PODCAST: Season 6, Episode 46
Grab your coffee and settle in because today we’re diving into something that comes up constantly with my clients – and if I’m honest, something I’ve struggled with too. We’re talking about pricing that shifts based on how you’re feeling that day, and why that’s keeping you from building the scalable business you deserve.
This week’s client calls brought this topic front and centre – when your pricing depends on confidence levels, the size of the business you’re pitching to, or just a “feeling” you have, it’s time for a deeper conversation. Let’s transform that chaos into clarity.
Exciting News! 🎉 I’m currently fully booked until January, but I might have one spot available for late November if you want to start before Christmas. If January works better for you, let’s get you booked in now!
Key Topics Covered
In this honest episode, I explore:
- Why emotional pricing keeps your business unstable (and how to fix it)
- The real cost of charging less to be “kind” – to yourself and your clients
- How to embody your pricing so it reflects your energy, experience, and business model
- Setting boundaries around discounting and managing client expectations
- The importance of transparent pricing on your website (goodbye, “jump on a call to find out”)
- Creating pricing tiers that serve different clients AND keep your business exciting
Featured Pricing Framework
On Embodying Your Pricing:
- Numbers should reflect your energy, experience, and business model – not just one factor
- Clear pricing = consistent energy and sales flow
- Your pricing structure equals your safety and stability
- Pricing is an energetic exchange, not just a number
On Pricing Transparency:
- Why I believe in showing pricing on your website (the Rightmove analogy)
- Setting realistic expectations before sales calls
- Moving away from “sell them on the call” old-school tactics
- If it’s out of budget, it’s out of budget – and that’s okay
My Current Offer Structure Example:
- Digital products (£97)
- 30-day Sprint (just under £1,000)
- Consultancy (£4,000-£7,000)
- Plus occasional in-person events and workshops
Reflection Prompts to Try:
- What emotion do you feel right before you say your price?
- Are you trying to avoid rejection or standing true to your value?
- Does your pricing support your future business goals?
- Where do you feel pricing anxiety in your body?
- Do you change prices halfway through calls?
Real Business Talk
On Creating New Offers:
- Recent client discovery: Could something you’re already doing be a standalone offer?
- Example: Garden designer client had consultation service buried in other offers
- Are you doing work that could be its own revenue stream?
On Staying Excited in Your Business:
- Why I blew up my group coaching (spoiler: I was bored)
- A bored Mills is a pivoted Mills
- Building variety into your business model keeps you energized
- My current client mix: PR specialists, SEO experts, IT businesses, garden designers, Pilates instructors, astrologers, life coaches, yoga teacher trainers, confidence coaches, ADHD mentors, nutritionists and more!
The Scaling Reality Check:
- For a scalable business, your nervous system has to be in check
- You must emotionally embody your prices before you can scale
- Real example: Breathwork client pitched on £10K months but pricing structure required impossible number of sessions
- What does YOUR pricing structure actually require to hit your goals?
What My Consultancy Clients Work On:
- 99% have reached a point where they’re the bottleneck
- Looking at scaling, team expansion, systems
- Pricing structure and offer clarity
- Emotional embodiment of offers and pricing
- Nervous system regulation combined with proper strategy
The Hard Truth About the Coaching Industry:
- There are some pretty blown-up prices out there (I’ve felt ripped off too)
- I’ve worked with clients who paid £15K for programs that gave them near-PTSD
- Hesitancy to invest is often from previous bad experiences
- This is why clear, embodied pricing matters even more
Resources Mentioned:
- Business consultancy options (November spot or January start)
- FREE PRIVATE PODCAST: The 3-Day Private Podcast to Restructure Your Business for Clean, Scalable Growth
Let’s Connect!
- Ready to audit your pricing and offers? DM me @mills_gray to chat about working together
- Book your spot now if you’re thinking about starting in January
Take Action:
- Audit your current pricing – where do you feel reactive?
- Get curious about physical sensations around pricing discussions
- Notice if you avoid certain pricing conversations
- Evaluate if you’re doing work that could be standalone offers
- Check if your pricing structure actually supports your income goals
Remember: Us Brits are crap at talking about money and pricing. We’re conditioned to think we can’t charge certain things depending on our industry. There’s so much more to pricing than just adding a zero – your subconscious has to be on board too.
You can’t build a scalable business on pricing that changes with your mood. Let’s get you clear, confident, and ready to scale.
P.S. – Currently recovering from Halloween week where my teenagers have been at parties every night. If you need me, I’ll be in the bath watching TikTok. 😉