110) How to Set the Price For Your Offer and Make More Money in Your Online Business

Today’s episode is for any entrepreneur out there who has already started their digital nomad business, but isn’t quite sure what to charge their clients.

I’m here to help you come up with a price that you feel really good about—a price that makes you feel well compensated for what you’re doing, but also feels fair. 

But I am guessing you might be feeling resistance or even imposter syndrome when it comes to charging the price you want. Or maybe you’ve been pricing your offer based on “inflation,” or because “you’re worth it,” or simply because “that’s what my competition charges.”

Today, I’m going to show you exactly what I teach my clients inside the Digital Nomad Life Academy, how to price your offer with intention, clarity, and zero imposter syndrome.

What We Cover

• The two BIG questions that determine your price
• Why pricing is an ENERGY exercise, not a math equation
• How your money mindset is quietly sabotaging your income
• Why your clients WILL find money when they believe your offer is actually worth it
• Why market research matters WAY more than competitor research
• The real reason most early-stage entrepreneurs struggle to charge high-ticket

Resources Mentioned

Check out Episode 49 next: 

“How Your Money Mindset Will Dictate Your Success as a Digital Nomad”
Great next episode,  if you’ve ever felt weird about charging money, receiving money, or wanting more money.

My top Book Recommendation:

You Are a Badass at Making Money by Jen Sincero

Want my help starting or scaling your business?

If you’re ready to start a business, grow your remote income, or build a high-ticket offer that lets you work remotely and get paid to travel…

→ DM me “APPLY” on Instagram (@christ

The Digital Nomad Life Academy (DNLA) is more accessible than ever—offers available until December 9th.

What’s Available:

• Join DNLA + get a free 1:1 coaching call with Krista (normally $800)
• Community-only membership for a low monthly cost
• Career Assessment Call for clarity on your ideal remote business (brand-new offer!)

Grab the Offers:

👉 digitalnomadlifeacademy.com/dla-bf-twenty25

Chapters

• 0:00 Welcome, Intentions, And Who This Helps
• 7:47 Values-Driven Pricing Philosophy
• 11:25 Two Pillars: Charge Vs. Client Pay
• 16:07 High-Ticket Services And Examples
• 21:44 Market Research Fuels Confidence
• 27:29 Confidence Shapes Client Perceived Value
• 33:25 Money Mindset And Worthiness To Receive
• 39:38 Communicating Value With Clarity
• 46:57 Competitors And Industry Standards Reframed
• 53:53 Willingness, Access To Money, And Desire
• 59:33 Pricing As Personal Growth And Identity

Transcript

SPEAKER_00: 3:15

Hey there and welcome to the Digital Nomad Life Podcast. I'm your host, Krista, also known as Christabella Travels on social media. Please feel free to slide into my DMs at any time on Instagram. Tell me that you're a podcast listener. I'd really love to hear from you. And also feel free to ask questions. If you have any questions to follow up about this episode where we're talking all about pricing your offer, like let's say you're already a business owner and you want to put a price tag on something that it is that you're offering, amazing. Let's talk about it in the DMs. Or if after this episode you feel so inspired and you're like, oh my gosh, I want to create a business, I'm ready. Slide into my DMs and I can support you creating not just any business, but a highly profitable, completely location-independent business that is aligned with who you are and what your values are. Okay, now that being said, I know I just said if you're wanting to start your business, I'm always available for conversations for people who want to start their business. This episode, though, I will say is a bit more advanced. Okay. So if you don't have a business idea yet, sure, it's cool to listen to advanced business conversations always. Like, why not? Why wouldn't you? Especially if you ultimately want to become a business owner someday. But this episode is really going to be much more practical and much more catered towards people who are already a few steps in on their entrepreneur journey. Those people are the kind of people that are inside of the Digital Nomad Life Academy, by the way, which is my business where I help people not just come up with their business idea, but then launch that business and turn it into something real, something that they can run from anywhere in the world. So the people that are inside of the DNLA, Digital Nomad Life Academy, they're from all walks of life. They're from all over the world. They're all different ages. But the thing that they have in common is that they want to live a bigger, better life. They are sick and tired of the corporate rat race. They don't want to be answering to some kind of arbitrary management person. They want to be working on their own dreams. They want to be generating their own income and they want to be making an impact on the world. They want to be doing some kind of work that makes them feel inspired to get out of bed and open their laptops. They want to do work that feels meaningful to them, that feels fulfilling. So when you are listening to some business coach like myself giving you advice on pricing or any other kind of aspect of business building, you know, I think it's really important for you to know where they are coming from. So just FYI, that is my intention behind this. I'm not necessarily giving you a pricing strategy of how you can milk and squeeze every dime out of that potential customer. No, I'm here to help you come up with a price that you feel really good about. A price that makes you feel like, wow, I feel well compensated for what I'm doing, but also that it's a fair price. I feel like there's a very even exchange here where what my client is getting, which is a whole lot of value, that they feel like the money that they spent on me and what I'm providing to them was the best money that they ever spent. Not that they feel like, oh wow, this person's really expensive but worth it, or oh wow, like this person's got a cheap price. Like I made out like a bandit. We don't want either of those things to happen when there's an exchange in your business. Okay. There are other businesses that say, oh, let's just raise our prices for the sake of it, or inflation. Let's just raise our prices because of inflation, or let's just be the cheapest one in the market so that we can get the most customers or beat out our competition. None of that is involved in the way that I think about pricing. Okay. The way that I think about pricing and the way that I teach pricing to my clients who are building their businesses is pricing from a state of true energetic alignment and congruency. Congruency with you saying, This is my offer, I know that it's worth it, and the client saying, Thank you for your offer. I agree it's worth it. Okay. So that's where I'm coming from with all of this. And before I get into the actual how-to aspect of how to price your offer, I'm just gonna share a little bit about my credibility to be doing this. So I am someone who has extensive, okay, marketing background. I know that I look young, but I'm actually in my late 30s. I've been in business for seven years officially, but had several years of trialing and erroring starting a business and having things not work. So, you know, if you've also been trying to create a business and something's just not driving, I have been where you are. I'm not just some kind of miracle entrepreneur who opened my eyes out of the womb one day and was like, great, I know how to start a business and I'm gonna teach. No, I learned my shit through sweat equity, okay? Through a lot of sleepless nights. And um I'm here to share all of uh my wisdom with you on this. So yeah, anyway, I've had my business for many years. I've able, I've been able to make over a million dollars in my business, which I feel very proud of. Little old me back in the day never could have imagined that I'd ever make more than like$90,000 in a year. I don't even know where I came up with that number. That was like my pipe dream, but like not 100K. Because I just didn't, I don't know, I just didn't think that I was personally capable of that, like literally ever. So anyway, just want you to know where I'm coming from. If you are someone who is feeling like you really wanna put out a price, you really want to raise your prices, but you're scared or whatever, I feel you. And we are just gonna clear all that up today. So this is, yes, a highly practical episode, but it's also very much a mindset episode. Okay. So even if you already have your prices set, maybe you will adjust them after this episode and you will feel even more in alignment so that again, you can have that congruency with your client being like, wow, I love what it is that you offered me. Yes, this is so worth it. And when you offer it, you don't feel like you're overcharging them or undercharging them. You just feel well compensated and excited to offer the thing that you're offering.

unknown: 10:11

Okay.

SPEAKER_00: 10:12

All right, that was uh quite the intro. Let's get into it. Okay, so you are here because you want to put a price tag on something it is that you're offering in your business. Now, there are two main categories of things that you need to consider when you're pricing your offer. And that is what will you charge and what will the client pay? Sounds pretty obvious. Kind of all of this is obvious, but really when you see it all from a holistic perspective and you see how the different factors of each of these two categories influence each other, you will start to understand why and how pricing your offer really is, it's like basically a personal development exercise, just as much as it is a um strategy exercise in your business. So again, there's these two factors. What will you charge and what will the client pay? What will the client pay and what will you charge? What will the client pay? What will you charge? Memorize those two things. What will the client pay? What will you charge? Okay. Now, um, also just to put this into context a little bit, also, where I'm coming from as your business coach of the day is that I help people with the small service provider model. That means that you are not offering a physical product. You're not offering a digital product, you're offering an energetic product, you're offering a service. A service could be housekeeping, right? That's a service. Someone comes to your house and they clean your house. They're not giving you a physical thing, they're doing something for you, or they're showing up in a certain way. I speak to people who want digital businesses, digital services. So a digital service could be coaching, consulting, editing, designing, organizing something, planning something, um, hosting something, managing something, mentoring someone, guiding someone, teaching someone. Essentially, there's an ING, there's a verb word, there is a service. Okay. So um I'm teaching you how to price your service. And I believe in a high-ticket service. High ticket means that you're charging over$1,000 per client, per service. Now, a housekeeper, for example, is probably not gonna charge$1,000 for a single house cleaning session. But a housekeeper might charge$1,000 for a month of housekeeping. Now,$1,000 for them to come every single day is like so cheap. I hopefully they would never offer something like that. Um, but uh yeah, you know, it's it's all about the value and the price together. So when I say high ticket, I want you to think about what you can offer that is worth a thousand dollars. Now you might be like, oh my God, I'm freaking out. I don't know, a thousand dollars is so much money. Well, guess what? I have clients that also charge$30,000. So how about that? Okay, it's just it depends on what it is that you're offering. The client that's charging$30,000 does luxury interior design projects. So it's like a lot of work and it takes months and a lot of planning and preparation and whatever. So, anyway, high ticket just means you're charging at least over$1,000 per client. But what you're offering inside of that thousand dollars, well, we don't know. That's something that you would need to think about. And um, that's about creating your offer, which is not what we're talking about today. Today, we are assuming that your offer is already created. You already know what it is that you're giving, it's very well defined. Now you just need to put a price tag on it. And you want to get that price right, but you're not so sure because again, you're in your head. You think, oh, my competitors are doing this, or someone else said that. No. Come back to yourself, and I'm gonna break down these categories and all the aspects that go inside of them. So, do you remember what the two categories are? What will the client pay and what will you charge? Okay. So out of the factors or inside of what will the client pay that category, there are several factors. It's how bad do they really want it? Do they have access to money? Are they willing to pay for it? And do they believe that if they pay for it, it will be worth it? I'm gonna break all those down into much, much greater detail. What will you charge inside of that category, those four things, which is your inner confidence that your offer is so valuable. Second thing is the belief that you are worthy to receive compensation for what it is that you're offering. The third thing is your ability to communicate to your ideal customers how valuable your product is or your offer is, your service is. And then finally, your unique value proposition and the industry standard. So that one seems to be the one that most people who are newbie entrepreneurs, that's like the only thing they focus on. Your unique value proposition. Okay, well, what makes you special? And what are other people doing? Industry standard. So most people think that that is the only factor that goes into pricing your offer that couldn't be farther from the truth. In fact, the unique value proposition and the industry standard is like the lowest and least priority thing that you should be thinking about. Honestly, the most important things for you to be thinking about when pricing your offer is actually the beliefs that you have that your offer is worth it. I actually think if there's one factor above all the other factors that is the most important, it is the confidence that you have that your offer is valuable AF. Okay, so how do you get confidence that your offer is valuable AF? Well, if you're inside the Digital Nomad Life Academy, then you know that I'm always emphasizing market research, market research, market research. That's not the same as competitor research. Market research is going out there and talking to your potential, your ideal clients who at this point in your business journey, you should have already defined to a T. So if you already know exactly who it is that you want to sell to, you should know and understand their psychographics. Not only should you know and understand their psychographics, but you should have a whole docket, a whole data set in your mind of actual things that your ideal client has said verbatim that they want. When you are creating your offer, you build your offer off of the fact that your ideal client literally told you that they are worried sick every time they go to do XYZ. Now, if you know that your client, your ideal client, is literally worried sick every time they go to do XYZ, when you say, Hey, I will do XYZ for you. I will literally do it for you. And not only am I gonna do it for you, but I'm gonna add A, B, and C to it. And I know that you want A, B, and C as well. When you've talked to that client over and over and over again, different versions of them, and you've heard them say, I'm worried sick, I'm worried sick about XYZ. When you go to offer that thing, you're gonna be like, I know that my client needs this. You're gonna know, you're gonna be so confident that the thing that you're offering is worth something. Okay, we haven't put a price tag on it, but if you're gonna go out and offer something, you gotta know that what you're offering is valuable. If you don't think that your offer is valuable, you're never gonna be able to charge high-ticket prices. And as an aside, the reason why I believe in high-ticket prices, high-ticket offers, is because I know that most newbie entrepreneurs don't understand much about marketing. And if you don't understand much about marketing, it's very, very, very hard to sell anything, even if it's cheap en masse. Like whether you have an expensive product or a cheap product, you still need to market it. So you might as well come up with a business model that you need less people for, and that's where the high ticket comes in. If you have five people paying you$1,000, you've just made$5,000. Five people you could just get from your personal network. But if you need$500 people in order to make a$5,000, you're gonna need some kind of marketing machine. So anyway, so um the high ticket offer, your pricing really depends on are you confident enough to get on a sales call with somebody and say, hey, I have something for you that you are going to love. I know that you're gonna love it because I literally built this offer for people with your exact archetype, with your exact mindset and mentality. And the only reason why you'll be able to know that is again, because you've done your research and you know that your offer solves a real problem. So that's the very first thing that is most important when it comes to pricing your offer, and that goes under the what will you charge category. Now, the confidence that your offer is valuable AF will influence something inside of the what will the client pay category. And that is the client's belief that their investment will be worth it. The thing that you've got to understand is that people pay for what they value. They don't pay for something because it's a good price. They pay for something because it is a price that they can manage in some way because they believe that the thing is going to be worth it. So it's not about the price, right? Because you probably wouldn't pay$1,000 for a sandwich, but you might pay$1,000 for a room in a villa for a month, okay? Like that$1,000 you feel is worth it for your accommodation for a month. But$1,000 is not worth it for a sandwich, okay? So it's not about the price, right? It's about what the actual thing is and the belief that the client has that the thing that they're paying money for is going to be worth it. Now, the thing about the client pays because they think it's worth it, you are actually the one that influences whether they think that or not. And you influence that by your confidence. So when you show up at a cocktail party and you introduce yourself and you say, Oh, I'm this kind of designer, or I am a coach who does XYZ. If you say that with open body language, with conviction, because you are actually identified with the thing that you are doing, that person will just take you for face value, right? So I think this is something that a lot of people struggle with when they're first starting their business is they don't feel fully confident that they are capable of offering the thing that they're doing because they're new at it or they've never been an entrepreneur before. So when they say, Oh, this is what I do, but they're like, I do this, uh, and they're a little bit shaky about it, they're they're not so confident. Then the person that's receiving the information, oh, they do that, but like, oh, they don't seem very confident, then they're not going to believe that what you're charging is worth the price. And then when you say, Oh, yeah, I do this, and they say, How much is it? And you say, Oh, it's$5,000, like that person is gonna automatically think that you are overcharging. But if you are saying, I do this, it's$5,000, and da-da-da-da-da-da-da. And this is how it works, and it's so good, and it gets all these great results, that person that you're pitching to will be more in belief that their investment in your service is worth it. Okay. So everything begins with your inner confidence in your offer. If you're there saying, okay, but I'm new and I don't know how to be confident in my offer, or I'm not confident in my offer, or I feel imposter syndrome, or whatever. This is why inside of the Digital Nomad Life Academy, I have shadow work and personal development work and character development as a key aspect of the overall program. Like shadow work is incorporated into literally every single lesson of the business building process, because this is the kind of shit that prevents you from making real money. Like pricing your offer, you could put any freaking price on your offer, honestly. And if you believe that it's super worth it, and you will come to believe that it's worth it, not because you're in the Lululand, but because you did your market research, because you made something that you know your ideal client really, really wants, and then you feel like you are actually capable of offering it, then that will affect your client's belief that their investment in your service will be worth it. Now, if they believe that the investment in your service will be worth it, they will be much more willing to pay for it. And they will also find access to money. So this is in the what will the client pay category. So the client, what will the client pay category includes again, belief that the investment will be worth it, willingness to pay for it, and access to money. Willingness to pay for it, there's lots of different ways that somebody can pay for something. Now, what I've noticed a lot of people struggle with when it comes to pricing their offer is people have this really negative money belief, like money mindset where they think, oh my gosh, but if I charge that much money, I'm then taking money from another person. And I don't want to take money because taking money sounds bad. Taking money feels greedy. Taking money means that that other person is going to be in scarcity. And I'm a good person and I don't want to put another person into scarcity. But look, what you have to understand is that whenever someone hires you to do something, they're not just frivolously, flippantly throwing money at something and thinking that they're like lighting it on fire and they're not gonna get anything out of it. You have to trust that if someone is coming to you asking you for your help, that they actually want the help and that they're willing to pay for it. Okay. So, and and they believe that if they pay for it, they're going to get a return on their investment. So you have to really get into the identity of not taking money from your client, but that there's an exchange of value. You're offering the value, they are giving you money, and it's an exchange. So even if, for example, you're charging$5,000 for your service and your client actually is in a little bit of debt, but they believe that spending$5,000 on your service will help them get out of debt. They might ask their parents for money. They might crowdfund in order to raise what they need to raise. They might work extra shifts at a cafe in order to get the money. They might take out a credit card. I remember when I was first pricing my offer of the Digital Nomad Life Academy. And one of the demographics of people that work with me are people that don't want to go into college or university. It's like people that have graduated from high school and they're like, you know what? I don't want to go the traditional educational route. I actually just want to be an entrepreneur. So they find my program. And for the average 18-year-old, my program financially would be incredibly out of reach. But do you know what? I'm thinking right now about one of my actually several of my clients. I've got Kaden, Max. I remember both of them were just working extra shifts in order to pay for my program. Max was working on a golf course and Caden was working at Walmart. Both of these 18-year-olds were able to join the Digital Nomad Life Academy, even though obviously it was an amount of money that felt really scary for them to invest in. They believed that it would be worth it. And you know what? It was worth it. Caden, actually, who I'm speaking about, was one of my very first clients ever, like back in 2020. Caden is still running the same business that she built while she was inside of my program. And she also has been living in Central America for the past like five years now. Kate, if Caden did that when she was 18 years old, she figured out a way to pay for it. Your client can figure out a way to pay for your service as well. They just have to believe that if they pay for the money that you are asking for, that it will be worth it to them. And how will they believe that it's worth it? Because you believe that it's worth it. Because you did your research, because you created an offer that you know really benefits somebody and is exactly like what your ideal client is actually looking for. A lot of people, especially Americans, spend money that they don't necessarily have. And um, I actually think that there is this uh like really negative connotation around debt in the United States. Um, and especially a lot of other countries to look to the United States and say, oh, like gross debt. Um, look, I'm not saying that you should aspire to go into debt or that you should love debt, but I just want to reframe your perspective on let's say that you are charging a certain amount of money, and here's a client that like really wants what you have to offer, but they don't have the money. And if they if they go get the money by taking out a credit card, they're gonna go into debt. I don't want you to see that as a bad thing. What I want you to see is them being willing to go into a little bit of debt is them, first of all, taking a bet on themselves, which is so badass for somebody to do to take a bet on themselves. And how magical is it that the American system actually sets people up to receive before they have actually done the work? Like there's a light and a dark side to this, absolutely. Of course, like there it are the financial institutions that are really taking advantage of people that don't understand how to use money, that people don't understand how the debt and credit card system work. And, you know, there's like yeah, like a lot, a lot, a lot of darkness to that. But your business can be full of light. Your business can be full of offering real value to someone who needs it, to someone who values it. Okay, I want you to stop thinking about your offer as being something where you give a service and then you take money. Okay, it's not taking, there's a value exchange. Both of you are winning in the scenario. The best negotiations are win-win scenarios, and your business shall be priced in a way where it is a win-win for everybody involved. You get compensated for what you feel is right for you. You feel good, you don't feel like you're being overworked, you don't feel like you're undercharging, you feel compensated fairly and excited to do that work for that amount of money. And that client feels like, you know what? I don't care if I have to take out a new credit card, or I don't care if this is gonna make me have to go out for dinner a few times less this month, or I don't care if it means that I have to pick up a few extra shifts at Walmart or whatever. Like, if they believe that it's gonna be worth it, you will get paid. And again, they're gonna believe that it's worth it because you believe that it is worth it. And also, you believe that you are worth it, that you are worthy to receive the amount of money that you are charging. Okay, here's the second thing in the what will you charge category. So remember, we started off with confidence that your offer is valuable, is the first most important thing which impacts their belief. It'll be worth it, but you need to believe in your worthiness to receive. Okay. So there's a difference between you believing that your offer is good than you believing that you are good to receive the amount of money. So this is another identity shift. Like really pricing, this is why at the beginning I was like, pricing is so much more than just looking at the market and seeing what your competitors are charging. It's so much more than that kind of like surface level strategy. Pricing your offer in an aligned way is really getting in touch with do I feel that I am good enough? I kind of touched upon this before in like confidence that your offer is valuable. But like if you feel that you don't deserve to have a lot of money, or if you believe that, quote, people that have a lot of money are bad, or that money is the root of all evil, or that you belong in a certain social class and that is not aligned with the high prices that you decided to charge, you will not be able to command those prices. You will end up self-sabotaging and it just won't end up working out for you very well. So a big thing, actually, this is a this is a super hot tip. This is a super hot tip that I only give to my clients. But now that we're however many minutes into this episode, I'm gonna give it to you because you're a loyal listener. Go get the book You Are a Bad Ass at Making Money by Jen Sinchero. It's got a bright green cover. Again, it's called Your You Are a Badass at Making Money. Author Jen Sinchero, S-I-N-C-E-R-O. This book really, oh my God, made the biggest impact in my life, I feel. Like, like one of the most impactful books I've literally ever read, because it's all about the way that you as an individual relate to money. And this really ties into the belief that you are worth it, that you can receive this kind of money. Because if you relate to money by money being this thing that's laced in a layer of evil, you are not ever going to be comfortable making a lot of money because you're associating money with evil and you don't want to be evil because you're a good fucking person and you care. You care about doing good in the world. So when you have a belief that money is a root of all evil, or again, you belong in a certain social class, your business is never gonna be businessing in the way that you want it to. You're going to have a disconnect, an incongruency between what you want to make and the vision that you have of yourself as a badass entrepreneur, and your actual ability to be receiving money in your bank account. If you think that having a lot of money in your bank account makes you a bad person, you will not be a good business owner. You got to clean up that belief. I have a whole episode on money mindset, I think. Ah, yes, it is episode 49 and it's called How Your Money Mindset Will Dictate Your Success as a Digital Nomad. Okay, so if you have any kind of remote belief whatsoever that money is the root of all evil, please go listen to that episode. And also, again, get that book, You Are a Badass at Making Money. I'm telling you, if you can rewire your belief patterns around your worthiness to receive, you are going to do such a better job in your business. You're gonna naturally think about ways to make more money, which inspires your creativity. And when you are more creative in your business, you offer more value. And again, everybody wins. It is a very, very, very good thing for you to believe that you are worthy of charging high-ticket prices. Okay. So, all right, we're moving down the list on the what will you charge category. We're almost done here. Okay, so we've talked about the two categories. Again, what will the client pay and what will you charge? What will you charge? We talked about confidence that your offer is valuable, belief that you are worthy to receive. The next one is your ability to communicate the value. So you can believe that your offer is the best offer. That you could believe that um the thing that you're doing is like, if only the whole world could do this, the world would be such a better place. I was I just had a call last night with one of my clients, and um she was saying that she's ready to start posting on social media about her business and her offer. And I was like, okay, well, tell me about the offer. And she's like, well, it's meditation. And I was like, okay, like what about meditation? And I like I poke my clients a little bit on coaching calls because that's my job, right? My job is to put a tiny bit of stress so that we can see where the fractures are and make sure that everything is neat and tidy and glued together so that the business businesses. So anyway, I was putting a little bit of pressure on her and I was like, what do you mean? It's about meditation. Like, tell tell me more. And we we noticed she was stumbling over her words a little bit, not really being able to say how she was going to impact people's lives with her meditation offer. Okay, I so I use this as an example because meditation is one of these things where if you meditate, you know. Like if you know, you know. You know that it is so powerful, you know that it creates so much peace, so much clarity. And you, if you meditate, you probably believe that if everybody could meditate, the world would be a better place. And you could be so good and passionate about meditating. And so now the my client, for example, I would say she believes that her offer is valuable AF. She's confident that her offer is valuable AF. And she believes that she is the one to do the job and she has a great money mindset. Okay, so even if she has those two factors, if she's not able to fully communicate to another person, to her ideal client, all the benefits of what she is offering, they will not buy it. They will not be willing to pay for it, they will not go figure out access to money or credit. They will not believe that if they spend money on her, that it will be money well spent because they don't understand what the offer actually is. Now, this is really about your ability to market your business effectively, which is different than creating a great offer. Marketing is having a really, really, really clear idea of exactly who your offer is for, why it's so valuable, and exactly what the offer actually is. You should be able to speak about your offer for like a full hour without any notes in front of you, because you know it inside and out, and you know all the reasons why you've done every single itty bitty little thing in your offer. You know why the package is three months, because three months is the transformation, not two months, not one year, but you know that three months is like the magic sweet spot and you figure that out, and that's why your offer is three months long. So the intentionality and the thoughtfulness behind every single itty-bitty aspect of your offer, you need to be able to not just know what it is, but to articulate it, to communicate it. And to communicate it not just in a, these are the three things that you get when you work with me. It's you get this because of this reason, and this is what's gonna happen. Like, you need to get them, you need to be able to express the value of your offer in a way that gets both of you excited. You should be excited, communicating about what you offer, and you can just boom, like bang it out just like that, so that they're like, oh, I completely understand. That's on congruency. What you believe and what you say are completely aligned. You are in integrity with your offer, and that energy gets transmuted through the way that you express it to your ideal client. And if they are like, wow, I completely understand this offer. This person seems super confident that they are able to offer it to me and get me the result that I need. And you're feeling worthy of offering it and worthy of receiving compensation, that's when you get paid. That's when the client says yes to your sale, even if you are charging more than industry standard. And that leads me to the last point under the what will you charge category. So there's four in both categories. Um, okay, so again, what will you charge depends on how confident you are that your offer is valuable, how worthy you believe you are to receive money for it, how clearly you can communicate what your offer is and why it's valuable. And finally, your unique value proposition and the industry standard. Okay, I'm gonna give you a little example. All right. So um when I first started my business, I didn't call myself a business coach and I didn't call myself a career coach. I called myself a digital nomad coach because I was actually much more coaching about lifestyle and possibility than I was coaching about actual business, marketing, money, et cetera, and career. So as a digital nomad coach, that's kind of like an uncommon thing. Like, I feel like if I made Instagram content back in 2020 and someone was like, oh, a digital nomad coach, they'd probably never even heard of the concept of a digital nomad coach before. So if they'd never heard of that concept, what they probably wouldn't do is go find my competitors because they would, they're just new to this idea in the first place. So I knew at the time that there were a few other people also offering digital nomad coaching. I knew that because I was in the industry. You are in whatever industry you are in. Let's say that you have a community for new moms. Okay. You've created a community for new moms and you are charging$50 a month for that community, which ends up being over a thousand dollars a year, by the way. So it's still high ticket per client. Okay. All right. So um if you have that community, you probably know who your competitors are because it's your business, and you've probably taken a vested interest in figuring out what all the other communities for new moms are, how much they charge. You might even have all that information on a spreadsheet. Your customers, though, your clients, the new moms who need community, they probably are not going to go do the research on every single competitor that exists on the internet in the way that you have. They're just not gonna do that. They're a new mom, they don't have time for that. Maybe they'll go look at one or two other competitors, but for the most part, if if a new mom meets you, the owner of the community out in the wild, she's not gonna go look at other competitors. She's gonna hear about your offer. And if she feels that it's valuable, she's gonna buy it. And if she doesn't feel that it's valuable, she's not gonna buy it. If she doesn't feel that your offer is valuable and she doesn't buy it, then maybe she'll go look at competitors, but she probably will hear you out first. And if she likes it, she will buy it. She does not care what the other competitors are charging because she is not looking for a community to save money. She's looking for a community to feel a certain thing. And if you've communicated the feeling that she needs effectively to her, she's just gonna buy it. This is what happened to me. I remember when I was first starting my business, I would ask my clients after they started working with me, like, oh, did you ever consider working with one of my competitors? And do you know what they said? They said, Oh, I didn't know you had a competitor. I didn't know that you had a competitor. I can promise you that most service providers, whatever service they are offering, whoever they're offering it to is only aware of like two or three other people offering that same service, if that. But they might only be aware of you. When I think about, oh, I want to hire a graphic designer, I happen to know like I don't know, a few graphic designers because I work in the internet space, but still, I only know a few. And I'm in the industry. Most people who are not in the industry, if they meet you and you're a graphic designer, they're gonna be like, cool, now I know a graphic designer. And then when they need a graphic designer, they're just gonna hire you. So this is why I feel like it's actually a little bit dangerous to go sourcing the prices from all of your competitors. Because, first of all, it doesn't matter what your competitors are charging, your client might not even be aware that your competitors exist in the first place. But also, you don't know the money mindset that your competitor has. Maybe your competitor has a very low self-worth and therefore is deeply undercharging. Maybe your competitor is super new at what it is that they're doing. So, again, they don't really have confidence that they can charge a high price. Or maybe your competitor has been in the industry for a really long time and has a scalable business model underneath what it is that you're seeing that allows them to charge a lower price. Also, you don't know how how good they actually are. Like, you just don't know anything about your competitors other than the little price that they've posted on their website. That barely tells you anything about all the factors that go into pricing. So, like, okay, if you really want to go check out what your competitors are charging, just so that you're not like gonna shock and horrify somebody by charging something that's so off base. Like, okay, I would say to get a general, super, super, super general ballpark of what you can charge. That makes sense. But do do not, please, don't you dare price your offer based off of what another person is offering, because there's just so much that you don't know. And it doesn't matter anyway, because your client will pay you based off of whether they believe that it'll be worth it. They will pay you based off of how willing they are to go get that money, to go get that credit. And they will pay you based off of just how badly they want it. That's the final thing inside of the what will the client pay category. So, what will the client pay? That's based on whether they believe that it'll be worth it, how willing they are to go get the money to pay for it, their access to the money. And finally, just like, do they even want it? Now, the thing about a high-ticket offer is that what I said earlier, you're probably not gonna have a whole marketing machine to sell this thing. You're probably gonna have a super simple marketing funnel where they find you, they get on a sales call, and then you sell to them on the call. If you have communicated what you do and who you are before they get on the phone, you've just got to assume that if they're getting on the phone with you for a sales call in the first place, they want it. They want some kind of result. They have a problem that they want to solve and they see you as a potential person who can solve that problem. So your job on the sales call is just to really figure out like, does this client actually want to solve this problem or do they not really care? Because if they don't really care to solve their problem, they're not gonna pay you a cheap price and they're not gonna pay you a high price. They're just never gonna pay you because they don't really want it. And that really goes back to identifying exactly who your ideal client actually is in the first place, making sure that you are targeting the right people in the first place, that you are saying, I do this for this kind of person so that you only get that kind of person on your calls. If you get the wrong kind of person on your sales calls, they're never gonna buy your offer, no matter what the price is. Okay, like for the people in the back, people are not buying what it is that you offer because of your price. They are buying what it is that you offer based on your offer. Do they feel that your offer solves their problem? I assume that it does because at this point in your business building process, you've already done all the market research to know that your offer does solve their problem because you know what their problem is, and you've taken a lot of care and consideration to create something that solves their problem. And that is how you price your offer, my friends. Yes, there are so many factors that go into it, but I hope now that you've listened to this, you understand that it is so much more than just choosing a price and seeing if someone buys it and raising or lowering it based on your closing rate. It's so much more than, oh, well, industry standard and what my competitors are charging is this. None of that has anything to do with it, or very, very, very little. So much of you pricing your offer is it's an inner job. It's a literal inside job. And this is why I always say that entrepreneurship is one of the greatest vehicles to personal growth because it makes you look at the reasons why you're not worthy. It makes you look at your confidence, it makes you step into a new identity. It challenges who you think and say that you are and makes you show up as the person that you want to be. Otherwise, you're never gonna make it as an entrepreneur. So entrepreneurship is not for everybody. But I really believe that people that find this podcast, I don't know, I believe in energy, I believe in magic, and I just believe or I know that the internet is such a vast, wild, limitless place of endless possibility and so many different people, so many different, so much information. But you found this podcast and you are here listening to my information because somewhere along the way, you decided, you know what, I like her vibe, or you know what, I feel like she knows what she's talking about. So if you are here and you are listening to this message and you're feeling excited because now you have more clarity on how you actually can price your offer from a true place of confidence and knowing that you're worth it, you, my friend, are now equipped to make way more money in your business, which is exactly my intention for you as a business coach. So I almost said this at the beginning of the episode, but I was like, we can just save it till the end. But I actually, this whole episode was inspired off of a DM that somebody sent me. Somebody sent me this DM recently, and she was like, Hey, Krista, I know that you're a career coach and you help people come up with business ideas, but I actually already have a business idea. I just want to grow my business and I'm not sure how to price it. Can you help me? Um, or do you oh no, she said, Do you know someone who can help me? And I was like, Oh, hello. Like, that's literally what I do. I am a woman of many talents. Yes, I help you come up with a business idea, but ultimately that is just the very first step in the work that we do together. I am here as a business coach to help you make money. I just, I'm not someone who's gonna help you make money out of strategy and tactics and whatever. I'm here to help you make money from a truly holistic, authentic place where you can feel so in integrity about what it is that you're offering. Like, even if you are offering, for example, like therapy services, if you, which is something so beautiful and an amazing thing to offer the world, I think we can all agree that therapy is a really positive thing. If you feel that you are charging too much or you're unaligned with the offer, or the clients that you're working with, you're just not vibing with, you don't have an aligned business. You've essentially just built a new job for yourself, and that doesn't feel good. I'm here to liberate your life. I'm here to help you live a better life, to feel more aligned, to feel more fulfilled. And I just I really believe that your career and a business is such an important part of our lives in our society, right? Like we spend so much time working, we might as well do work that we feel amazing about. So that's my wish for you. And if you, wherever you are at in the business journey, I'm assuming if you're listening to this, you already have a business idea, at least, or maybe your business is already rolling. Either way, I would love to support you in making more money so that you can continue growing into your dream life. Now, if you want to make more money in your business, I'd love to support you with that. Slide into my DMs on Instagram with the word apply. And we will talk about the Digital Nomad Life Academy and whether it is a good fit for you. Depending on where you are, it might be a little bit to beginner, but I think again, if you're if you didn't know about everything that I shared today in pricing your offer, it's definitely not to beginner. I would say as long as you're making under$100,000 a year in your business, the program would be great for you. So slide into my DMs on Instagram at Christabella Travels with the keyword apply. And then make sure you answer the questions. I'll it'll feed them to you one by one by one. And then we can actually have an intelligent conversation where neither of us waste each other's time. Um, we just I just get to know you based on what actually matters. And um, yeah, maybe I can support you in the next, in the next 12 months, doubling your income. Wouldn't that be freaking amazing if you could double your income while also living in the destination of your choice while having all the freedom that you could ever want? Freedom to go to a fitness class at noon on a Tuesday, to extend your vacation time, to spend three weeks at home with your family around the holidays. Like you get to live whatever life you want when you work remotely. And it feels so good when you also have a business that you love and feel really aligned with. So that's my mission. That's my intention. And I really hope that you got something out of this podcast. I hope that you found it helpful. Um, send me some feedback on Instagram either way, or again, just send the word apply at Christabella Travels on Instagram. And I will see you in the next episode. Thanks so much for listening. Bye.