Pricing Like a Pro: Say It, Own It, and Stop Apologizing

You know that moment.

You’re vibing with a potential client, the conversation is flowing, and then – BAM – here it comes:

“So, how much does this cost?”

And suddenly, your brain goes into full-blown panic mode.

Should I lower it?Should I offer a discount?Should I sweeten the deal so they don’t say no?

STOP.

I’ve been there, and I can tell you this: your price is never the problem – your belief in it is.

So let’s talk about how to handle this moment with the confidence of Beyoncé accepting another Grammy (which, at this point, she just expects).

Step One: Before You Say a Number, Say This…

Most women entrepreneurs make the mistake of blurting out their price the second they’re asked.

And that’s where the awkwardness starts.

Instead, before you ever talk about the cost, talk about the value – the transformation, the results, the real wins they’ll experience by working with you.

Because people don’t buy coaching, consulting, or services.They buy the outcome.

If you skip straight to the price, they’ll immediately start weighing the cost instead of seeing the potential.

So, the next time someone asks, “how much does this cost?” pause and say something like:

👉 “Let’s talk about that! But first, let’s make sure we’re clear on how I can help you…”

This does two things:✅ Shifts the conversation from price to possibility.✅ Shows you’re focused on their results, not just making a sale.

And that brings me to the next step…

Step Two: Listen More Than You Speak

Most people don’t realize that pricing is a two-way conversation.

If someone hesitates after you explain the value, don’t rush in to lower your price or toss in extras to “make it worth it.”

Instead, listen.

Sometimes, the hesitation isn’t about the money – it’s about fear. Fear of change, fear of investing in themselves, fear of stepping outside their comfort zone.

So instead of assuming price is the issue, ask:

💬 “What’s coming up for you?”💬 “Does this feel aligned with what you’re looking for?”💬 “What would make this an easy yes for you?”

When you listen first, you can address the real concern – without discounting your worth.

Step Three: Say Your Price Like It’s a Fact (Because It Is)

Okay, here comes the moment.

You’ve outlined the value.You’ve asked good questions.You’ve made sure they understand how this serves them.

Now, it’s time to name your price.

And the key? Say it like you’re telling them tomorrow is Wednesday.

No nervous energy. No “but we can work something out!” No over-explaining.

Just:

✅ Clear

✅ Confident

✅ Direct

And after you say it?

Step Four: BE QUIET.

I mean it. Don’t. Say. A. Word.

When you let the silence sit, you give them the space to process. And trust me, they need that moment.

If you jump in with “but I can adjust the price!” or “I could throw in an extra session…” you’re actually telling them you don’t believe in your price – which means they won’t either.

Your silence is your power.

Use it.

Your Work is Worth It. Own It.

I know pricing can feel uncomfortable. I know that urge to soften the number is real.

But here’s the truth:

✨ When you believe in your value, others will too.

✨ When you own your price, the right clients will meet you there.

✨ And when you stop discounting yourself, you’ll finally get paid what you’re actually worth.

So next time you hear “how much does this cost?” take a deep breath, follow these steps, and own it.

Ready to Finally Price with Confidence?

If you’re tired of undercharging and over-explaining, I’ve got you.

Book a Complimentary Strategy Call and let’s make sure you’re charging what you truly deserve.