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Listening Time:

32 min

Episode 213: Questioning Your Stories About Pricing—with Deb Zahn

What stories are you telling yourself about the prices for your consulting services and are those stories causing you to underprice yourself?

In this Craft of Consulting podcast episode, I talk about questioning those stories, replacing them with what is real, and getting paid for all your value.


Deb Zahn

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Episode Details

When you pick a price, you may be defaulting to basing it off of how you are feeling about yourself and assumptions about clients. In this episode, we talk about:

  • Creating and believing stories that cause you to work against your best interests

  • Listening to our chickens instead of our stories

  • Getting out of the loop of our assumptions

  • Believing the stories that make you underprice yourself

  • Building a story as if what you think is true about a type of client is true for all of them

  • Allowing yourself to imagine being able to charge a really good price for your services

  • Realizing that clients aren't paying for how long you've been a consultant or results just from consulting

  • Feeling like your price is too high to me

  • Recognizing that it is really tough to sit in the discomfort of uncertainty

  • Interrupting a story and interrogating it to see if it was actually true

  • Pairing price with value—always

  • Letting clients pick how much value they can afford

  • Asking yourself what stories you are telling yourself about pricing

For more information about Deb Zahn:


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