If you’re reading this you’ve most defiantly asked yourself at some point “Are my prices too high?” And that’s a great thing to ask yourself once and awhile.  Re-evaluating your services is common practice.

In most cases, your health coaching prices are not too high. All solopreneurs and small businesses, regardless of how long they’ve been established, struggle with the mindset around pricing. It’s a vicious cycle that I understand completely because I’ve been there.

You keep prices low to allow more people access to your expertise, but you start getting burnt out, and you start doing the hypothetical math where you quit your business entirely, and you daydream about how much more you’d make working at Starbucks. As I said, I’ve been there.

So you add up your time, the value of your emotional and mental energy, and the costs of running your business, and you set new rates. Then…crickets. You book plenty of calls, but they all end with, “This is just out of my budget right now.” And you’re back to wondering if you made the right decision and if you should slash your prices once again.

In this post, we’ll cover:

• • The importance of mindset surrounding your prices

• • A few minor tweaks to making your offer “worth” the price

• • How to include an audience with a smaller budget without sacrificing precious time and resources

How to Change Your Mindset Around Pricing

Believe me. If YOU think you’re overpriced, your potential client will too.

The best advice I’ve ever read about raising your prices came from Dana Corey, a High-Performance Business Strategist. She wrote, “You have to be able to say the number without flinching.”

If you’re uncomfortable saying the price at the end of the call, that means that you don’t believe you or your offer is worth your client’s money, and they certainly won’t believe it either.

So how do you work your way around the pricing mindset?

I recommend doing the following:

1. 1. Write down everything included in your offer, the time it takes, the benefits of each item on the list, and how it will improve your client’s life to convince YOURSELF that your pricing is fair.
   2. Kick that imposter syndrome to the curb! You might feel like your prices are too high because you’re uncertain of yourself and your expertise. True, there is always someone out there that knows more than you and is even better at their job than you, but don’t let that distract you from the fact that you know a heck of a lot more than the general population about nutrition. We NEED you! Otherwise, we wouldn’t have the chronic disease and infertility problems in the world that we do! So take a moment before each call and review the list you made in part one. And if you’re still feeling a little underqualified or overwhelmed, dedicate 20 minutes a day to furthering your education and sharpening those skills.

Changing your mindset is the first step to being comfortable with your pricing. If you still cringe every time you say the number, try slightly lowering it again, then raising it gradually.

A few ways you can do this is by raising it a very small percentage every six months or even quarterly. For example, if you charge $2000 to coach one-on-one clients, increasing that by 10%, you’re only raising your rates by $20 a time, which is hardly noticeable but will add up for you in the long run.

If you’re brand new to the space, start low, then raise your prices after each new client so you can get some experience and build some social proof.

You can also improve your confidence in your services by improving their quality. How?

How to Make Your Offer Worth the Price?

One of the quickest ways to uplevel your services and justify the price is by ensuring that your offers are top-notch.

Improve Your Services

Adding a little something extra to your services that your competitors aren’t offering and including something that makes you stand out. You can do that upfront, stating it in your offers, for example, giving an extra month of support, an annual free check-in call, a discount on supplements, or a free grocery list or meal plan.

You’ll find it a lot easier to say the number because you’re also convinced of the value. Once you’re convinced, your potential client will also be much more convinced.

Find Your Niche

You can increase your prices by positioning yourself as an expert. You probably know this by the word “niche.” While it is overused, its importance can’t be emphasized enough. There’s a reason we keep being told, “Find your niche,” and “Niche down!

Tell me, who gets paid more? A primary doctor or a specialist? Obviously, the specialist. Niching down is basically saying you’re a specialist in your field.

So while everything is closely linked together in holistic medicine, when you identify yourself as an expert in, say, the gut, someone with digestive issues is more likely to book with you and pay more to work with you than if you call yourself a holistic nutritionist.

Your approach is similar in both instances, focusing on diet, exercise, and lifestyle changes. Still, you can now charge more because you are an expert in that specific field and work with a clearly defined group of people.

How to Make Your Services Available to People on a Budget

A business coach and friend of mine once commented that when people say they can’t afford something, what they usually mean is, “I have a limited budget, and I don’t see the value in your offer to take the leap and spend what little I have.”

In most cases, if someone sees the value in something and they really want it, they will find a way to pay for it. However, we need to be realistic, and for some people, it just isn’t practical to spend a lump sum of money all at once. They have bills, kids, and other responsibilities that, unfortunately, take priority over their own health (or at least that is their current perspective).

That is why I always recommend that my clients provide different pricing tiers. Offering group coaching, online courses, or monthly memberships are a great way to include lower-budget clients who can’t, at the moment, afford to work with you one-on-one but can still benefit from your guidance and expertise.

Are My Prices Too High?

In most cases, your prices are probably not too high. If you feel like they’re getting in the way of booking more clients, take a step back and closely look at your offer and the value of your services. If they seem up to par, then your mindset may be holding you back.

Of course, if you want to be more inclusive, you can always add on lower-tier options.

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