If you've ever found yourself opening a calculator before sending a proposal, multiplying your hourly rate by the number of hours you think something will take and hoping the final figure feels "about right", this episode is for you. I'm walking you through a real-life pricing example to show the difference between pricing an offer based on time versus pricing it based on value, using my TESSA Pricing System to demonstrate exactly how the two approaches compare.
Rather than talking about pricing in theory, I break down the numbers step by step and explain why charging for hours often leaves experienced service providers underpaid. We explore the hidden factors that create value beyond the time you spend with a client, from your expertise and specialist skills to the assets you've built and the results you're capable of delivering.
Along the way, I also share why so many of us stay stuck in an undercharging cycle, even when we know we want to charge more. If you've been waiting until you feel "ready" before increasing your prices, this episode will encourage you to think differently about what your clients are really paying for and why confidence comes from having a pricing strategy, not simply picking a bigger number.
Whether you're reviewing an existing offer or creating a brand new one, this episode will help you move beyond hourly thinking and start pricing in a way that reflects the true value of your work. Because when you understand why your prices are what they are, selling them becomes so much easier.
What You’ll Learn in This Episode
- The difference between hourly pricing and value-based pricing
- A live walkthrough of my TESSA Pricing System
- Why charging for time often undervalues your expertise
- The five factors that influence value-based pricing
- Why so many service providers get stuck undercharging
- How to build confidence in your prices through strategy rather than guesswork
"You have to say the real number, you have to go bigger out loud to a real client."
Mentioned in this episode:
Join Rave Your Raves Today
Still undercharging? My new self-study course, Rave Your Rates, helps you get past the fear of pricing and into a system that values more than just your time. Built on five years and hundreds of client engagements, it comes with TESSA, the pricing tool my clients rave about most.
Complete the course within 60 days and I will personally review your pricing calculations and one fully scoped offer, so you walk away ready to sell at a real rate.
Rave Your Rates is open now for £397.
Rave Your Rates
