Are You Caught In A Price Trap?

Are You Caught In A Price Trap?

Did you know that pricing is one of the biggest challenges in business? It’s true! Get it right and your business runs beautifully, attracting lovely customers and making you a great living. Get it wrong and you barely make a profit, even though you’re working like crazy.

I was talking to a lady recently, who was working way too many hours for not enough money.

She was burned out, fed up and broke. She knew something had to change before she gave up altogether but she was scared of getting it wrong. She was scared to raise her prices because, even though she wasn’t making any money at the moment, she was convinced if she put up her prices nobody at all would buy. She thought she just needed to work harder and get more customers, but she was already working way too hard.

She was in a price trap where she didn’t have enough hours in the day to make the money she needed and her current business model meant it could never grow.

I had to give her some tough love. I told her she had an expensive hobby, not a business. By the time she factored in all the hours she was working, her hourly rate was a pittance and she wasn’t making a profit. I told her  she was too cheap and giving out all the wrong signals, attracting bargain hunters and people who didn’t value her. And I told her she needed to change things fast before she made herself ill.

My biggest piece of business advice for her was to VALUE herself and her skills and put up her prices a LOT.

She was really shocked but she soon realised what I meant.

What To Do If You’re Attracting The Wrong Buyers

Even though this lady had probably known this for ages, she had been scared to put up her prices because she thought no-one would buy.  And people were buying but they were the wrong people – people who wanted cheap products rather than those who wanted GOOD VALUE (There is a BIG difference). She was marketing (verging on spamming) in local selling groups and trying to compete with cheap prices online and yes, she was selling, but at what cost? Something had to give.

When we worked through the numbers it became very clear very quickly that if she targeted a different type of customer she could charge more for her beautiful products.

She would need to make some big changes starting with her mindset. Instead of thinking of herself as ‘little old me’ who can’t charge much because nobody will pay, she needed to start thinking like a BUSINESS OWNER. Someone who sells an amazing product that the right people will adore and will happily pay a premium for. She had to start valuing her time and skills, her experience and expertise.

We worked together to help her understand her value. The products she created were far better than the stuff selling cheap on Amazon and Ebay and yet she had been trying to compete with them. She realised the people buying those things were buying based purely on price. They weren’t bothered about quality or service, they just wanted a cheap commodity.

Her products were better. They were beautifully made. The quality was amazing, from the sustainable materials she used to her eco-packaging. She was passionate about creating products that would last a long time and even be handed down through families. Her customer service was fantastic.

She quickly realised there were a few different groups of people who would happily pay more, she just had to pick one and start marketing to them.

The Super Customer Marketing Journey

Instead of trying to find customers in local ‘buy and sell’ groups as she had been, she instead needed to figure out where her Super Customers were looking. After a little research we worked out that, with a few changes to her product photography style and some hashtag research, Instagram could really work for her.

She was already using Facebook but her page fans were the wrong sort of people, so she needed to start attracting more of the right people. She could do that by changing her behaviour on Facebook and instead of acting like a bargain-basement business, she needed to reposition herself as an artisan making handmade creations that oozed quality. It would take some time but gradually her fan base would change and Facebook could become a really effective marketing tool for her.

We talked about sharing her journey, from design scribbles to materials, work in progress, finished items, little touches, packaging and also a new focus on her, as a maker. Weaving her story into her online presence, sharing her inspiration, talking about why she did things the way she did, why she loves what she does – that personal thread running through a business is a game-changer. It’s not about price, it’s about the journey of amazing products from idea to completion.

I told her I often buy gorgeous things on Facebook and Instagram exactly because of this approach. Watching a sketch take shape and come to life is magical. Many’s the time I’ve already decided I’m going to buy something even before it’s finished because I feel that I’m part of its journey. From felted bees to oil paintings, embroideries to cookies to make-up bags, I bought them all this way.

She realised she had just got herself into a ‘cheap’ mindset and it nearly broke her AND her business BUT it was reversible. She saw that she could reposition her business and she got very excited. She had looked at other makers featured in magazines and online and never dreamed she could be in the same league and yet, there was nothing stopping her other than her self-belief. Yes, it would take some time but the sooner she started, the sooner it would happen.

Do You See The Shift?

Do you see how things changed from an attitude of ‘I have to be cheap to compete with Ebay sellers’ to ‘I’m a skilled maker and the things I make are unique, beautiful and valuable’? Do you see how that would change a business beyond recognition?

Which would you rather have? Which would you rather be?

As soon as you realise your value and your worth, the energy in your business changes. Your marketing takes on a new feel. Your prices increase to reflect the quality and the journey of your work. You start to make a really nice income AND you attract customers and fans who adore you and your work.

A few weeks after repositioning her business and putting up her prices she started attracting the RIGHT kind of customers. She deleted all her ‘cheap’ posts from social media and gave her website a mini-makeover. She looked on Instagram and Pinterest to see how other makers were using props and lighting in their product photos and she learned fast.

She started sharing her journey. She started building online relationships with other makers and artisans and shared their beautiful work on her social media with no expectation of them returning the favour, but guess what? Some did! And even for those that haven’t (yet) the fact she was sharing their gorgeous (not cheap) things helped to position her and her business in the right way. It elevated the perception of her business into a higher league.

None of this cost her much money – it just took a weekend of online tidying-up, research and learning.

The best thing is it’s going to get better and better for her. She is gaining confidence. She is attracting new fans. She’s enjoying doing her marketing and social media. She is feeling more inspired and creative. And she has to work fewer hours to make the same money. Yes, she lost a few people and had the odd grumbler but her business needed to let them go, they were the wrong fit and were keeping her stuck in the price trap.

So, Why Do Business Owners Struggle With ‘Proper’ Pricing?

Well, I reckon a lack of confidence and that pesky ‘little old me’ syndrome have a lot to answer for when we talk about pricing.  Loads of people accidentally fall into the price trap because they don’t know any better and they don’t feel confident enough to charge what they are worth.

Let’s look at how most people price their products and services – maybe this is how you did it, too?

  • You look at what your competitors are charging and opt for prices just above or just below them, depending on where you believe you rank in the pecking order (which can have damaging consequences if you’ve made the decision on a day when your confidence is low!)
  • Perhaps you’ve asked your friends and family what they think and been greeted by a sharp intake of breath.
  • Maybe you started off well but a catty comment by a ‘bad-fit’ customer knocked your confidence and convinced you you’re too expensive?

This happens all the time. For many small business owners, pricing seems to be a particularly emotive topic and one we take personally.

  • We worry that we don’t have enough experience or we’re not good enough to charge ‘proper’ prices
  • We fixate on what our competitors are charging without questioning whether they are right
  • If we can’t find out what others are charging, we worry we’re getting it completely wrong
  • We also fear being judged by others. After all, perhaps other people might think you’re getting a bit too big for your boots if you put your prices up? You know what I mean, the voice in your head that worries people are saying ‘who does she think she is?’
  • Then of course there’s the fear that you might lose customers or not attract new ones

Do any of these seem like a proper, sensible pricing strategy a ‘proper’ business owner would create? Or do they all seem a bit knee-jerk and random? Hmm?

So, Are You Caught In A Price Trap?

  • Are you working too hard for not enough money?
  • Are your prices based on the value you bring or are they based on what other people are charging?
  • How can you reposition your business to attract better customers who love what you do and are willing to pay for it?
  • Even if you don’t completely scrap your current product or service range, maybe you can create a luxury or VIP tier? You can focus all your marketing on your higher-end offerings. That way you can transition out the ‘bad-fit’ buyers and unprofitable offerings without removing your income (however meagre).

The only way to do it is to do it. Be brave. Dig out that self-confidence and go for it. In a few weeks you could have a completely new business and you won’t look back.

And what’s the worst that can happen?

Nobody buys, right?

Well that’s just a sign that you need to keep tweaking and keep marketing.

  • Make sure you’re walking the talk. Make sure your marketing is up to scratch, that your website reflects your new higher-level business and that your social media is on point.
  • Focus on the VALUE you bring to your Super Customers.
  • Share your journey as you develop your products and services.
  • Engage your audience. Talk about what your products and services do for them. How will they help? What difference will they make? Why are YOUR products and services a cut above the rest?
  • Keep marketing. Keep tweaking. Keep marketing. Repeat.

It doesn’t matter whether you sell HR training or make handbags, the principles are the same. Get really clear on the value you bring. Understand how it makes your Super Customers feel, then charge what you’re REALLY worth.

Let me know how you get on and good luck! You’re awesome.

 

Scared To Put Your Prices On Your Website?

Scared To Put Your Prices On Your Website?

Don’t be scared to put your prices on your website. Here are 4 REASONS why:

1. If you’re scared of your competitors finding out, they will find out somehow anyway. Forget about them and focus on building a loyal following of people who LOVE YOU and love what you do. Your Super Customers won’t care if you’re not the cheapest – they come to you because you are awesome and they trust you.

2. Leaving your prices off is off-putting for customers. If I have to dig around a website, fill out a form, make a phone call or send an email just to get an idea of price I’d sooner go elsewhere. I assume the prices will be so high that the company will have to get a salesperson on the phone to HARD SELL to me (eeek!)

3. Out Of Hours Shoppers – I do most of my online browsing and shopping when my daughter is in bed, after 9pm. Here’s how it works: If I love what I see on your website or Facebook page AND if I can see the price and it feels like good value AND if I can get answers to any questions from your Frequently Asked Questions section AND I can see lovely reviews and I can see videos of you and I can see you’re a real person who can be trusted – I WILL BUY. You’ve made it easy for me. I like that.

4. Be proud of your business and what you sell and don’t be ashamed of pricing properly. Your Super Customers know you have to make a living. They know you are worth it. You’re not after bargain hunters – you want to attract people who value what you do because it’s perfect for them.

If you offer bespoke or custom products or services then at least say “prices start from” or “basic packages start from” or “this item cost £XX as a guide price, this is how we cost it” Give us a clue. We will still love you.

YOU ARE WORTH IT

YOU ARE WORTH IT

YOU ARE WORTH IT

Got that? Good 

Love, Claire xx

“I Can Do It Cheaper Myself”

“I Can Do It Cheaper Myself”

So…you’re chatting away to someone and the conversation is flowing beautifully. They love your business, they are talking about how they need what you sell when, in the next breath, they ask you your prices.

And the world stops, just for a second.

In that second your brain goes into mega-overdrive mode. In the space of that second the following questions and statements flash through your head, one after another:

“OMG what do I say?”

“She’s going to be shocked when I tell her how much it is”

“She’s going to think I’m too expensive”

“This is going to be awful, what if she pulls a face or laughs”

“What if she says NO?”

“What if she says she can do it cheaper herself like that woman did the other day – that really hurt”

“I knew I was too expensive”

“What was I thinking?”

“What can I say? What can I say? Ooh I know I’ll just tell her a really low price and she’ll say yes”

“OK, that’s the plan – don’t tell her the real price”

“OK great”

And what comes out of your mouth is something like this:

“Well, it’s usually THIS much but I can do you a 20% discount and as it’s sunny I’ll knock another 10% off!” You say, grinning manically.

And the reply?

“HOW MUCH? I can do it cheaper myself”

AAAAAAAAAAAAAAAAGGGGHHHHH!

How very dare they?

DOES THIS SOUND FAMILIAR????

And I see this happen ALL THE TIME! And the thing is, it just feeds our belief that we’re too expensive. We let one or two bad fit people dictate our prices and it mentally scars us for years.

We’re already lacking in confidence because being in business is scary, we have to sell ourselves and our products and our confidence regularly takes a battering so when it comes to pricing we just WIMP OUT!

I hear people who create AMAZING things say things like…

“I can’t charge very much – people won’t pay it”

“I already had the materials in the house”

“It’s ‘just’ me making them”

“I’m not a big company, I don’t need to charge much”

“I just work from home”

“I enjoy making them”

Are you guilty of saying ANY of these, by any chance? Go on, you can tell me!

Let Me Tell You The Worst Thing

No matter how cheap you make your products or services, and no matter how many discounts you apply, for SOME people (in other words the WRONG people) YOU WILL STILL BE TOO EXPENSIVE.

Some people will never appreciate the value of what you sell. They won’t appreciate how much work and time and energy went into it. They won’t appreciate what it can do for them. 

They just want cheap.

And that’s fine.

You just have to remember they are not the right customers for you and you MUST NOT let them shape your business.

[Tweet “If you base your pricing on the opinion of bargain hunters, you will end up with a bankrupt business.”]

Leave that to the bargain basement stores!

They buy millions of products in bulk and make a couple of pence on each one so they can afford to charge peanuts and for some people that’s perfect. Heck, even I shop there for some things (like dog poop bags!) and I bet you do too? Sometimes the bargain basement £1 or $1 store is just what you need some days.

Your job is not to try to compete and not to say YES to people who want you to compete with the bargain stores. Let them go.

You Need To Find Your Best Buyers

Let’s see what that looks like.

If you crochet baby clothes, you don’t want to market to people who want cheap baby clothes. Even though YOU can knock out a baby jacket in a couple of hours does not make them cheap. Let me put this in perspective for you.

If you can crochet a beautiful, handmade baby jacket in a couple of hours, that is an amazing skill. I can’t do it. I might just manage to crochet something or other if you give me  a few days but I can’t do all that fancy bobbly stuff and if I have to go round a corner, it’s not pretty.

If you can crochet a beautiful, handmade baby jacket in a couple of hours, you had to use wool, and a crochet hook. You have to use buttons and a needle. You have to crochet it, press it, sew it up beautifully.

You had to GIVE UP TWO HOURS OF YOUR TIME that you’ll never get back. It doesn’t matter that you enjoyed it and that you would have done it anyway, given the choice – that TIME and ENERGY and WOOL and CROCHET HOOK and NEEDLE are worth something. That baby jacket has value.

Now, the WRONG people won’t understand that and they won’t see it or appreciate it. They will see a baby jacket. They can buy a baby jacket in a discount store for cheap. They will say ‘How much? I can make it cheaper myself’ (My advice? LET THEM TRY!! But say gracefully ‘oh lovely, well yes if you can crochet you could definitely do it yourself’ *while biting tongue*)

The RIGHT people will see a BEAUTIFUL, HANDMADE baby jacket. They will see the and appreciate your skill and the complexity of your work. They will ‘ooh’ and ‘aaah’ over the beautiful stitches. They will say things like ‘oh I wish I could crochet something like this’. They will appreciate the work that has gone into it. They will see it as an heirloom piece – something expensive that they can treat their baby with and that can be handed down.

Do you see what I’m getting at?

You can’t create a beautiful piece of work like that and charge £10 or $10 because you’re competing with mass produced stuff on the high street. After your wool costs and your time, you’re not making any profit. That’s no way to run a business!

You need to price up your products and services PROPERLY – like a business owner.

You need to price them for the people who VALUE what you sell. Who appreciate that you have skills and knowledge they don’t have and that you’re providing something they can’t do or make themselves.

You need to easily cover your costs – ALL your costs, including your time (even if you really enjoy what you do).

You need to work at a great hourly rate, so if it takes you 2 hours or 10 hours to create something then charge for it. Don’t end up working for peanuts just because it’s your own business.

HOW MUCH?

Often, when I teach this, I hear ladies say ‘but it took me 10 hours, I can’t possibly charge $10 an hour, that’s $100 just in time’. And I say ‘YES!’

‘But Claire, nobody will pay that!’ they say.

And sometimes they are right, which is why I say you have 2 choices.

  1. Price it up properly and find people who will pay you for the 10 hours of work that went into it
  2. Spend less time on it

Number 2 often makes people take a sharp intake of breath but I know you – you’re a perfectionist and you’ll spend HOURS tinkering and tweaking so YOU think it’s perfect. I have news for you. Your customers don’t care.

You could spend half the time on it and it would be MORE than good enough. Perfection is relative – I probably wouldn’t be able to tell the difference between something you’d spent 5 hours on and something where you’d spent an extra 3-5 hours tweaking. I probably wouldn’t care. 

So What Are You Going To Say Next Time Someone Asks You Your Price?

I know every business is different and it depends on whether you’re selling your time or selling something you’ve bought or made but the principle is the same.

Don’t price your products or services based on the opinions of bargain hunters

Price your products or services based on what the RIGHT people will pay. Base your prices on what it COSTS you in time and materials and then add some.

And then be confident in announcing your prices! When somebody asks you, stop that monkey chatter in your brain before it starts and just say ‘it’s THIS! I know, it’s great isn’t it?’ 

Either they are going to agree and pay it (sometimes with a bit of squirming but that’s their ‘stuff’ not yours), if they are the right person or they will pull a face and say something like ‘I can do it cheaper myself’. Once you’ve pulled that knife out of your heart, you can remind yourself that they ARE not and will never be the right customer for you.

You’re definitely worth it!


Have YOU ever priced like this? What’s the WORST thing someone has said to you when you told them your prices? Come on, share the audacity – HOW VERY DARE THEY?!

 

You’re Fired! How To Ditch That Bad Customer Today!

You’re Fired! How To Ditch That Bad Customer Today!

Have you ever had a BAD customer?

You know the ones – your heart sinks when their number comes up on your phone. They’re a nightmare to deal with. They pay late, question every bill, nitpick your work and get all dramatic if you mention putting up your prices.

I remember one of my first customers I took on as a brand new self employed marketing consultant.

It was a man who lived around 40 miles from me, who sold industrial products. We met up to discuss working together and he told me he’d had a problem with all the other marketing consultants he’d worked with. He also insisted I brought my degree and masters certificate with me to the meeting to prove I had these qualifications. (I know, I should have known then…)

I listened sympathetically and (in my head) decided I would be the exception. I would be the GREAT marketing consultant he needed. I would save him. I quoted him a price – he said yes immediately. I was overjoyed I had  A NEW CLIENT. Yayyy!!!

Fast forward a few months when he had summoned me up to his house almost every week (and no, he wouldn’t pay mileage) because I’d made some sort of mistake or other. I dreaded his calls and emails. Everything was my fault. I was the same as the rest. That job cost me a fortune in diesel, unpaid invoices and self respect.

Something had to give before I snapped. Next time I got summoned, I spent that hour, those 40 miles, rehearsing. I decided I was going to fire him. I was scared witless and panicking (I hate confrontation and he was a bully) but I knew I had to do this for the sake of my business, my self esteem and my health…

That drive up there felt like the longest drive of my life. My heart was hammering in my chest as soon as I stepped out of the car. My voice shook and I felt unsteady on my feet but I said it. I said ‘I’m sorry, I can’t work with you any more. You’ll have to find someone else to help you.”

He was surprised, then argumentative, then angry, then abusive. But I survived. They were only words (albeit not very nice ones). I kept quiet, stayed professional and tried to let the insults slide off (easier said than done, he knew exactly what to say to push my buttons and make me feel bad).

But guess what? I did it. I fired him. I drove back home on a high, thanking my lucky stars I’d seen the light before it got even worse. I felt like I’d won the lottery.

Now, looking back I love that customer.

Why? Well, today I can see that he taught me so many lessons, and really big lessons at that. He taught me EXACTLY HOW I DIDN’T WANT TO WORK. He taught me what a BAD customer is so I’ve been able to avoid them since. He made me realise loads of things, quite early on and it’s saved me a lot of heartache since.

  • I realised I needed to be much better at managing client expectations.
  • I needed to price myself properly.
  • I needed to have proper terms of business
  • I needed to get part payment up front
  • I needed to be more assertive
  • I was determined never to be made to feel that way ever again by a client (or anyone)
  • I needed to STOP SAYING YES TO EVERYONE WHO WANTED TO WORK WITH ME.

I realised that the reason he nearly snapped my hand off when I quoted him is that probably nobody else within 40 miles would take him on – I’m sure his reputation preceded him.

Does Any Of This Sound Familiar?

It’s a pattern I see all the time.

The BAD Customer Phase

I think nearly every business owner goes through this phase of attracting bad customers at some point. Usually these are customers from our early days in business when we’d take on anyone who asked – we’d say yes to any job, no matter how ill suited we were, because it meant someone wanted us AND we’d get paid.

We charged peanuts because we were ‘new’ and lacking in confidence – we were just grateful for the business!

  • And then it all starts to go sour.
  • They don’t treat you well.
  • Their expectations are unrealistic
  • They are demanding but not in a good way
  • They have no respect for you or your time
  • They ring/call/email at stupid o’ clock and go crazy when you don’t reply straight away
  • They try to beat you down on price all the time
  • They find fault where there is none
  • They slowly but surely wear you down. You lose confidence in yourself and your business. You fall out of love with it and wonder why you bother.

It takes a while, and a whole lot of LOVELY customers to make you realise there is another way to work.

And even now, when you’re actually charging decent rates and attracting nicer customers or clients, you still hang onto these BAD customers, right?

You’re scared to let them go.

You have a bizarre love/hate sentimental attachment to them! It’s like an abusive relationship you can’t leave.

But Claire, you say, they’ve always stuck with me through thick and thin! They are lovely really, they just don’t know any better. They have cashflow problems, but I always get paid eventually. I’ve always been able to rely on their payments (even if they were paltry and late) to get us through….

Let me give you some advice.

Fire them! Now!

Why?

Well they are keeping you stuck. They are holding you back and keeping you down.

They are BAD for you and BAD for your business.

They are taking up time that you could be selling for a higher rate.

They don’t value you. They are taking advantage.

They are part of the ‘old’ business – not part of your future.

Bad business weighs heavy – your business can’t fly when it’s dragging old baggage with it.

You need to put on your big girl knickers and take action to stop this going any further.

Arrange to speak to them or meet with them. Tell then you’re sorry but your business is changing. Or you’re changing your focus. Or you’re cutting your hours. Or you don’t feel you’re a good match for them any more. Or tell the truth – say you can’t work like this any more and for both of your sakes, you’re going to cut them loose and set them free to work with someone else who is better suited.

There is a good chance they will be MAD. Spitting feathers. They will be (or pretend to be) offended. They will tell you that you’re unprofessional. That you’re making a big mistake. That they will tell everyone never to work with you. How very dare you. Or they will weep and rant.

And remember this rant, lovely lady because THIS – THIS behaviour is why you never want to work with them again.

No matter how much of a noise or scene they make, just keep telling yourself that it’s time to let them go. They are NOT your ideal customer. They are NOT good for you or your business. Stick to your guns. Don’t give in.

And above all else, you’re protecting your self respect. You are showing YOU that you value yourself (how can you expect anyone else to value you if you don’t value yourself??). And I’m going to say something a bit woo-woo here – That BAD customer needs to go to make room for an awesome new one who’s waiting in the wings. I promise.

Your BAD CUSTOMER Challenge

Deal with them this week – get rid. You will feel AMAZING once your knees stop knocking and I guarantee your business will be much better for it.

Go on, we’re all here behind you, sending you moral support and you’ll feel like you’ve won the lottery once they’re gone. What’s not to love?

And if you want to share any bad customer horror stories to make us all feel better, feel free in the comments. JUST REMEMBER NOT TO MENTION ANY NAMES OR ANYTHING THAT COULD IDENTIFY THE PERSON IN QUESTION. The last thing you need is a legal letter through your door!

She Said NO To £500 In Her Hand

She Said NO To £500 In Her Hand

“When you turn down £500 cash (50% discount) in your hand today because they are not your super client!!!! ARGH!!! lol Off to lie down!”

 

I love this post!

A lady in one of my Facebook groups posted it and it started a big discussion that might not have gone the way you might expect. Instead of bemoaning the fact that she had ‘lost’ £500, everyone in the group was cheering her on and saying how well she had done! And they were right! She’s a very talented photographer and puts a lot of work into every client project.

 

She made me laugh because her next comment was “My head was going ‘just take it, go on’ but my mouth kept saying nope!!!… I know it was super cheeky of him to ask for that kind of discount but I’d have only had myself to blame if I’d have taken it!”
This is the power of knowing your Super Customer. She knew that if she had taken that money and discounted her prices by  50% even though she really needed the money and it was right there, ready to grab, several things would have happened:
  • She would have under-valued her service – it’s worth what she charges for it and if she had taken 50% less then she is telling the Universe and herself that she’s not really worth what she charges. It might sound woowoo but if YOU don’t value your time and expertise, how can you expect anyone else to?
  • She would have begrudged the work – it wouldn’t have flowed, it would have felt like hard work and she would have been carrying out the project knowing that the customer wasn’t prepared to pay the proper price.
  • If someone else had come along, who was prepared to pay her usual rates, she would have had to say ‘no’ because she was booked up with this ‘half price deal’
  • The customer clearly didn’t value her enough to respect her pricing – he was looking for ‘cheap’ and that always spells trouble.There’s nothing wrong with bargain hunting but when you are dealing with someone’s time and expertise and livelihood and you want cheap, that’s a different matter. Clients who want ‘cheap’ under those circumstances often become nightmare clients because they don’t value you or respect you.They are hard to work with. They are tricky – they try to squeeze ever more from the deal, stall signing it off and then become troublesome payers, if you invoice them.

But she didn’t give in to temptation or pressure.

She said ‘no, thank you’.

By doing that she showed him that she values herself and her service.

  • She proved to herself that she is brave and bold and confident enough in her service to not have to discount.
  • She showed the Universe that she’s prepared to stick it out and wait for a better client who loves and values what she does, and she’s made room for them by saying ‘no’ to bad business.
  • She’s let that ‘bad’ client go and find someone else to work with, someone cheaper who maybe doesn’t value themselves as much. That’s their call, but she’s not prepared to compromise at that level.
  • She’s freed up time that she would have spent begrudgingly working for him.
  • She knew that the £500 she rejected could have cost her much, much more in time wasted, energy sapped and confidence battered. It’s a ‘no-brainer’ when you think about it.

She’s done herself proud.

And I am really proud of her, as are the other ladies in the group.

It’s hard to say ‘no’ to the money, especially when it’s being dangled in front of your face and you’re feeling a bit broke. But it’s harder to deal with the consequences of saying yes.