for somebody who's brand new starting out and needs like, support every minute to help them create their offers and their pricing and all the things.

Right.

So again, it could just attract the wrong client in the wrong stage of readiness.

Again, they could be an ideal fit client, but if they're not ready for that type of offer, that's where I'm talking about.

Positioning could be a problem.

Right.

It could also create a point where you feel like you're just like constantly having to over explain or over deliver just to kind of justify what you're doing.

And I don't want anybody to think that this is a beginner problem.

In fact, I don't think it's a beginner problem at all.

Because in the beginning, you need to kind of be just doing all of the Things I am not.

I am a huge fan of that.

I've said that before on this podcast and I will continue to say it.

There is a time and a place for kind of that, throwing spaghetti at the wall and seeing what sticks.

You've got to get your feet wet.

You've got to put yourself there.

You've got to try different strategies, you've got to try different messaging, different positioning.

You've got to try all those things to see what works and what doesn't, right?

But this is like the problem that hits like in that three to five plus year mark, I'm at nine years, right?

And I think this happens incrementally, right?

Like, I repositioned my offers back at year three, I repositioned five, seven.

Now I'm hitting year nine and I'm like, okay, they need to be repositioned again, right?

Because again, you're continuing to evolve in your business.

And if you're not, if you're evolving in your business and you're offers are still structured and positioned in the exact same way as they were two years ago, that is going to be a misalignment.

And it's where you're going to start finding yourself getting frustrated.

You're going to feel like, why isn't this working?

I'm working so hard.

Why am I not where I want to be?

Right.

There's all these things that can kind of come up.

And so a question here to ask yourself around this positioning is just like, does the way that you currently present your business reflect what you are capable of delivering?

Right.

Or are you still leading with a version of yourself?

That was two years ago.

Okay.

And I'm going to walk you through.

I told you this was a personal episode because this is something that I have been knee freaking deep in and it's hard.

I'm not going to sit here and say that this was easy peasy.

This is hard.

It's made me cranky, it's caused anxiety, it's caused a lot of imposter syndrome comparisonitis.

Like every possible imaginable feeling that you could have, I have had in the past four to five weeks.

Just because when you are repositioning something, you're really staying like, I'm no longer where I was.

Right.

And now you need people to meet you where you're at.

It's up leveling in a lot of ways.

And that can be very scary.

Okay?

And so I really want to.

That's why I wanted to peel back the curtain here a little bit because I Don't think a lot of people talk about this enough.

I really don't.

And so anyways, let's dive in and let's talk about what I did because it was.

It's not small changes.

It's been big freaking changes.

So anyways, this is not just like little offer tweaks.

The only one that's like a little offer tweak is the Focus Visionary Accelerator.

So let's start there.

Because the Focus Visionary Accelerator is by far my signature program, right?

It's the one when I was literally thinking about my entire offer ecosystem and really looking at like, what was working, what was not working, where I was at in my business, you know, looking at my revenue goals, looking at all of the things and really sitting with all of my offers by a long shot.

The Focus Visionary Accelerator is in my absolute favorite place to be.

It's my favorite offer.

I love every minute of it, right?

It's like all the things I have, it's group program, it's mastermind, it's.

There's a little bit of coursework for those that love to just go back and listen to things on their own.

It's not done with you.

I mean, it's everything.

It's.

It's basically one to one in a group format.

Like every single person has one to one access to me inside of the WhatsApp chat, right?

But here's where it was positioned incorrectly when I started really thinking about this.

If, like, this is my signature offer, but it was priced like, and I was saying, I've got, you know, I've got just my group program.

If you don't want to go into one to one, I've got the group program.

I was positioning my group program as a step down from my one to one offer or, you know, and really positioning it like, oh, it's just my group program.

Kind of like it's a membership.

It's there, you know, if you want support and you need it, you know, you can get it.

It's my least expensive offer.

And when I really thought about it, it really should be my most expensive offer, right?

Because it's my premium offer.

It's the primary way to work with me.

It's the most access to me.

It's weekly coaching calls, need it, daily access inside of WhatsApp.

It's a group mastermind.

I brought in resident experts.

I've got two in there that are in there consistently right now, and I've got a couple of others that I'm interviewing to potentially bring in as well.

Right.

Like if it is this all inclusive, you're in it and you don't need to hire anybody else unless you're hiring done for you type of services.

But from a coaching and strategy perspective, this is a all inclusive type program.

So why am I sitting here going, oh, it's just my group program.

No, it's not.

It's my signature one like group hire hybrid program that is the highest access to me with the best results.

By far the best results come out of that program.

Okay.

And so I really had to think about that because it's like I was keeping that at a very low price.

It was definitely perceived as a lower ticket offer, not necessarily as transformational as it really is because of the price.

People were looking at it like, well, I need something more.

I get it that like people wanted something that felt like it was a bigger program, like they were going to get more of a transformation out of it.

And at the price it was at, I could see that.

I could see where people would think like it's kind of like a starter program, like it's kind of for startup businesses.

And it's not because again, it's really not designed for that brand new in business person because again, we need data to work with.

We need to know what is working and what is not working.

It's not to say that you couldn't come in there, but again, it's really designed for those that are in that three to five plus year range where they've got some data, they know, they have some information, they know what's working and they're kind of stuck.

They're plateaued.

Right.

So what changed around this is nothing really changed with the offer itself.

Right.

The offer is still the offer.

There's some added calls for going through the framework.

For those that don't want to watch the videos, I'm doing live walkthroughs of that now.

I'm adding more guest experts and resident experts.

Those are paid experts.

So that's changing.

But what changed is how I frame it.

Right.

This is not a group program.

It is a high end hybrid container that combines one to one support group, Mastermind, community and built around a proprietary proven framework.

It's three different types of support in one investment.

That sounds completely different.

The positioning of that, of that.

This is a high end hybrid container that combines one to one support group, mastermind and community also built around a proven framework is so much different than saying, yeah, it's just a group program.

I've got my group program that you can you can jump into.

Right.

Because when something is a group program, people mentally price it at group program rates and group program results.

Right?

Oh, I hate being in group programs.

There's always that one person that takes over the, the conversation.

You never get access to the coach.

It's just this cookie cutter copy and paste.

That's not at all what it is.

Nothing like nothing about FBA is any of those things.

Right.

And so when it's positioned as a premium hybrid container with a proven framework, then the conversation shifts entirely.

And so the pricing did need to shift too.

So I actually tripled the price of this.

This had been underpriced for quite a while, but that's a conversation for another day.

I don't want to say anything was past due or that it's been long overdue.

I know a lot of people say like, oh my gosh, that price increase was long overdue.

You've been underpricing yourself for years.

Michelle, thank you.

Thank you.

But not really, right?

Like I do not believe that anything is past due.

I think everything hits in the exact right time.

And had I raised the price, the price has been different because it was different containers.

It was a six month container.

There was an option to add on one to one.

So it's not like it's never been priced higher.

It has been.

So again, I have had it in that way, but it was exactly what it needed to be in the moment.

And had I raised the price prior to being ready to changing in the positioning, you can't just raise the price and not change the positioning.

And if I would have raised the price six months ago or a year ago, the positioning wouldn't have changed because I wasn't viewing it as anything more than my group program because that's what it started out to be.

Right.

So a price increase would not have made that better.

It would not have.

But now it's not only a price increase, it's a positioning reframe.

And I have added things that really, truly make it that high end hybrid container that it has always been and meant to be, but now it's really, truly positioned in that way.

So that is 100% my signature anchor offer.

It's the first and foremost, the one I will offer to everybody when they come, when they're inquiring about working with me.

I will always start there.

And then from there I've got up, upsells, down, sells, cross sells, etc.

Because we always need places to meet people where they're at.

Right.

So the second one That I want to talk about is Back Pocket Insights.

Right?

So Back Pocket Insights was very low cost, $11 a month, positioned as a networking community.

It kind of.

That's not how it started out, but that's where it ended up, right?

It ended up being positioned as a networking community.

Go in.

Michelle's got this amazing community.

She does networking once a month, and there's an amazing WhatsApp chat.

Okay.

It was all about the community and the.

The conversation, which I love.

Okay.

I'm here for.

But when I created Back Pocket Insights, I created it from a place where I felt I had a gap in my business, which was I wanted to be able to create a private podcast.

Because back in the days of Facebook groups, when they were very popular, one of my most favorite things to do was.

Was when I got off a call and had something, I had, like, a really great conversation or a random thought.

I would pop on Facebook live, record the thought, and have conversation with my community around it.

I was trying to duplicate that inside of Back Pocket Insights, and I did that with a private podcast.

The private podcast is like, those intimate insights, those post coaching call, like, hey, I just was coaching a client on this, and I thought it would be relevant to you.

Here's something to think about.

Life lessons and how, like, life applies to business and how we can look at things through different lenses.

It's all of, like, really great content.

Okay.

But when it started getting positioned as a networking community, everybody was coming in solely for the community, and nobody was listening to the podcast.

Nobody was viewing it as, like, me having a strategist in your back pocket, which is where the name even came from.

Right.

Backpack Insights was all about, like, having a strategist in your back pocket and being able to hear and have that, like, those voice memos.

It was like having somebody that you could voice memo all the time and then have conversations with.

Right.

It was a way for me to move people from this podcast, as you as a listener, into something deeper where I could make a deeper connection with them, where I could pour into you guys even further on a more intimate level.

And it.

It stopped being positioned that way.

Right.

And for.

At the price point, again, nobody saw the value in it.

Right.

It was just like, well, it's 11 bucks a month, but, like, there's no value in it.

I mean, aside from the community piece, but there's no value in the content and the amount of expert piece that I was sharing and what I wanted to really create, which was more of that, like, deeper dive community with me in that peer level collaboration, right?

So that I shifted and it's now I'm not really even going to talk about the networking because I don't really want it to be viewed as a networking community because we all know we've had those experiences where people join networking communities literally to just go in and pitch their business and get out.

And that's never, ever, forever what I wanted it to be.

And so it's not networking.

It's a roundtable or Mastermind discussion every single month.

It's a private podcast with a strategist in your back pocket.

You're getting emails, emails because people didn't like the WhatsApp.

I take feedback very seriously and people did not like the WhatsApp.

So I'm moving it to email with these like little back pocket strategies in your inbox that you can take action on.

Right?

That's how I wanted it to be.

And yes, the price increased on that as well because again, it's not about the low ticket, it's about the fact that it's like I want people to feel like if they're going to pay for something that they're getting value from it.

And there is value in the private podcast.

There is a lot of information there.

Plus I have, you know, for six months I was creating a challenge or something for the community every single month.

And I've got all of those resources that will all be included inside of that.

So again, networking has more of this like visibility connotation, right.

People view networking as a visibility strategy where what I wanted Back Pocket Insights to be is more positioned as a strategic access.

Right?

Strategic access to me on a more one to one intimate level with a peer level collaboration.

Right.

Which is a completely different value proposition entirely for the right buyer.

So again, price increase, still very affordable.

$49 A month still includes a monthly, like I said, Mastermind roundtable, plus the Back Pocket Insights private podcast.

So all of those things are still there, but again, very strategic.

Back Pocket Insights is a strategist in your back pocket.

It's a great starting point.

And then last but not least, I mean, I have another one I want to talk about.

Last but not least is the missing piece intensive.

So I will be 100% transparent.

This offer has not sold well at all.

It sold twice in the very beginning of the year when I first launched it out and it sold to people that were warm in my audience where I was like, hey, I think this might be a good fit for you.

Right?

It was a two day intensive with 21 days of support.

Here's the reposition on it.

It's now a one month intensive.

Okay?

It's one week of one to one intensive work, meaning calls.

Right?

So instead of two days intensive, because I did get feedback on like days sounds overwhelming.

And it's only two days, right.

Even though people pay for VIP days all the time for done for you services, it's not as well known in the consulting type done with you service space.

Right?

So two days and then it's like, yeah, but then I have to implement the whole thing.

But again, it takes a very specific buyer for this offer because they have to be action taking, they have to be fast thinkers, they have to be able to get through the content quickly.

Because we literally are like basically going through my entire framework, my eight step focus visionary framework in two days time and finding the gaps and filling them, it can be done.

It worked beautifully.

But it takes the right fit buyer.

But also two days at that price point was kind of a hard sell.

Not gonna lie.

Right?

Again, this is positioning.

This is straight up positioning.

This offer was positioned incorrectly from the start, all right?

But now this is now positioned as a one month offer with one week of intensive work followed by three weeks of asynchronous support for a total of one month.

So now somebody is not feeling like they're only getting supported for two days, even though it was there two days plus 21 days of in messaging.

Positioning is completely different when you call it one month.

Right.

It's an entire month, an intensive strategy.

And basically what I did instead of doing the two days is it's basically going to be like 90 minute sessions.

And that can be done in over the course of two days, like two 90 minute sessions on two days.

Or it can be a 90 minute session every day for four days.

Right?

It can be positioned in whatever way works best for the client.

Because again, at the end of the day, I don't want to set a client up for failure, I want to set them up for success.

So if a 90 minute session in one day and then they take and run with it and work with it and do all of the things is enough for them.

I'm totally happy with that.

At the end of the day, they get me for an entire month in their business, one to one at a very high level intensive to where they are like, like literally banging out and understanding like basically six months of strategy in one month.

That's what they're walking away with.

They are walking away with their next four to six months of Strategy and implementation laid out for them with every single gap filled.

Right.

There are no gaps in their strategy.

Every single gap is filled.

That's a completely different positioning than a two day intensive with 21 days of support.

Right, so the old structure, right, two days with 21 days of support.

It sounds very tactical, right?

It's very much like this is what you're getting.

Okay.

Versus a new.

The new structure with the new positioning sounds more like a transformational arc.

Right?

Same core offer but reposition to reflect what it actually delivers.

You're getting four to six months of pure growth strategy in a one month time period so that you can take and run with it.

It.

Right.

Like so fast.

Me in your business as your partner?

Well, I can't say the word partner because there's legal ramifications to that.

But again, essentially like that, right?

Where you've got somebody that's their eyes in your business for somebody who just like doesn't necessarily want to be on a 612 month contract.

I get that.

Not everybody needs or wants that.

Some people are very good implementers.

They don't need the accountability, they don't need the group, they don't need a mastermind, they don't need need all of that Async support.

They need somebody to get in there to look at it, give them a plan and then they go and execute.

It is a beautifully positioned offer for the right person.

But again, now I can position it very differently again versus just calling it a two day intensive.

So again, slight positioning.

And then I did add a new offer because I did see where there was gaps.

Right.

Again, as you're repositioning and looking at your whole offer ecosystem, it's like, okay, I've got this entry point offer, a back pocket insight and then I've got my signature offer of focus visionary accelerator.

But that's a six or 12 month commitment.

Okay, I get it.

Somebody's brand new.

Everybody's been burned.

People are kind of discerning, they want to experience you.

We talking all about this trust economy.

You know, I call it an experience economy.

I wanted people to be able to experience me, right?

And they can experience me in back pocket insights.

But again, it's not like a one to one experience clients.

Right?

So I created a one off offer.

It's a 90 minute, I'm calling it a revenue intervention.

I love that name by the way.

Like, I just love it.

It's like your revenue is capped.

You're stuck, you're frustrated, you don't know what the frig is going on like, why can't you bust through this revenue plateau?

And it's like, I got you.

I'm gonna come in, I'm gonna intervene, I'm gonna take care of it.

We're gonna create a plan and we are gonna run and go with it, right?

That's what it is, right?

It is designed for the person who doesn't need a full container, right?

They don't need that long term container.

They don't necessarily need a full one month intensive, right?

Because they're not trying to like revamp their entire business strategy or create a strategy for the next four to six months.

They're at this like, this is so freaking frustrating.

I don't know why I can't get past this.

I need freaking help now, right?

I need somebody to come in and see what I cannot see because I feel like I am spinning my wheels and I just need somebody to help me.

Me, right?

I literally am about to book a very similar offer on something because I'm like, I don't necessarily want to be in a committed offer right now.

I don't know that I'm ready to be in the committed offer for this one thing that I'm looking for.

And I was like, she's like, how about we just do a one off session?

I was like, yes, please.

Right?

And I realized like, I don't have that.

I don't have that.

And I see a huge need for it, especially for those more established business owners that again, like, maybe they don't want the commitment.

Maybe they're a little scared to make the commitment.

I get that because I'm, I'm in that boat myself sometimes I'm like, I don't know if I want to invest six months with this person when I've never experienced them.

Right?

So the revenue intervention is a experiential type offer, but still positioned with a.

This is strategic, right?

This is a strategic 90 minutes deep dive.

I'm going to do your intake prior to even the call.

So we've got 90 full minutes to really look at and see what the hell is going on, what needs to be fixed and start implementing it.

So if the pipeline is a little bit rocky or there's gaps in your pipeline, we're going to fix that, we're going to create that.

We're going to figure out, okay, you're missing a step from interest to consideration.

We're going to create that step.

If your pricing and your offers is a little bit wonky and your pricing is what's capping you, we're going to dive into exactly all the numbers, all the hours, all the capacity.

We're going to look at what you're currently committed to and we're going to figure out what type of offer you need, where it needs to be priced so that you can break through that revenue plateau.

Right?

So this is a 90 minute, get in there, get it done.

I'm frustrated with this one thing.

Let's figure it out.

This is not a complete like, let's redo the whole thing right again position.

Very clearly that this is a one time, one thing.

I'm frustrated and pissed off right now and I need this right.

That's kind of the situation.

Okay.

And it's not priced low, it's priced it $750.

Again, because I wanted it to be in alignment with fba.

It's not like I wanted, I wanted all my pricing to be in alignment.

I didn't want any pricing to feel like, well, wow, I can get in here at this price.

But this thing is this next huge jump, right?

Like pricing is.

And I'll be honest, I'm going to be honest with you for a second.

Have never really wanted to believe the psychology of pricing and this perceived concept like, like this perception that if something is priced higher, it's of higher value.

I personally do not buy into that.

However, after nine years of being in business, I see it and I've read about it, I've really started studying the psychology of pricing.

I'm actually going to record an episode about that next.

Fascinating.

When you really think about all the different psychologies around pricing.

And there is definitely a perception and a perceived increase in value with higher prices.

Prices like it just is.

And again, I am nine years into this and for a long time my prices kind of reflected somebody who's less than five years into this.

And that was a huge wake up call for me.

And I finally.

This is what kind of stemmed all this of like, why am I sitting here at nine years into this?

I bring a lot to the freaking table.

A lot of experience, a lot of knowledge.

I've been there, done that, tried almost every single strategy out there.

Because again, I always tell you, every strategy works.

I'm gonna, I know that because I'm gonna try them.

All right?

And I, I just wanted to make sure that people saw that and I saw where there was a disconnect in my positioning and my pricing and the where and how I was trying to be perceived.

Right?

Not because I want to be perceived as somebody I'm not because I want to be perceived as the person I am and I was actually being perceived as somebody I'm not because people were perceiving me as somebody that's like brand new in business.

And I'm freaking not.

I'm like an ancient.

I call myself Mimi, right?

Like I wear the Mimi hat all day long like because, you know, I got my littles.

And I love being a Mimi.

And I'm like, I'm starting to feel like a damn Mimi in business too.

Right?

I'm over here like a grandma.

But again, it's all about just being ready for it too.

And also just understanding like where do I want to position my offers and how do I want to position my offers so that I.

That they are in alignment with the way that I want to be perceived in the way that I know I should be perceived.

Right.

That there's two different things there.

So anyway, all that to say, hopefully you've seen the example of like the difference between group program versus hybrid, you know, high end hybrid, one to one container, you know, two days versus a one month intensive.

The revenue intervention, the networking community versus the private podcast, direct access type situation.

Right.

There's just so much that goes into it.

And then, you know, again, pricing, I could talk about pricing.

I'm going to do another episode on that.

But again, the pricing has to reflect the full picture, right?

The whole entire picture.

All the things you're bringing to the table, the nine year business, the hundreds of clients I have served, the.

In thousands and thousands.

When I'm talking thousands, I'm talking multiple, almost, probably six figures or more of investments that I have made to continue growing my business business.

The rooms that I put myself in, right.

The continuing education, the peer relationships, the refinement of my framework.

Right.

All of that, all of that needs to be put into play with your positioning and pricing needs to reflect that.

But again, like I said, there's a difference between just creating a price increase and a positioning shift.

A price increase is just simply a number change, right?

Anybody can do that.

But a positioning shift is the full recalibration of how you communicate the value, how you communicate the transformation and the entire experience.

And your pricing follows the positioning.

That's what I was saying.

I could have raised the price to fba, but if I'm still positioning it as just a group program, just a group program, the pricing would not have reflected that.

The pricing would not have made the positioning make sense and the offer would not, not have sold.

Okay.

And I also want to Say this is that if you're redoing and re looking at your offer ecosystem and you're raising prices and you're feeling like, oh my gosh, am I going to leave some of my audience behind?

Because this has been a thought, you know, that I have had.

You can always meet people where they're at while still holding your own boundaries and evolving and growing your business.

Right.

And that is what that tiered ecosystem will do for you.

You.

Okay?

The revenue intervention is a great entry point.

It's for that specific pain point without requiring them, anybody to go into a six or twelve month container.

Right.

The Back Pocket Insights is a great entry point.

Still super freaking high value.

Okay.

It's a lower entry point for people that are kind of just like, I want to see what Michelle brings to the table.

All right?

But at the end of the day, they're all priced to a place where they don't apologize.

Right.

I'm not apologizing for what they cost because I know the transformation that they're bringing to the table.

Okay.

And so raising my prices was not just a business decision.

Right.

It wasn't just a strategy decision.

It's a statement truly about what I am bringing to the table.

Okay.

Should I have done it sooner?

Maybe.

But again, I'm not going to live in the past because the past is what got me here.

Again, what got you here is not going to get you there.

I was at that point.

What got me here was not going to get me there.

And so I don't live my life in the past because it is what got me here.

So I raised and repositioned my offers at the right moment to get me there.

My definition of there, okay, everybody's definition of there is different.

And there is going to.

That target is going to continue to move as I continue to evolve in this space.

Right.

But yeah, I'm freaking nine years into this.

Let me just keep saying that.

I know it probably is like, we heard you, Michelle, I get it.

But it's like that was something I don't think I realized.

Like, I truly am being super honest with you guys.

Like, I don't really feel like I realized, like, yeah, Michelle, you've been here, done that.

You know what I mean?

So a few questions to wrap this up that you can ask yourself and to see if positioning is in need of a reset.

So number one, are you attracting clients who question your pricing or your expertise?

Okay.

That's a positioning signal, not necessarily a marketing problem.

Are your offers structured around what was easy to sell two years ago or around the transformation that you are delivering today.

Right?

It was easy for me to sell a group program two years ago ago.

Now I'm selling, doubling, tripling your revenue, decreasing your hours by I don't even know how many.

I mean, my clients are working probably a third less hours and making double the amount of money.

They've simplified their plans.

They're literally like, cut out all kinds of bullshit.

That's what I mean.

It's just like doing things that work.

There's like almost guaranteed results because you're working off of data that says if you do this again, it will work, work, Right?

That is the deliverable, the transformation that I am delivering today.

I could not deliver that two years ago.

Right?

Because the program was new.

Okay?

Does the way you describe your work match the outcome your clients actually experience?

Right.

Or is there a gap?

And are all of your offers speaking to the same client or they scattered across different audience and stages?

That's a whole nother conversation for another day.

But when you look at your positioning and repositioning your offer, every single offer should speak to the same ideal client.

The same client that's three to five years in business, right?

The same client that's revenue plateaued and wondering what the frick is going on.

Every single one of my offers speaks to that same client.

They're just different entry points.

Okay?

So again, those are just some things to think about.

And if you are realizing that your positioning has just not kept pace with where you actually are in your business business, then let's dive into that on either a CEO strategy call if you just want to chat about it really quickly, or if you really want to dive in deeper and really look at your offer ecosystem and your positioning and all the things.

Because you're like, Michelle, you know what?

My offers are all speaking to a different audience.

That is exactly what the revenue intervention offer was created to do, is to dive in, really look at all of this stuff and go deep, figure out where that gap is and just fill it so that you're not beating your head against the wall so you're not getting cranky doing it by yourself.

Like, I was right?

Because again, it can be.

This is hard work.

Like, let's not sugarcoat this, you know, I don't sugarcoat anything because I ain't Willy Wonka.

If you ever watch my videos, you know that I have that sign.

It says, I don't sugarcoat because I'm not Willy Wonka.

Here's the thing.

This is freaking hard hard.

Okay.

And I'm not gonna say it's not.

All right.

So, anyways, if this episode resonated with you, if you're ready to dive deeper, like, you know what your next step is, your next step is to either book this, the free strategy session, or if you're like, I don't want the free strategy session.

I just want to fix this, then you're gonna book your revenue intervention session.

Both of them are in the show notes.

And also, if this resonated and you know somebody else needs to hear it, please go.

Go share this episode on Instagram.

Tag me in it.

Share it with a friend.

Send it to your biz bestie.

Include it in your newsletter.

Shout out to Christy Mitchell, who just included my last episode in her newsletter.

I appreciate that so very much.

Seriously, I do this because I want everybody to hear it.

I don't think these conversations are being had enough, and I want more people to hear it.

So with that, I love you, I believe in you, and I will talk to you soon.