Have you ever heard the phrase, “Charge your worth?”
I hear this phrase constantly in the online space and if I’m being honest, it has just never sat well with me. When I first became an entrepreneur, I didn’t know why it rubbed me the wrong way because a bunch of successful people were saying it… but… now I do.
And in this episode, I’m sharing exactly why that is.
And ultimately, what you can be doing instead & how to price your offers.
I have a feeling this episode is going to create some mindset shifts for many people, so get ready.
Let’s dive in.
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Now let’s get right into it.
Let me paint a picture for you. I was in my first year of coaching and I was actually on a call with a potential mentor. I will never forget this because she told me that I needed to, “Charge my worth.”
Now I’m going to be really honest. This phrase really rubbed me the wrong way, but I had no idea why at the time. And honestly, I made the decision not to work with that particular mentor specifically because it just really got to me.
Where do you place your worth?
Honestly, the last time I checked my worth is not tied to a dollar sign and neither is yours. I realize that while I’m sure she was terrific at her job, I believe that this phrase revealed to me her values and how she viewed her own identity.
If I’m going to be coached by someone, I want to make sure they are fully aligned with Jesus as their identity. They have to know that their worth is in Christ and not in a dollar sign because if I’m being mentored, that person needs to know how to make sure that I’m staying in alignment with my own identity in Christ.
I don’t want to work with someone who views my business revenue in that way. It’s busy in the online space and you may see a lot of people say that their worth isn’t tied to their business, but then see and hear phrases like that from the same people. Honestly, it makes me really sad.
But please know that if you’ve said this phrase before or you’ve believed it, I am not saying this to instill shame.
I’m saying this to reveal just how sneaky the enemy is. If you think a phrase like this is harmless because it’s just trying to help others to stop undercharging, please reconsider. These words subconsciously start tying your business, your goals, and your revenue to your worth. And that’s just not biblical truth.
So, what do we actually do instead?
Instead of charging your worth, charge the value of your offer, there is a difference and it’s so important to disconnect the price tag from yourself. If we’re really being serious here, you are priceless.
If you are having a hard time believing that truth, another phrase that I’ve heard before actually says it all, and the phrase goes:
“You are worth Jesus to God.”
You are priceless because Jesus paid the ultimate price already and He did it for you. Our worth is tied to Jesus alone. When it comes to charging for whatever it is you’re offering, here’s what I want you to remember…
When your dream clients pay you for your offer, they are not buying you. They are investing in the transformation they will receive from working with you.
There is a big difference. Don’t get it twisted.
That being said, something I would notice with my clients is that when you disconnect the price tag from yourself and place it on the transformation, the price point of your offer actually increases.
But why is that?
The truth is that, unfortunately, most humans these days struggle with self-worth. They don’t fully grasp the concept that their worthiness comes from Christ alone.
When they’re told to charge your worth, they actually tend to keep the price point lower than the value of the offer. And then to take this a step even further, they don’t believe they are worthy of receiving that kind of money.
It is no secret that money is a hot, hot, hot topic for a Christian entrepreneur (I’ll do another episode on this topic later).
But for now, I want you to recognize what’s actually happening when you subconsciously don’t believe you are worthy of bringing in that kind of money.
This actually tells your brain that you are tying your identity back to money.
You are telling your brain that your money or lack thereof actually defines you and your worthiness. Our identity and our freedom are tied to Jesus alone. That is it. I know I’ve got to get an episode out all about making money as a Christian entrepreneur, but until I do, I want to recommend you go listen to Episode 23 of this podcast. I talk about the 29 lessons I’ve learned as a Christian entrepreneur, and for lesson number 22, I talk all about money!
Essentially, I mentioned that I learned that the act of making money (and even large sums of money, like true wealth), is not sinful.
But one thing I really want to mention here is that if you’ve listened to any other podcast episode of mine, then you know that I always preach to chase Jesus above everything. Above your business, success, money, and revenue goals. Above it all.
That being said though, it’s very important that you understand that money itself is not bad. It comes down to your heart.
Another thing that I think is really important to mention here regarding money is that a lot of believers are so afraid of making money because of beliefs they grew up believing, hearing or experiencing.
But the truth is that the fear of money can actually make money your idol. You can be bankrupt and money can still be your idol. Idolatry in money isn’t just restricted to the wealthy.
Please understand it’s not the money, it’s your heart.
Charging the Value of Your Offer
Now that we’ve covered a bit about money as a whole, it’s time to go back to this concept of charging the value of your offer.
How do you actually price what you are offering based on the value?
What I teach my clients is that when it comes to pricing your offers, a great rule of thumb is to consider your hourly rate.
When you are coming up with a number, please do not sell short the value of what you are offering. Remember, you are not charging your worth. You are charging the value of your offer. There is a big difference.
How much do you really think the value of your offer is now when you think about this? I need you to think about your ideal client’s desired outcome.
What is the desired outcome worth to them? What is that value for them?
For example, if you are a food freedom coach for women who have let food control them their entire lives, how much do you think it is worth to your client? If she knew she could find freedom from this while working with you, how much do you think that is worth to them?
Let’s be honest. That result is probably priceless to them, so don’t be afraid to charge the true value.
But if you want a place to start determining your hourly rate, I recommend going to the Holy Spirit before you do anything. I always recommend this to my clients. That being said, stop reading this blog post and ask the Holy Spirit.
Has He given you a very specific price point?
If He hasn’t or you’re still unsure, you can do a quick Google search for, “hourly rate for a life coach,” or any other kind of coach. Just keep in mind that your hourly rate is specific to you, but this can give you a good place to start.
Now, another thing to keep in mind here is that this can always change and I do recommend increasing your price point as you go based on factors such as experience, results you get for your clients, and demand from potential clients. As you gain experience and are getting your client’s results, you may find that there is an increasing amount of demand for your services.
When this happens, you can start increasing your price point. I personally recommend evaluating your prices at least every six months, but if possible, I would recommend every quarter.
Once you determine your hourly rate, it’s time to actually price your offer. I’m actually going to give you an example here.
The example I’m going to use is going to be utilizing some pieces of my 1-on-1 offer, but just please keep in mind that this is actually not my current 1-on-1 price point, but I’m just going to be sharing this with you as an example.
Let’s pretend that my hourly rate is $160.
What I’m going to do is I’m going to look at the touch points that I’m going to be having with my clients.
First and foremost, I start off with a 90-minute welcome call. If my hourly rate is $160 USD, that means I’m going to be charging $240 USD for that 90-minute welcome call.
Then from there, my next touch point with them is that they receive Voxer support from me Monday through Friday from 11:00 AM – 4:00 PM EST. Now I’m going to estimate that I will probably spend about 30 minutes per week per client. In the span of three months, this equates to $960 USD. But a little note here–the 30 minutes per week per client is based on how much time you are actually spending inside a Voxer or any other communication platform with a specific client, so if you notice that you are in Voxer for more than 30 minutes per week per client, make adjustments to this number.
The next touch point I have with my 1-on-1 clients is that they will have a 5-7 hour Queen Immersion Day. This is like a VIP day, and it’s a one-on-one coaching session on Zoom and we are there from 5-7 hours. That being said, I’m actually going to estimate it to be around the 7 hour mark. If I spend 7 hours with that client, and then my hourly rate is $160 USD, I’m going to multiply my hourly rate times the number of hours I am spending with this client. Which would be $1,120 USD.
From there, I offer two 60-90 minute, 1-on-1 support calls. Taking the two 90 minute calls, and multiplying that by my hourly rate, that comes to a total of $480 USD. Then finally I have a 90-minute coronation call (aka offboarding call). This actually is just another coaching call, while also helping my clients get set up for what’s next. So, I’m going to multiply the 90 minutes by the hourly rate, and that gets me $240 USD.
Now, if I add all of these numbers together, the total would be $3040 USD.
I would typically round this to $3,000 or $3,100, but a note here is that this number doesn’t even include access to a course curriculum, community support, group calls and or anything else you might provide in your program.
If you include things like that inside your program, please also account for them in the price point unless it is something that you want to offer complimentary. My 1-on-1 clients receive access to the curriculum, community support, group calls, and all of that and I like my 1-on-1 clients to receive those things complimentary.
As you are coming up with your price points, you may find yourself getting a little nervous with the number you’re coming up with. If this is the case, I want you to remember something. It takes just as much effort to sell a low-priced offer as it does to sell a high-priced one. So, please do not sell the value of your program short because you are afraid people won’t buy it. It will take just as much effort to sell a coaching spot for $500 as it does to sell it for $3,000. Your time is very valuable.
Another thing I tell my clients is that when you are pricing your offer, you want to feel confident in the number that you are charging. But I also recommend it challenging you a bit too.
We do not want you to be on a sales call and you are so nervous that you totally tank when you offer the sale. Sometimes we have to take baby steps in order to start shifting a belief we have around certain things (like money).
Personally, I didn’t realize I had a money block until I was moving into five-figure months. That’s why I’m so passionate about supporting my clients and supporting you with this because I truly believe that the number one reason why money has been a pain point for you is that somewhere deep down, you might be directly tying your identity back to it.
Don’t be hard on yourself here. When something has been programmed into our minds for a lifetime, it takes awareness, active rewiring, and a whole lot of Jesus to shift it. But it’s truly a beautiful journey.
To start, I encourage you to stop charging your worth and to start charging the value of your offer.
I do have a really exciting announcement!
Starting this week on July 19th, I am updating my email newsletters where you will be receiving an email every single Tuesday that shares the weekly podcast straight to your inbox. But in addition to just sharing the podcast, you will also be receiving some exclusive power prompts (aka journal prompts & action items) that go hand in hand with every single podcast episode.
I am all about that implementation, my friends, and while I love that you listen to the podcast, I want you to start taking action, implement this, and start seeing some results.
If you want to make sure that you get access to these power prompts, definitely get on the email list by going to this link.