How To Price Your Coaching Packages  – Trauma-Informed, Profitable Approach (Not ‘What You’re Worth’)

In this episode, you’ll learn:

How to price your next offer

The MUST KNOW trauma informed and nervous system foundations of pricing

When and how to price intuitively (and when it will backfire)

Play this episode now to gain insights into a trauma-informed and profitable approach to setting the right prices for your coaching services.

Recommended episode: 60: The Non Negotiable Trauma Work of Making More Money – Profitable Business Training

Money can be really complicated. You’re about to learn why, and how to find a path with money that leads to more profit

By the end of the episode you’ll know

The one stance towards money that creates profit

The generational, embodied patterns you MUST understand if you want to increase your capacity to earn, spend and save.

The surprising connection between your money, parents, ancestors and rats.

TRANSCRIPT:

[00:00:00] If anyone ever tells you to intuitively price your coaching packages or your products, you need to run in the other direction. By the end of this episode, you will know how to price your next offer. It’s not with your intuition. They must know trauma informed and nervous system foundations of pricing.

[00:00:36] And then paradoxically, uh, when and how to price , intuitively, and when it will backfire.

[00:00:45] This episode comes to you from me recently getting on a call with one of my clients and she was really going around in her head and what had happened. And I’ve been here too, [00:01:00] especially when I was transitioning from yoga teaching and I was like very much in this, I mean I still am in the spiritual world, but I was so in it and I hadn’t really found kind of my feet in my own values and perspective.

[00:01:13] And I, would speak to colleagues or coworkers or people in this, in special specific safe. And I would say, you know, I don’t know how much you charge for my services. And I would say, Oh, you’ve just got to like, listen to intuition. And so last week I was on a call with a client and will, will creating her somatic cell strategy, which is one of the foundational parts of my program, body based business.

[00:01:39] It’s. It’s the way that we make money without feeling burnt out or feeling icky or guilty or odd or anxious. Anyway. So we’re sitting and we’re going through the processes and we’re making her sales strategy and I asked her, how much do you charge for this product? And she goes, Oh, I charge X, Y, Z. And I, [00:02:00] I, I, my job as.

[00:02:02] , a body based therapist is to look for little cues in your body that show me that there might be resistance or like ickyness or oddness. And I kind of noticed her face and her shoulders move a little bit. And so I asked her, you know, I said, Oh, okay, like tell me how you’re feeling about that. What, whatever.

[00:02:24] And uh, She came and she said, you know, I just didn’t really know how to charge it, but I just wanted to like, listen to my intuition, but you know, it doesn’t feel really great when I’m talking about it, when I’m sharing it, but you know, this is what my intuition says, X, Y, Z. And she’d gotten advice from a really good friend of hers who is a business coach to price intuitively.

[00:02:53] And so she’d gone and done one of her intuition practices and had set this price, but didn’t feel right, [00:03:00] but she didn’t really know what else. And so she kind of tried to like ignore it, which I think is, I think we all kind of do that with certain things to an extent. I still have things where I think, Oh, I’m just trying to like ignore this.

[00:03:12] But. Sometimes what happens is it’s not super helpful to ignore it. And that’s why it’s very helpful to have things like coaches to ask questions. And so what. , so actually what we ended up doing was we looked into why specifically for her, she couldn’t really price intuitively and why it was backfiring and how she could price her offer.

[00:03:43] And so I’m going to share with you kind of the three takeaways that I jotted down after that session that I think will be helpful as you begin your own sales strategy and as you grow your own business and we increase your income. And so the first thing is really important, which is this, [00:04:00] you guys seen this stuff and they’re like, Oh, you’ve got to charge what you’re worth.

[00:04:05] I am actually really curious if you listening and want to like, just share your perspective with me in Instagram DMs, I’d love to just have a conversation about this, about charging your worth. I’m going to share my opinion about it. So people say like, Oh, you’ve got to charge your worth, don’t charge less of what you’re worth, et cetera.

[00:04:24] I don’t know about you, but. There is absolutely no way in the world that you could compare my worth as a human being to a dollar sign. That’s absurd. Absolutely freaking absurd. It’s like, how? And people come up and they say, I’ve had, I have had this too. And like, I’m not really sure if I’m worthy of receiving that much money.

[00:04:57] What do you, like, what? That’s absurd. What [00:05:00] do you mean you’re not worthy? You’re gonna go up against the universe and ask the universe, Am I worthy of charging a thousand dollars for this? And God or the universe or spirit or source or however you, however you, connect with that energy that we cannot define or see, but we can feel is that they’re going to laugh at you.

[00:05:21] Of course you’re worthy. You’re, it’s like absurd. Of course you’re worthy. You’re worthy of anything that you desire. Like, no, you are inherently worthy. That’s absurd. It’s not, it’s like comparing a tree to a orange. They’re completely different. Like not, not even like a motorbike. They’re completely different.

[00:05:44] And so you can’t charge what you’re worth because it would be impossible for somebody to put you in dollars a month. Now you could kind of get close to charging what your product or your service is worth, charging the value that that [00:06:00] brings to somebody else’s life. And even then I feel like it’s a bit of a slippery slope because a lot of the services that we provide are just so much more worthy than we realize.

[00:06:12] So much more like worth so much more than we realize and I think especially as you know, if you listen to this podcast, you have a conscious and you are quite humble and in a lot of ways, even if you have moments where you’re, you’re not like me, um, It’s very, very difficult, if not impossible for us to fully conceptualize the worth of the services and the tools and the products that we are providing to other people.

[00:06:41] The worth of us being in our pleasure and our joy and our ease, that’s like the ripple effect of that is incomprehensible. And so if we even get close to the conversation of how to charge your worth, I think we should just throw that out there.[00:07:00]

[00:07:04] So if you’re ever thinking, well, am I worthy of this, am I worthy of this income?

[00:07:13] Yes. Yes. Yes. You are. Yes. You are. Yes. You are. And what I think you’re really trying to ask, and I hope is what you’re really trying to ask is how can I remind myself of my inherent worth independent of how much I earn? And you’re also trying to ask, how can I charge an appropriate amount for my services that will build my business and serve the world?

[00:07:43] And. I might make a podcast later on to answer the reminding yourself of your worth and dependent of your external environment. Today’s podcast is about how to price. So let’s talk about how you like the nervous system and [00:08:00] trauma informed lens that is compelling me to share this message that you cannot charge either your worth or intuitively.

[00:08:13] I didn’t plan on saying this, so I didn’t write it down, but I just want to. Make a little caveat to say, especially if you’ve experienced any type of trauma in your life or any type of nervous system dysregulation. What happens a lot of the time is it begins to affect our self concept and our self esteem, even when we think that it hasn’t.

[00:08:34] I was reflecting the other day and I come pretty lucky because I feel like at the moment in my life, I can, I’ve had a lot of moments where I’ve been able to look back and be like, wow, you know, I, I’ve built something like I actually, I get emotional thinking about it. I actually have tears in my eyes right now because I’m able to look back and say, like, I’ve gone through so much and I’ve put so much effort into things and there’s been so many [00:09:00] moments of really deep darkness and

[00:09:07] I thought I learned a lot of, and a lot of those moments I really thought, you know, I have such a great self, self confidence and I think I did. Um, and I thought I really do love myself so much and I really think I did and I have, but also looking back over these past couple of weeks, I began to notice how much I didn’t and it’s a slippery slope, particularly for me.

[00:09:35] Maybe you can tell me if it is for you where I have to be careful not to judge myself for not having a higher self confidence. Um, because there was a part of me that didn’t even want to admit that because it would like mean that I was wrong or that I’d failed at some point, uh, which is its own exploration in and of itself.

[00:09:54] But I can [00:10:00] see, and maybe you can see, and maybe I want to just invite you to see that when we’re people who have gone through difficult things. Whether they be overtly, you’ve had some big tragedy or just you’ve grown up in life and in the 20th century where we’re being told that we need to fix ourselves and change ourselves every, around every corner, a lot of us end up with a low self concept of self worth.

[00:10:29] And so that begins to influence. The thoughts, feelings, and emotions that we have because we hold inside of this energy of lack of appreciation for who we are and how special we are and how worthy we are. And that sometimes actually manifests as intuition or we think it does. And a lot of what I end up doing with my clients is helping them and what I’ve done with myself, helping them.[00:11:00]

[00:11:00] Discern between what is feelings or thoughts that are coming from a limiting belief or a limiting self-concept, um, or a fear, and what is true intelligence and intuition and connection with something and knowing that is deeper. And so you really need to know that most of us have grown up with twisted messages around our worth and who we are and what makes us worthy.

[00:11:33] And this creates a schema or a structure inside of our. nervous system inside of the thoughts that we experienced, the way we respond to our thoughts and the emotions, the sensations that we feel or do not feel at our body and the way that we interpret them. And. The way that we perceive our entire world.

[00:11:53] And so when we go to price things, we’re looking at things through that [00:12:00] lens of our perceived experience of the world, our perceived experience of money, how much money there is, where money comes from, how much money I can ask. For how people receive me, how safe it is to ask for what I want, how safe it is to be bold and be different or what I should be doing, what I shouldn’t be doing.

[00:12:17] And all of these things were coming in through all of these different lenses. And we’re using those lenses to inform the thoughts, feelings, and emotions we have, and therefore the decisions that we make. So you cannot price intuitively most of the time, because especially around money and how inherently activating it is.

[00:12:40] And I have a. Podcast on that, but I’ll recommend to you shortly, but especially around money and services around there. So activating to the nervous system and they activate a lot of our trauma or a lot of the limiting ways in which we see the world that in order to really access our true intuition, we need to [00:13:00] wade through a lot of this stuff.

[00:13:03] In order to find like the clarity, think of it like your intuition is like a rock in the lake, in like a river, right? And in order for me to reach that very specific rock, which is the message from my somatic intelligence and intuition, and for me to reach that rock, the waters have to be crystalline clear.

[00:13:26] And when we’re feeling fear of any type or expectations of any type or, you know, even misaligned desires of any type, it acts as mud in that water and it moves that water in there around and maybe there’s some seaweed and some algae. And so we can’t see the rock. And a lot of the time what happens is we put our hand in and we reach for something else at the bottom of that riverbed and we pull it out and we go, Oh yeah, that’s my intuition.

[00:13:54] And we have no other way of knowing because we haven’t actually seen that specific type of intuition, that specific type of [00:14:00] rock. And so we see this view and we go, yeah, that must be it. That, that, that, that feels good. Yep. That makes sure that’s my, that’s my intuition and we’re wrong, but we don’t know that we’re wrong.

[00:14:12] And, uh, and this happens, right? And then, so a lot of the time. Especially if you’re here is you’ve probably connected to your business. You probably looked down and looked at your bank account before, and you’ve priced your office sometimes maybe out of anxiety or maybe out of like a. Like a fear or I’ve got to get this done or, Oh, I’m really worried if I don’t charge enough, I’m not going to be able to do this.

[00:14:34] Or if I charge this and they’re going to think weird things and I’m not going to make money. Maybe you’ve done it because you’ve been procrastinating, you’re sick of yourself, so you finally just slapped a number on it. And, and a lot of these things, these scenarios that I’m describing come from a dysregulated nervous system.

[00:14:49] Now, a dysregulated nervous system is in a stress response and it thinks it’s running away from a bear. It thinks it’s in danger when we are in danger. The first thing that our [00:15:00] body thinks to do is get away from danger. It’s not to connect to God and spirit and intuition. Yes, we use our survival, uh, techniques, which manifest and are intuitive, but it’s not thinking about how to collect them and feel into that rock at the bottom of the river bed.

[00:15:20] That is the intuitive amount. That is the correct amount. It’s not thinking about that because it’s thinking that it needs to survive. And so we have to understand that it’s very difficult to truly find our intuition when we have experienced any level of trauma or negative self image or negative image or understanding around money, or when our nervous system is living in a baseline stress response, which a lot of us are in today’s society, it feels normal because we’ve gotten used to it, but it’s not, it’s kind of like, um, a fish [00:16:00] doesn’t know that it’s in water because it’s so used to it.

[00:16:02] You know, so all the time, a lot of the time we don’t know that we’re acting from trauma and a dysregulated nervous system because we’re so used to it. So what do we do? And how do we know when and how to price intuitively and when it will backfire? The way that I encourage people to price when they come and work with me is to really charge what your body and your nervous system can get behind energetically or feel confident and feel authoritative with, feel embodied behind and is in accordance to the market.

[00:16:39] And is in accordance to the value to the client. When we can look at all of these three things, we, and we can find the number that, one, makes sense to the client, you know, I’m not going to spend a thousand dollars on this pen because this pen is not worth a [00:17:00] thousand dollars to me right now because I know that I can go down to the store and buy one for like a couple of cents.

[00:17:08] So it doesn’t make sense market value of this pen is not 1, 000. Um, it just, I’m sure it’s, it’s an awesome, it’s a great, it’s a good pen, but it’s just not, it’s not worth 1, 000 and it’s right now. I’m not, I’m not so desperate to write something that I would need to spend 1, 000 on a pen. Now, if there was one pen left in the entire world and I was feeling like I needed to write something down.

[00:17:32] Yeah, I would spend 1, 000 on this pen. I’m not without a doubt because it’s now of more value to me. And it now the market is like there’s no pen in the market. So now I, people are willing to spend more money. That’s just basic economics. So we need to be aware of the market and we need to be aware of the value to the client.

[00:17:51] So a lot of what we do in your, your product is valuable. A lot of what we learn to do inside a body based business is articulate that, [00:18:00] that value and get really clear about what that value is. And we price things according to the value that it brings to the client as well as what. The market kind of like average or expectations are right.

[00:18:13] Just because, you know, we care about, we care about being ethical. And we also care about being realistic. You know, I’m not here. I’m not, I know some coaches that are like very into just check charge as much as you can. And I, I think that’s wonderful and great. And it just doesn’t feel good to me. Um, so I don’t really do it and I don’t encourage my clients to do it, especially because I work with a lot of people who like, you know, sell ice cream or like they sell, you know, like, They’re not necessarily in the spiritual coaching business industry, like some other coaches that I.

[00:18:50] Anyway, tangent. It’s important to also charge what your body and your nervous system can get behind. For some people, it’s going to be really activating [00:19:00] to charge like a larger amount that maybe somebody else feels really good charging. And for other people, if they charge a lower amount, their body’s not going to be able to get behind it because they’re not going to feel like they’re being re, like reimbursed for the energetic and emotional and a logistical and expenses, right?

[00:19:16] So what we need to do is we need to. Find the number that your body feels good about. Like you can sit in front of somebody and say, this is what it costs. And you have no doubts about the value of that. You’re like, yeah, this is what it costs. And it’s a freaking awesome price, right? That is in accordance with the market and is the amount of value that the perceived value that your future client is going to get out of it.

[00:19:43] That’s what we do. So those are three things. So you can kind of ask yourself kind of like what would feel really good and embodied for me. How could I feel in my body like an authority and an expert charging? What number would that be? When I look at my product or my service, what is in accordance with the market, [00:20:00] maybe do a little bit of research, see what other people are charging and what are the people that I want to work with?

[00:20:06] What are they? What do they feel would be a fair price to pay for this thing? And that’s how we price our coaching packages. The trauma informed and profitable approach. The next episode that I really recommend that you listen to, um, it’s really wonderful because it’s going to help you understand why, why it’s so deeply important to do this trauma work around money and how that’s going to be affecting our, our sales.

[00:20:38] It’s called the non negotiable trauma work of making more money. In this episode, you’re going to learn the one stance towards money that creates profit. the generational embodied patterns to understand if you want to increase your capacity to earn, spend and save, and the surprising connection between your money, your parents, your ancestors and rats.[00:21:00]

[00:21:01] I hope you enjoyed this episode. I hope you’ve enjoyed this episode. I’ll see you in the next one. Sending you lots of love.