1 00:00:10,690 --> 00:00:11,860 Pricing, pricing, pricing. 2 00:00:11,860 --> 00:00:14,050 So, how are we supposed to price our products? 3 00:00:14,050 --> 00:00:15,600 Is it supposed to come from our gut? 4 00:00:15,600 --> 00:00:17,530 Is it supposed to be a download from the universe? 5 00:00:17,530 --> 00:00:20,830 What about our competitors and how they're pricing stuff, how does that factor in? 6 00:00:21,250 --> 00:00:25,410 I am so excited to chat with you all about pricing today. 7 00:00:25,410 --> 00:00:27,100 In case you're new here, hey there. 8 00:00:27,100 --> 00:00:28,300 I'm Sam Vander Wielen. 9 00:00:28,300 --> 00:00:38,200 I'm the host of On Your Terms and an attorney turned entrepreneur who helps online coaches and service providers legally protect and grow their online businesses, using my DIY legal templates and my 10 00:00:38,200 --> 00:00:39,370 Ultimate Bundle. 11 00:00:39,760 --> 00:00:43,060 So, I am so excited to chat with you all about pricing today. 12 00:00:43,060 --> 00:00:45,880 This was a fun episode to do. 13 00:00:46,240 --> 00:00:48,490 I really got into very concrete tips. 14 00:00:48,670 --> 00:00:58,510 I talked a lot about the mistakes and the myths that people make when they go to price their offers in online business, and then I gave seven concrete tips about how to 15 00:00:58,510 --> 00:01:08,380 actually price things in your business, and you're going to want to listen all the way through, because at the end, I even added a couple of extra bonus tips about how to increase your prices 16 00:01:08,380 --> 00:01:12,220 or your rates as you're moving forward in your business, or even now, if you're ready to. 17 00:01:12,220 --> 00:01:15,310 So, I'm really excited to get into this week's episode. 18 00:01:15,310 --> 00:01:20,110 Before we do, I have to give a reviewer shoutout to the listener of the month, Dr. 19 00:01:20,530 --> 00:01:22,480 Maria. Dr. 20 00:01:22,480 --> 00:01:26,020 Maria said, "I enjoy Sam's podcast during my morning treadmill walks. 21 00:01:26,020 --> 00:01:28,090 The length is perfect for my workouts. 22 00:01:28,090 --> 00:01:31,900 Because I'm new to The Ultimate Bundle, I select a different episode each day. 23 00:01:31,900 --> 00:01:34,660 I get a tour of all the topics and a peek into Sam's mind. 24 00:01:34,690 --> 00:01:38,410 The podcasts are well-produced and well-delivered, informative and easy to listen to. 25 00:01:38,440 --> 00:01:41,020 Playlist gold for online business entrepreneurs." 26 00:01:41,020 --> 00:01:42,220 Well, I'll take it. 27 00:01:42,220 --> 00:01:43,360 Thank you, Dr. Maria. 28 00:01:43,360 --> 00:01:45,760 I so appreciate you leaving this review. 29 00:01:45,760 --> 00:01:49,780 And not only are you the reviewer of the week, you're the listener of the entire month. 30 00:01:49,780 --> 00:01:59,710 And if you want to be featured on a future episode of my podcast, be sure to leave a review on Apple Podcasts so that I can share your review, and about your business, and you even 31 00:01:59,710 --> 00:02:06,120 get a chance to win a 20-dollar Starbucks gift card, because I pick a reviewer of the month every single month. 32 00:02:06,120 --> 00:02:10,810 So, leave your review on Apple Podcasts, and hopefully, I will be giving you a shoutout in the future. 33 00:02:11,620 --> 00:02:18,160 Oh, and one more thing, if you couldn't tell already, I just have to apologize to you in advance, I am really sick right now. 34 00:02:18,160 --> 00:02:19,570 I'm getting over it. 35 00:02:19,570 --> 00:02:23,170 Hopefully, I'm moving in the right direction, but my voice sounds terrible. 36 00:02:23,170 --> 00:02:27,580 I am definitely doing my best over here, but I just wanted to give you a heads up and apologize. 37 00:02:27,580 --> 00:02:29,140 Hopefully, the audio is just fine. 38 00:02:29,140 --> 00:02:31,930 I think that the content is just as good as always. 39 00:02:31,930 --> 00:02:36,190 So, yeah, with that, sorry in advance and enjoy this episode. 40 00:02:40,160 --> 00:02:41,190 Oh, pricing. 41 00:02:41,210 --> 00:02:47,320 I feel like pricing is just such a tricky area, it's such an interesting conversation, I'm so fascinated by this. 42 00:02:47,330 --> 00:02:55,610 Maybe it's because my husband, Ryan, he's a game theorist, and he's an econometrician, he's like always talking to me about like pricing theory and all that stuff. 43 00:02:55,610 --> 00:03:05,540 So, I always have this in my mind, and it's something I've seen handled really, I don't know how to put it, oddly 44 00:03:05,540 --> 00:03:08,180 in our industry, I guess, like a lot of things. 45 00:03:08,660 --> 00:03:18,110 I know a lot of people mean well, but look, there are a lot of people in our industry who teach things about business that don't have any actual business experience. 46 00:03:18,110 --> 00:03:28,010 Like whether they don't have the formal education background, which I don't think you always need, but it's helpful, or then they don't even have like the work experience, life experience, and that 47 00:03:28,010 --> 00:03:31,850 freaks me out a little bit when I see them giving out advice. 48 00:03:32,120 --> 00:03:38,870 And so, especially when it comes to your pricing, because this stuff that we're going to talk about today can really make or break your business. 49 00:03:38,870 --> 00:03:41,510 It can really make or break whether your business is viable. 50 00:03:41,630 --> 00:03:44,270 It can make or break your stress levels, right? 51 00:03:44,270 --> 00:03:52,940 And I'm sure that you started a business so that you could have all of these things, like freedom and flexibility, and maybe be able to better support your family 52 00:03:53,840 --> 00:03:56,060 or to give back. 53 00:03:56,060 --> 00:03:57,170 All of those things take money, right? 54 00:03:57,440 --> 00:04:00,140 If we don't make money, we can't do all of those things, right? 55 00:04:00,140 --> 00:04:03,410 So, it's really, really important that we price things well. 56 00:04:03,410 --> 00:04:12,500 And when I hear people talk about pricing, I tend to hear them talk about it in more of like wishy-washy, woo-woo way, and not really give you any substantive advice. 57 00:04:12,860 --> 00:04:41,480 So, my goal with today's podcast episode is for you to walk away with very concrete tips. 58 00:04:41,480 --> 00:04:41,490 Like 59 00:04:41,490 --> 00:04:41,500 I want you to, if you're listening to this on a walk, I think that's great, and then maybe later, you come back to the part where I give all the very specific tips. 60 00:04:41,500 --> 00:04:41,510 You can like write them down, sketch it out. 61 00:04:41,510 --> 00:04:41,520 I would love to hear from you as you're going through today's episode about like what this brought up for you about pricing, if you're going to change something, if you had an aha moment. 62 00:04:41,520 --> 00:04:41,530 Definitely DM on Instagram at Sam Vander Wielen and let me know. 63 00:04:41,870 --> 00:04:48,230 So, what are some of the issues I see around pricing before we get into all of these tips today? 64 00:04:48,920 --> 00:04:58,730 First and foremost is that I see people—usually, like when people are starting a new business, they'll base their prices on other people's prices, like their competitor's 65 00:04:59,420 --> 00:05:09,200 prices, right? So, I see this happen to me a lot, a lot of people start legal template businesses, they start following me, they get on my email list, they start using all my language, they mimic 66 00:05:09,200 --> 00:05:16,700 everything I do, they create the same exact products, and then they price them like $50 lower or half price, right? 67 00:05:16,700 --> 00:05:19,760 Sometimes, people come in, they like really lowball, and they'll do this kind of stuff. 68 00:05:20,060 --> 00:05:22,760 And it's very interesting. 69 00:05:22,760 --> 00:05:24,440 I see that as a strategy a lot. 70 00:05:24,440 --> 00:05:31,610 And we're going to talk today when I get into the tips about what part of that is a good idea, what part of that, and why it really goes wrong. 71 00:05:32,090 --> 00:05:37,100 I think on another hand, I also see people just go way too low. 72 00:05:37,130 --> 00:05:47,120 There's definitely this fear that comes up for people that's like, if I charge too much, no one's going to buy it, or on the flip side, it's like, if I charge a little, then a lot of people will, or 73 00:05:47,120 --> 00:05:54,920 this will somehow make it easier for people to believe in me, trust in me, hand over their credit card or PayPal. 74 00:05:55,040 --> 00:05:58,990 And that's also not a great way to approach this, right? 75 00:05:59,000 --> 00:06:00,620 We're going to talk about why. 76 00:06:00,620 --> 00:06:03,100 I also see people give way too many options, right? 77 00:06:03,110 --> 00:06:12,590 A lot of people treat their pricing as a buffet as opposed to a menu, which is more how I like to think of it, a little bit of like appetizer, entree, dessert kind of situation. 78 00:06:12,590 --> 00:06:22,160 I think a lot of people treat pricing as like, here are a million options thinking, again, if I cast a wider net, then that will bring more people in, just like the low 79 00:06:22,160 --> 00:06:24,440 pricing strategy, doesn't work that way. 80 00:06:24,650 --> 00:06:34,580 People also don't create scalable or even like sustainable businesses, because I feel like scalable like can be a triggering word in the sense that 81 00:06:34,580 --> 00:06:44,480 people associate that with like a lot of busyness, and like selling of $1,000,000, and creating like a Marie Forleo-sized business, and all of that, and it can mean that, and by the way, there's nothing 82 00:06:44,480 --> 00:06:50,930 wrong with that. But also, when you don't price things correctly, you don't even build a sustainable business. 83 00:06:50,930 --> 00:06:54,650 You don't build a business that will be able to last the test of time. 84 00:06:54,650 --> 00:06:59,360 You don't build a business that you're going to be able to run for a long time, right? 85 00:06:59,870 --> 00:07:09,710 So, it is really important that we're pricing things correctly so that we are supporting you, and your business, and ultimately, your customers for the 86 00:07:09,710 --> 00:07:10,830 long run, right? 87 00:07:11,420 --> 00:07:15,440 I also see people going too far in the woo-woo approach direction, right? 88 00:07:15,440 --> 00:07:24,620 And I am not an anti-woo-woo person, but for me, at least, I would say the bulk of pricing comes from more of a 89 00:07:24,620 --> 00:07:28,400 logical like straightforward approach, right? 90 00:07:28,400 --> 00:07:34,050 So, not like a, how is this feeling, what am I getting in a download kind of way, right? 91 00:07:34,070 --> 00:07:43,790 It's more that we really need to route these prices in reality, and in market demands, and in economic principles, but also, of course, it has to feel good, right? 92 00:07:44,210 --> 00:07:48,600 Of course, it has to feel like something that you're proud to stand behind. 93 00:07:48,620 --> 00:07:58,400 So, we're going to talk about today like, how do we tap into some of these more woo-woo recommendations of how we have to approach our pricing, 94 00:07:58,400 --> 00:08:00,830 but how do we also make sure they're based in reality? 95 00:08:00,830 --> 00:08:10,670 Right? And I also want to talk with you today about another problem that I see when it comes to pricing, what I often see is that you're 96 00:08:10,670 --> 00:08:20,390 looking for a right price to justify feeling okay or worthy charging that amount for your services, your program, your 97 00:08:20,390 --> 00:08:30,320 product. But if Sarah over there is charging $1,000 for her services and you're not going to be able to stand confidently in asking for 98 00:08:30,350 --> 00:08:36,890 that much, or it's not rooted in reality or some of the principles that we're going to talk about today, it doesn't matter what Sarah is charging, right? 99 00:08:36,890 --> 00:08:44,180 So, that's why this whole like looking for the "right price", like how much are people charging for a consulting session? 100 00:08:44,180 --> 00:08:46,970 How much are people charging for copyrighting? 101 00:08:46,970 --> 00:08:54,630 Like that won't necessarily matter if you're not doing it the same way, if you're more or less experienced, if you are targeting a different audience, right? 102 00:08:55,010 --> 00:09:04,850 There are going to be so many different things that we're going to talk about today that I think, I hope, that you'll walk away from this being like, oh, it doesn't really matter what he or she is charging, like it has to do with a lot 103 00:09:04,850 --> 00:09:06,170 of other stuff, right? 104 00:09:06,530 --> 00:09:09,770 So, let's get in to these tips. 105 00:09:09,770 --> 00:09:19,700 What can you do? How can you price your offers appropriately to build this sustainable business, to build something that actually supports you, makes a living for 106 00:09:19,700 --> 00:09:21,220 you, actually helps people? 107 00:09:21,220 --> 00:09:30,200 You know that that is a big goal or thing that I harp on a lot, too, is that we tend to focus a little bit too much on ourselves and not like on, is this product actually good? 108 00:09:30,200 --> 00:09:31,750 Does this product actually help people? 109 00:09:31,760 --> 00:09:33,170 So, we're going to talk about that today. 110 00:09:33,200 --> 00:09:35,000 Alright. Let's get into number 1. 111 00:09:35,000 --> 00:09:40,610 Tip number 1, when it comes to pricing your offers, is value. 112 00:09:41,000 --> 00:09:42,710 Okay. We're going to talk about value first. 113 00:09:43,340 --> 00:09:49,310 There are two aspects of value that I want you to think of when we're talking here about tip number 1. 114 00:09:49,610 --> 00:09:56,060 The first is from your perspective, and that is, what is the value of your time ? 115 00:09:56,140 --> 00:09:58,250 Right? This one is focused on you. 116 00:09:59,510 --> 00:10:08,930 This work, this program, this offer, this coaching session, whatever, how does it impact your time, your energy, your 117 00:10:08,930 --> 00:10:13,100 attention? How much of your expertise does it take up from you? 118 00:10:13,130 --> 00:10:22,730 Right? And then, on the flip side, we're going to turn the flashlight around from being focused on us to others, what is the value of our impact on 119 00:10:22,730 --> 00:10:26,770 them? Does it have a financial impact on them? 120 00:10:26,770 --> 00:10:36,610 Right? And don't just think of this in such concrete terms, like a lot of times, what I'll hear from friends or from customers are like, well, I'm not a business coach, and business coaches are the only 121 00:10:36,610 --> 00:10:42,860 ones that can charge that much money, because they can make a direct connection between how much money they make people, right? 122 00:10:42,880 --> 00:10:49,630 They can say, oh, if you take my course, you'll make $10,000 a month or whatever nonsense they're selling. 123 00:10:49,630 --> 00:10:52,450 So, do not fall into that trap. 124 00:10:52,450 --> 00:10:54,100 First of all, that is a limiting belief. 125 00:10:54,100 --> 00:10:56,080 That is a story that we are telling ourselves. 126 00:10:56,080 --> 00:10:57,490 It is not true, right? 127 00:10:57,490 --> 00:10:59,830 I sell legal templates for goodness sake, right? 128 00:10:59,830 --> 00:11:05,220 I sell legal templates. I cannot make the argument of like, if you have a privacy policy, you're going to make way more money, right? 129 00:11:05,230 --> 00:11:14,800 I sell a hell of a lot of legal templates, so I know I have friends who do all kinds of things, from dating to bar memberships, to career 130 00:11:14,800 --> 00:11:19,540 coaching, so many different things, lots in health and wellness things. 131 00:11:20,320 --> 00:11:30,080 First of all, you can still have a financial impact on people if you do health, career, dating, coaching, all that kind of stuff, copywriting, web design, you still have a financial—it's an indirect financial impact, right? 132 00:11:30,100 --> 00:11:40,060 Just like I would argue if you like legally protect your business, you would have a more successful business in the long run, or even in the short run of like being taken more 133 00:11:40,060 --> 00:11:44,770 seriously, you feeling more confident, therefore you put yourself out there more, therefore you make more money, right? 134 00:11:44,770 --> 00:11:52,870 So, pretty much all roads lead to money, but please don't buy into the story that the only thing that matters is money. 135 00:11:52,930 --> 00:11:55,630 Maybe you help your clients with time, right? 136 00:11:55,630 --> 00:11:58,450 Like you teach them how to meal prep, and that helps them with time. 137 00:11:58,450 --> 00:12:04,810 I mean, meal prep helps with money, too, because you would waste less food and go out to eat more or less, so that would help you, but you know what I mean, right? 138 00:12:05,410 --> 00:12:08,260 Maybe you help people find a more fulfilling career. 139 00:12:08,260 --> 00:12:12,190 Maybe that career pays more, maybe it doesn't, but they would probably pay a hell of a lot of money. 140 00:12:12,190 --> 00:12:18,430 Like when I was a corporate lawyer, I would have taken a pay cut to be happier, to be in a better job. 141 00:12:18,760 --> 00:12:26,920 I did. I left my "stable income" as a lawyer, and I went to start my own business, and made $0 in the beginning. 142 00:12:26,920 --> 00:12:33,970 So, don't get it twisted that like everything has to do with money on the impact and the value that you have with people, right? 143 00:12:34,390 --> 00:12:39,190 But honestly, I think most things can be like eventually drawn to that point. 144 00:12:39,740 --> 00:12:44,340 But I want you to think about the kind of impact that your work has on them, and what is the value? 145 00:12:44,360 --> 00:12:54,290 What is the financial value of somebody finally feeling confident in their body, finally finding a workout that they love, finding a career they love, finding a person they love, all 146 00:12:54,290 --> 00:12:55,430 kinds of things? Right? 147 00:12:55,880 --> 00:12:57,790 So, we want to think about that. 148 00:12:57,800 --> 00:13:07,670 Before we move on from value, I also want you to think about, in your own business, like maybe you offer different services 149 00:13:07,670 --> 00:13:17,510 or products that do each or either of these, which is totally fine and normal, or maybe you always focus on one or the other, but I think it's something 150 00:13:17,510 --> 00:13:25,850 to note, is your offer that we're talking about pricing advice or consulting, where you're listening and offering feedback? 151 00:13:25,850 --> 00:13:35,060 Right? So, you're on a coaching session, someone's telling you about themselves, telling you about something they're struggling with, and then you're offering advice, or is your work rooted in 152 00:13:35,060 --> 00:13:39,500 implementation? So, is it advice and consulting or is it implementation? 153 00:13:39,500 --> 00:13:46,970 So, when I say implementation, I mean, you're designing a website for somebody, or writing copy, or doing graphic design, you're managing their social media. 154 00:13:47,480 --> 00:13:52,430 It's not like a right, wrong thing, or whatever, but you might think about pricing things differently. 155 00:13:52,430 --> 00:14:02,120 So, if you have three offers, and two of them are advice and consulting, but one is implementation, you might price those differently, because with your implementation one, we 156 00:14:02,120 --> 00:14:05,110 really have to factor in all of your time, right? 157 00:14:05,120 --> 00:14:14,880 Whereas, with advice and consulting, you might only spend an hour on the phone with somebody, but the advice that you're giving them, that you're boiling down and giving them in 45 or 60 158 00:14:14,880 --> 00:14:17,920 minutes might have taken you 10 years to learn, right? 159 00:14:17,960 --> 00:14:27,440 And so, you can't do this on like, oh, I'm going to charge $200 per hour, and then apply that same $200 to an implementation or advice and 160 00:14:27,440 --> 00:14:37,010 consulting, right? Because even though you might only be spending that 45 or 60 minutes in advice and consulting mode, that is made up of a lot more 161 00:14:37,010 --> 00:14:39,040 value than just that hour, right? 162 00:14:39,050 --> 00:14:41,180 There are lots of things that come into that. 163 00:14:41,390 --> 00:14:51,380 So, this is very, very familiar territory to me, because as an attorney, it's like people can ask me very complicated questions, and it might only take me a minute or two to respond 164 00:14:51,380 --> 00:15:00,950 to them, but the reason I'm able to respond to them so quickly is because of years, and years, and years of hammering away at super, super heavy 165 00:15:00,950 --> 00:15:10,460 legal books, three years of law school, four years of undergrad, working in a state supreme court, an appellate court, all of these things, working in a big corporate law firm, all of those 166 00:15:10,460 --> 00:15:20,390 experiences, every single moment of those experiences, every hurdle I had to jump over, like studying the bar in two states at the same time, that all 167 00:15:20,390 --> 00:15:22,220 leads to being able to give that advice. 168 00:15:22,220 --> 00:15:31,430 So, imagine if I was only pricing my time and my value as like the two minutes it took me to give that person that advice, that's not going to be a sustainable strategy. 169 00:15:37,030 --> 00:15:41,630 Have you ever felt lost about where to begin with the legal side of protecting your online business? 170 00:15:41,650 --> 00:15:45,220 Some people say you can just wing it at the beginning and get officially set up later. 171 00:15:45,820 --> 00:15:47,530 Not a good idea, by the way. 172 00:15:47,710 --> 00:15:57,550 Whether you're afraid to even start working with clients, because you don't want to do something wrong legally, and then get in trouble, or your business is growing, and you sort of forgot to take care of the legal 173 00:15:57,550 --> 00:15:59,340 pieces, I've got you. 174 00:15:59,350 --> 00:16:09,160 I don't want you to live in fear of the internet police coming after you and your business, but you do have to do certain things, and get certain things in place in order to legally and safely run your business 175 00:16:09,160 --> 00:16:16,270 online. As much as it just feels like an unregulated Wild, Wild West online, that is very much not the case. 176 00:16:16,270 --> 00:16:26,080 As an attorney turned entrepreneur and former corporate litigator, I can assure you that there are rules, there are real steps that everybody who runs or starts an online business needs to 177 00:16:26,080 --> 00:16:27,280 take. 178 00:16:27,280 --> 00:16:30,760 And you're not behind at all, we can get you set up in following the rules right away. 179 00:16:31,090 --> 00:16:32,940 In fact, we can even do it today. 180 00:16:32,950 --> 00:16:38,190 I want to teach you the five very simple steps to take to legally protect and grow your online business. 181 00:16:38,200 --> 00:16:47,430 You don't need an MBA to be a successful entrepreneur and stay out of legal hot water, but you do need to dot your legal Is and cross your Ts in a few key areas that can't be skipped. 182 00:16:47,440 --> 00:16:53,890 That's exactly what I'll teach you in my free one hour legal workshop called Five Steps to Legally Protect and Grow Your Online Business. 183 00:16:53,890 --> 00:17:02,260 Just head to mylegalworkshop.com, drop in your email address, pick the time, and I'll send you a link to watch the workshop video whenever you have time. 184 00:17:02,410 --> 00:17:12,220 This is the best place to begin if you're just getting started legally legitimizing your business, so head on over to mylegalworkshop.com and sign up to watch Five Steps to Legally Protect and Grow Your 185 00:17:12,220 --> 00:17:13,480 Online Business now. 186 00:17:16,760 --> 00:17:19,970 Alright. Let's move on to tip number 2 on how to price your offers. 187 00:17:20,000 --> 00:17:21,890 Now, we're going to talk about quality. 188 00:17:22,100 --> 00:17:23,420 Okay. So, first, we talked about value. 189 00:17:23,450 --> 00:17:24,740 Now, let's talk quality. 190 00:17:25,100 --> 00:17:27,880 Let me give you an example first. 191 00:17:27,880 --> 00:17:34,940 When we talk about quality, we're talking about, what is the quality of the work that not only you're providing, but also that you want to provide? 192 00:17:34,940 --> 00:17:44,930 Right? So, on the podcast and in The Ultimate Bundle, I talk a lot about how I think one of the cool parts about being a business owner is that you really get to decide a lot of 193 00:17:44,930 --> 00:17:46,130 things in your business, right? 194 00:17:46,130 --> 00:17:55,760 You get to make decisions about what your return policy is, and like how you price things, and like how you hold your sessions, and all of that, and you also get to 195 00:17:55,760 --> 00:17:59,150 decide what kind of quality you want to provide. 196 00:17:59,180 --> 00:18:09,080 So, you might have heard me say many, many times in the past that I'm very focused on building legal templates and a legal education business for online business owners that is more 197 00:18:09,080 --> 00:18:11,170 like a Nordstrom than a Walmart, right? 198 00:18:11,180 --> 00:18:16,820 So, I want to provide really high quality, both of my products, but also of my service. 199 00:18:18,080 --> 00:18:20,510 And there's only so much I can do. 200 00:18:20,510 --> 00:18:30,410 If I was to sell my templates for $50, $100, I can only imagine how many more people I would have, and I would see the quality go down, because 201 00:18:30,410 --> 00:18:34,820 I can barely keep up with the volume as it is, and my prices are what they are. 202 00:18:34,820 --> 00:18:37,880 And so, I want to provide really high quality. 203 00:18:38,120 --> 00:18:48,020 So, that's something to keep in mind when you're determining your prices, because if you want to offer really high level quality product, and services, customer service, all that 204 00:18:48,020 --> 00:18:56,600 kind of stuff, then it's not going to make sense if you're working with a million people, so why are you pricing your offers in a way that you're hoping to attract a million people? 205 00:18:56,600 --> 00:19:06,490 Right? And this is not to pick on like anybody in particular or any particular like situation I've ever seen, but I see this a lot with like people who have kind of 206 00:19:06,490 --> 00:19:10,690 social media manager-type businesses, any of those kinds of businesses. 207 00:19:10,810 --> 00:19:19,840 So, people will be contractors in a person's business, especially when they're new, they'll set their prices really low, thinking that they have to be low to attract 208 00:19:20,200 --> 00:19:30,100 customers, and then they start getting all these customers to offer services, too, but then they're not doing like a super duper job, because they're stretched so thin 209 00:19:30,100 --> 00:19:39,760 running around trying to help a million people, which, in turn, leads to a lot of like client turnover, people not really respecting their work, not offering a ton of 210 00:19:40,630 --> 00:19:50,440 testimonials or something like that, and ultimately, not helping that social media manager, in this example, to grow and to develop their skills, which is what they would need to charge 211 00:19:50,440 --> 00:19:51,790 higher prices, right? 212 00:19:51,910 --> 00:20:00,790 So, it always scares me off personally when somebody is really cheap, because I think, wow, they're going to have to work for so many people in order to make that work, right? 213 00:20:01,240 --> 00:20:10,720 I just went through a huge round of hiring, and I got a lot of of resumes and job applications from people with all different 214 00:20:10,720 --> 00:20:15,970 salary and hourly wage requirements across the board, right? 215 00:20:15,970 --> 00:20:22,330 And when somebody was really low, it prompted me to ask a lot of questions about like, how many other people do you work for? 216 00:20:22,360 --> 00:20:23,830 How do you manage your time? 217 00:20:23,830 --> 00:20:25,090 How would I fit into that? 218 00:20:25,090 --> 00:20:34,990 Right? And it made me feel actually much more comforted when somebody wasn't necessarily the cheapest, and then we would talk about it, and they would say, well, I do that, because I like 219 00:20:34,990 --> 00:20:42,680 to work with a few people, and really dig in, get to know their businesses, be available to you, and have room to grow, right? 220 00:20:42,730 --> 00:20:49,540 Not only with my business, but with their own business, their own education, their own like skill development, right? 221 00:20:49,540 --> 00:20:51,700 So, that means a lot to somebody like me. 222 00:20:51,700 --> 00:21:00,030 So, if it helps you at all to think of it from the reverse side of like somebody like me hiring somebody like you, I'm never looking for the cheapest, right? 223 00:21:00,730 --> 00:21:03,220 So, I think that's just something to keep in mind. 224 00:21:04,140 --> 00:21:09,420 Okay. Tip number 3 on how to price your offers is that you need to factor in your experience. 225 00:21:09,420 --> 00:21:16,010 What is your experience level, particularly like with regards to, who else is in your space? 226 00:21:16,010 --> 00:21:21,780 Right? So, most people in your space, like do they have a degree of some sort o r certification of some sort? 227 00:21:21,810 --> 00:21:22,830 Do you have that? 228 00:21:22,830 --> 00:21:29,070 I think that's a really good way to just look around and see kind of how you fit into this whole picture, right? 229 00:21:29,990 --> 00:21:39,680 I also think that it's a really good area of growth and development for you depending on what kind of business that you have, that if you're feeling a little 230 00:21:39,920 --> 00:21:49,850 bit freaked out about how much you can charge and maybe you're struggling a little bit with imposter syndrome, first of all, we have to work on the imposter syndrome thing, and it doesn't always 231 00:21:49,850 --> 00:21:59,840 mean just like gathering more degrees in things, but on the other hand, as you gather additional degrees, or certifications, or you take a program, or a course, or 232 00:21:59,840 --> 00:22:06,890 you get some other credential of some sort, that does boost your credibility with being able to charge more. 233 00:22:06,890 --> 00:22:12,380 And you need to charge more accordingly as you are getting more and more experienced. 234 00:22:13,490 --> 00:22:17,090 It can also just be that you're continuing to work with more and more clients. 235 00:22:17,090 --> 00:22:26,270 You've maybe tackled new tech tools, or you've learned some new skill, or you helped a client through a really important problem, and you'd be able to confidently 236 00:22:26,900 --> 00:22:31,790 talk about that, and that will help you to boost your prices the next go around, right? 237 00:22:32,180 --> 00:22:34,450 So, that's something to think about. 238 00:22:34,450 --> 00:22:44,030 When it comes to this area, research is helpful, I think, in like looking at what other people are charging, like, oh, this person's like a health coach or this person's a 239 00:22:44,030 --> 00:22:52,790 copywriter, they seem to be like kind of similarly situated to me, just remember that other people's prices in general are not a floor or a ceiling, right? 240 00:22:53,270 --> 00:22:59,270 So, you do not have to be—it's not like you can't go any higher than them and you don't need to go lower than them. 241 00:22:59,570 --> 00:23:03,860 It can really be based on a lot of these other factors. 242 00:23:03,860 --> 00:23:11,180 Tip number 4 is that I want you to focus on scalability and creating a profitable business when it comes to pricing your offers. 243 00:23:11,180 --> 00:23:16,610 So, this service or this thing that you're trying to price, how does it fit into your business overall? 244 00:23:16,640 --> 00:23:17,960 Is it your main offer? 245 00:23:17,960 --> 00:23:20,180 Is it your only offer? Is it one of 30 offers? 246 00:23:20,180 --> 00:23:30,110 Right? That might help you, first of all, to cut some offers if you have a lot , but it also might help you to understand, if this is your premium offer and this is a 247 00:23:30,110 --> 00:23:36,700 thing that you're going to be spending the most time, money, energy, effort, attention on, it needs to be priced accordingly, right? 248 00:23:36,710 --> 00:23:41,720 If you're offering some sort of VIP-level service, then it has to be priced accordingly, right? 249 00:23:41,930 --> 00:23:51,620 So, I think that the price can also reflect, like connote a level of care, attention, importance kind of thing. 250 00:23:51,620 --> 00:23:59,750 And so, like I know once when I worked with a very like expensive business coach, she hardly takes on any one-to-one clients. 251 00:23:59,750 --> 00:24:09,410 So, you're paying a lot of money, yes, it's based on her experience, and the quality of her service, and all of that, it's also based on the idea that she hardly takes anybody, and so you're really 252 00:24:09,410 --> 00:24:11,900 getting a lot of her attention, right? 253 00:24:11,900 --> 00:24:19,220 So, think about like if you're trying to create a premium experience, does the price kind of reflect the fact that that's going to be offered? 254 00:24:20,410 --> 00:24:23,170 Okay. Tip number 5 is all about marketing. 255 00:24:23,170 --> 00:24:32,950 So, I think one big mistake that people make when it comes to pricing their offers is that they will try to price an offer that doesn't make sense based on who they're marketing it 256 00:24:32,950 --> 00:24:34,030 to, right? 257 00:24:34,030 --> 00:24:38,400 So, you kind of need to reverse-engineer this and first deciding, who are you selling to? 258 00:24:38,400 --> 00:24:46,870 Right? You need to know who your ideal client is, and I've talked a lot before about how I do not believe in the BS like, oh, does she shop at Target or Wal mart? 259 00:24:47,110 --> 00:24:48,460 Does she wear made-well jeans? 260 00:24:48,460 --> 00:24:50,920 Like does she love chocolate or berries? 261 00:24:51,040 --> 00:24:52,360 Like I don't know, all that nonsense. 262 00:24:52,360 --> 00:24:55,660 I do not think that is the way to pick your ideal client. 263 00:24:55,660 --> 00:25:05,550 Your ideal client is somebody who has a specific pain point struggle, you really understand that, like you understand the interworkings, the 264 00:25:05,620 --> 00:25:15,010 neurons that are like firing or not firing in her brain, and why, and what's going on, what's keeping her up at night, what her dreams and desires are. 265 00:25:15,010 --> 00:25:20,800 And then, you have to be the expert who can resolve that to get them from point A to point B. 266 00:25:20,950 --> 00:25:26,920 And so, when you're thinking of it that way, we also then can factor in pricing, right? 267 00:25:27,250 --> 00:25:36,610 So, the example I always use is like if you were creating a business for college freshmen, you were like, oh, my product is perfect for college freshmen. 268 00:25:36,610 --> 00:25:39,130 And then, you're like, it's going to be $10,000 a month. 269 00:25:39,760 --> 00:25:43,390 Like what college freshmen are paying $10,000 a month for your service? 270 00:25:43,390 --> 00:25:52,720 Right? It's a silly example, but the point is just making sure that we're not creating an offer and a product that doesn't make sense 271 00:25:52,720 --> 00:25:55,570 pricing-wise for our ideal client. 272 00:25:56,690 --> 00:26:05,660 On the other hand, we also see people, even once they have like a good ideal client in mind, they then use language, and copy in social media and their emails, 273 00:26:06,200 --> 00:26:14,450 whatever, on their website that basically ends up attracting people who have money issues or who like are nervous to spend. 274 00:26:14,720 --> 00:26:20,840 If you always are talking about like coupon-clipping and budgeting, you might attract people who are a little nervous about that, right? 275 00:26:20,840 --> 00:26:26,360 So, it's just something to keep in mind as to how we're marketing to them. 276 00:26:26,930 --> 00:26:33,380 You have to think about what issues or roadblocks might come up for your ideal client based on how you're pricing it, right? 277 00:26:33,770 --> 00:26:43,520 So, for example, if my content was all content that was focused on like how to pay $0 for legal support, or you don't need a lawyer, like 278 00:26:43,520 --> 00:26:47,990 save your cash, how to write your own contract so that you can not pay a lawyer. 279 00:26:48,530 --> 00:26:54,950 And then, I like taught them some of these tips, and then was like, and now, buy my Ultimate Bundle or buy my legal templates. 280 00:26:54,950 --> 00:26:56,360 That wouldn't make any sense. 281 00:26:56,360 --> 00:26:58,360 I'm not attracting that person, right? 282 00:26:58,360 --> 00:27:01,240 That's not who I personally am after. 283 00:27:01,240 --> 00:27:04,100 The person that I want to attract takes their business seriously. 284 00:27:04,230 --> 00:27:06,140 They know how important this stuff is. 285 00:27:06,140 --> 00:27:10,970 They're smart. They tend to be just a little overwhelmed and confused about the legal stuff. 286 00:27:10,970 --> 00:27:12,980 They are smart enough to know that they need it. 287 00:27:12,980 --> 00:27:22,940 They're also smart enough to know that they can't do it themselves, because you don't need to be your own lawyer in your business, and they're smart enough to know that they just need to get it done so that they can move forward 288 00:27:22,940 --> 00:27:24,250 and grow their business, right? 289 00:27:24,260 --> 00:27:29,900 They have better things to do with their time than futz with legal documents, and that's why they come to me, right? 290 00:27:29,900 --> 00:27:38,150 So, my content speaks to them and the way that they think about things, not the person who wants to spend $0 on legal support. 291 00:27:38,150 --> 00:27:39,260 I get those questions. 292 00:27:39,260 --> 00:27:49,190 I get those DMs. I respectfully respond to them, and I offer content, and I have tons and tons of free stuff, but that is not who I have 293 00:27:49,190 --> 00:27:54,260 in mind when I'm creating a product, pricing a product, even creating my content, right? 294 00:27:55,010 --> 00:28:00,260 Okay. Tip number 6 is a tip that I have to credit to my husband, Ryan. 295 00:28:00,620 --> 00:28:03,260 He taught me a long time ago about economies of scale. 296 00:28:03,260 --> 00:28:10,310 And after we talk about this, you're going to see it everywhere you go, and you're going to see really good examples of it, and you're going to see how you buy into it all the time. 297 00:28:10,310 --> 00:28:14,930 And then, you're going to see really bad examples, where you're like, oh, people should be following economies of scale. 298 00:28:14,930 --> 00:28:17,750 So, disclaimer, I am not an econometrician. 299 00:28:17,750 --> 00:28:21,560 I am not at all intelligent about like economic stuff. 300 00:28:21,560 --> 00:28:29,930 My understanding of this is that essentially when it comes to economies of scale, we give people a reason to spend a little bit more to get more. 301 00:28:29,930 --> 00:28:31,280 So, here's an example. 302 00:28:31,850 --> 00:28:39,620 You offer a session with you for $25, and then you say, but if you buy four sessions, you can have it for $100. 303 00:28:39,620 --> 00:28:48,020 That doesn't make any sense, because why would somebody buy four sessions when they could just individually buy one session, and see how it goes, and just like rack it up, right? 304 00:28:48,020 --> 00:28:54,420 Instead, you could make it like buy one session for $25, buy four sessions for 80, right? 305 00:28:54,470 --> 00:28:59,980 So then, they feel like they're getting a little something for free, but you get them to spend $80 instead of the $25. 306 00:28:59,980 --> 00:29:01,070 It's more cash in the door. 307 00:29:01,070 --> 00:29:03,410 It helps you to be more sustainable in the long run. 308 00:29:03,590 --> 00:29:13,520 You see this constantly when you go to like The Gap or something, and they're like, buy one at this price, but buy three and you get like a serious discount, right? 309 00:29:13,790 --> 00:29:17,570 It gets you to spend more than you would have had you just bought the one. 310 00:29:17,570 --> 00:29:19,400 Otherwise, why would you not just buy one or two? 311 00:29:19,400 --> 00:29:29,300 Even if you bought two, it would still be like cheaper, but then you spend a little bit more to get the three shirts for a little bit more money, but you see such a big savings that it makes sense in your 312 00:29:29,300 --> 00:29:30,500 brain, right? 313 00:29:30,800 --> 00:29:40,730 So, I see this all the time when I'm out and about, I will see the examples at the Gap or I see like people do on underwear all the time, but then I will be out and about and I will see something that will be 314 00:29:40,730 --> 00:29:46,190 at like a restaurant or something, and it will be like, buy one for $5, buy four for $20. 315 00:29:46,190 --> 00:29:47,530 I'm like, why would you buy four? 316 00:29:47,530 --> 00:29:48,770 Like there's no incentive, right? 317 00:29:48,950 --> 00:29:52,040 I'll just buy two for $10 and save my money. 318 00:29:52,040 --> 00:29:56,570 But if you told me I could get for $15, then I'd spend 15 instead of the 10. 319 00:29:56,990 --> 00:29:59,630 So, that's how it works, essentially. 320 00:29:59,630 --> 00:30:01,820 I would think about this as your pricing things. 321 00:30:01,820 --> 00:30:03,830 I would work this in where it makes sense. 322 00:30:04,400 --> 00:30:10,400 I would especially think about this when it comes to like order bombs, and add ons, and all that kind of stuff. 323 00:30:10,400 --> 00:30:15,320 It just tends to make sense to be like, oh, I can just add on like a little thing, it adds up, right? 324 00:30:15,890 --> 00:30:25,790 Okay. Last but not least, I'm going to round out with tip number 7, and don't quit on me after that, because I'm going to give you a couple of tips before we go today about how to bump up your 325 00:30:25,790 --> 00:30:31,010 prices moving forward, whether you need to do that now or in the future, so hang with me even after tip number seven. 326 00:30:31,730 --> 00:30:37,280 Alright. For tip number 7 on how to price your offers, I want to talk with you about options, giving people options. 327 00:30:37,280 --> 00:30:46,670 So, typically, in life, we like options, but when it comes to pricing your offers, I find that too many options leads to indecision or going with your lowest 328 00:30:47,060 --> 00:30:48,620 offer to hedge their bets. 329 00:30:48,920 --> 00:30:55,580 So, when I was a health coach, for example, I used to offer a one month, a three-month, and a six-month package. 330 00:30:55,700 --> 00:31:01,830 I thought, okay, I'm being super helpful, if somebody only wants me for one month, they can have me for one month. 331 00:31:01,860 --> 00:31:07,110 If somebody wants me for three, if somebody wants me for six, I was just trying to be accommodating and helpful. 332 00:31:07,110 --> 00:31:13,660 It came from a scared place of like, if I don't offer these, then nobody will sign up with me, right? 333 00:31:13,710 --> 00:31:15,290 And what do you know? 334 00:31:15,300 --> 00:31:25,140 In the end, everybody went with the one month offer, because first of all, I also didn't follow economies of scale, so it literally was like one month was whatever price, three months was just three times that, and six 335 00:31:25,140 --> 00:31:26,190 months was six times that. 336 00:31:26,190 --> 00:31:28,620 So, it was like it didn't even make any sense, right? 337 00:31:29,070 --> 00:31:38,260 You could use economies of scale here to make it so that if you had like a three-month and a six-month thing, you get them to spend more for the sixth month, but it's not just double your three-month, right? 338 00:31:38,280 --> 00:31:44,160 You use economies of scale to make it work for you, to get them to spend more money, but not just double, right? 339 00:31:44,160 --> 00:31:45,570 You have to give them an incentive. 340 00:31:46,440 --> 00:31:49,530 So, everybody went with the one month package, right? 341 00:31:49,560 --> 00:31:59,130 And after the one month, especially as a health coach, where like you give them all these resources, and I gave them recipes, and tips, and all that, everybody would be like, I'm good, thanks, like have a nice life. 342 00:31:59,130 --> 00:32:04,020 It's not a sustainable way to build a business, so I don't recommend that. 343 00:32:04,740 --> 00:32:14,730 I think just integrating a lot of what we've talked about today, the options should make sense for you and your business based on the amount of support that is offered from you, the time 344 00:32:14,730 --> 00:32:24,660 and energy it takes from you, the value of what you're offering and what they're getting, the time it takes to support your client, and also the time it takes to reach your result, right? 345 00:32:24,660 --> 00:32:34,650 So, like sometimes, people are pricing things based on like, oh, I'll offer a six-month package so that I get paid for six months, and it's like, but does it take your client six months generally, 346 00:32:34,800 --> 00:32:38,970 in your experience, to reach the result that you're teaching them? 347 00:32:38,970 --> 00:32:41,490 Right? If it doesn't, don't just drag it out, because that works for you financially. 348 00:32:42,870 --> 00:32:45,630 Ultimately, you won't have happy clients, right? 349 00:32:46,080 --> 00:32:54,750 So, I really believe in creating options that work not only for you, but also that are in the best interests of your clients. 350 00:32:54,750 --> 00:33:04,710 I have a whole episode dedicated to taking really good care of your clients, treating them like they're family, the Olive Garden approach, I can link to that below, but I would definitely give that 351 00:33:04,710 --> 00:33:13,980 episode a listen to if you want to learn more about taking such good care of these clients that they keep signing up with you, they keep coming back, they refer other people. 352 00:33:14,010 --> 00:33:16,830 I feel like that would be a really good follow-up episode after this. 353 00:33:17,520 --> 00:33:23,640 Okay. So, I did promise you that I would give you a couple of tips before we go on how to bump up your prices. 354 00:33:23,820 --> 00:33:30,420 So, based on what we talked about today, I would encourage you to keep working on your expertise, right? 355 00:33:30,420 --> 00:33:40,380 Whether that means working with more clients, getting another credential, finishing some sort of degree that you're working on, taking a class or certification program, like 356 00:33:40,380 --> 00:33:45,360 whatever it is, it can be that, it can also be working on your craft. 357 00:33:45,420 --> 00:33:55,320 So, like if you're a copywriter, like just keep writing, and writing, and writing, or like with what I do, it's like the more and more I work with people, the more knowledge I'm 358 00:33:55,320 --> 00:34:04,930 gathering about what you guys are facing when it comes to legally protecting your business, and all of that just keeps snowballing, and accumulating, and makes me a better legal templates person, right? 359 00:34:04,980 --> 00:34:07,380 So, keep working on your expertise. 360 00:34:07,380 --> 00:34:14,970 That's going to give you not only the legitimacy to raise your prices, but it's also going to give you the confidence. 361 00:34:15,570 --> 00:34:25,500 I also would encourage you, as you're working with people, as you're creating freebies and stuff, to gather and share social proof, because the more 362 00:34:25,530 --> 00:34:35,280 that you have of that, the more that other people are going to more quickly and easily trust you, and want to work with you, and then respect your rates, right? 363 00:34:35,280 --> 00:34:44,970 So, it might feel small in the beginning, and feel like, oh, I only have one or two people, or I'm not getting a lot of feedback, or whatever, but 364 00:34:44,970 --> 00:34:50,100 sharing what you have, and starting with where you're at, and then allowing it to snowball as you go over time. 365 00:34:50,640 --> 00:35:00,060 I would also keep working on your own confidence and belief in your worth, in your services, in what you do, in your outcomes that you create for people, 366 00:35:00,060 --> 00:35:03,130 in your credentials, and whatever you are, right? 367 00:35:03,150 --> 00:35:13,020 Standing in your confidence as a coach, this one is huge, because no matter what you price your stuff, it will not matter if you don't feel 368 00:35:13,020 --> 00:35:19,440 confident in it. And I believe that this is true not just when it comes to pricing your offers, but when creating your offers in general. 369 00:35:19,440 --> 00:35:29,280 If you create something you don't feel great about, if you don't like the name of it, if you don't like the way it's set up, if you don't like the branding, if you don't like what you talk about in it, 370 00:35:30,000 --> 00:35:34,000 not only will you know, but everybody else will know, too, right? 371 00:35:34,020 --> 00:35:35,220 It comes across. 372 00:35:35,490 --> 00:35:45,480 I do firmly believe that like one of the reasons why I've been able to sell millions, and millions, and millions of dollars in product of the Ultimate Bundle and of my legal templates is 373 00:35:45,480 --> 00:35:54,590 that I could stand here all day long and confidently talk with you about it in a genuinely excited, like proud way, right? 374 00:35:54,600 --> 00:35:56,640 I know how much it impacts people. 375 00:35:56,640 --> 00:35:58,050 I know how good it is. 376 00:35:58,050 --> 00:35:59,070 I know how much I like it. 377 00:35:59,070 --> 00:36:00,480 I know how much they like it. 378 00:36:00,480 --> 00:36:05,210 And I truly, deep down in my belly, in my heart, I believe in it, right? 379 00:36:05,250 --> 00:36:36,150 And I just think it's really good. 380 00:36:36,150 --> 00:36:36,160 I 381 00:36:36,160 --> 00:36:36,170 know it's not for everybody, I know not everybody can afford it, that's okay, right? 382 00:36:36,170 --> 00:36:36,180 I understand that. 383 00:36:36,180 --> 00:36:36,190 But for those of you who it does work for, I really, really believe in it. 384 00:36:36,190 --> 00:36:36,200 And I think that that comes across in my stuff, right? 385 00:36:36,200 --> 00:36:36,210 And there's also just like a level of confidence in that, especially when it comes to pricing your stuff, that you're like, okay, I get emails from people all the time, I get nasty emails, I get 386 00:36:36,210 --> 00:36:36,220 nice emails all the time from people, would be like, hey, look, it's just not my budget right now, no problem, right? 387 00:36:36,220 --> 00:36:44,760 When I was a younger entrepreneur, that kind of stuff would freak me out, and I would think, oh, my God, no one's going to buy this, that person said it, it's too expensive. 388 00:36:44,760 --> 00:36:49,470 You'll get a DM from somebody being like, how dare you charge that much for your coaching? 389 00:36:49,470 --> 00:36:58,470 I have a friend who like charges very high prices for her coaching, and she's like, "I get DMs from people who are like, 'How dare you think you can charge that much for what you do? 390 00:36:58,470 --> 00:36:59,820 Like who are you to do that?'" 391 00:36:59,970 --> 00:37:09,780 You're going to get that stuff, but when you know that what you do is really good, and it's effective, and you feel proud of it, it's not going to be that triggering to 392 00:37:09,780 --> 00:37:15,870 you, right? So, when I get that stuff, I'm kind of just like, okay, like it's not for that person, it's not meant to be for everybody. 393 00:37:15,870 --> 00:37:19,530 So, to me, that feels like a really big relief. 394 00:37:19,680 --> 00:37:29,190 I'm like, it makes sense to me that if you write to me, and say, hey, this isn't for me, I hate you for pricing this as high, I'm like, well, that's okay, because it's not for everybody. 395 00:37:29,190 --> 00:37:32,040 So, that person is going to be one of the people who wasn't for. 396 00:37:32,040 --> 00:37:41,790 That's okay. And I know how many people have paid for it, and loved it, and said they'd pay for it again, and they'd pay more, and they'd recommend to other people, and that they couldn't 397 00:37:41,790 --> 00:37:45,000 believe it was so affordable, it's like, I find that so funny about business in general. 398 00:37:45,360 --> 00:37:53,220 In the same day, I get emails from people being like, I would have paid twice as much for this, and then other people being like, this is highway robbery, I can't believe you're charging that, right? 399 00:37:53,820 --> 00:37:56,340 I think that's just an important perspective to keep in mind. 400 00:37:56,970 --> 00:38:05,880 It's okay to not be for everybody as long as you are standing there at the end of the day feeling like you see the value in it, you will stand there all day long 401 00:38:06,450 --> 00:38:11,250 talking to the right people about it, that's all that's going to matter in the long run. 402 00:38:11,250 --> 00:38:13,080 I think that's like the best you can do. 403 00:38:13,500 --> 00:38:15,660 So, I hope that this was helpful. 404 00:38:15,660 --> 00:38:20,970 I really appreciate you sticking with me through this gross voice that I have right now being sick. 405 00:38:21,180 --> 00:38:24,330 Hopefully, the content was still just as good today. 406 00:38:24,870 --> 00:38:26,700 Send me a DM on Instagram. 407 00:38:26,700 --> 00:38:29,940 I'm just so curious to hear what you take away from this episode. 408 00:38:29,940 --> 00:38:36,940 If you're going to change anything, if it just got you to think about pricing in a different way, I'm so curious. 409 00:38:36,940 --> 00:38:40,710 And with that, I can't wait to chat with you next week on the podcast. 410 00:38:40,710 --> 00:38:44,490 Next week, I have a guest episode with my Facebook ads team. 411 00:38:44,490 --> 00:38:50,250 We're talking all about creating funnels, and how Facebook ads can support that, and what else Facebook ads can do. 412 00:38:50,250 --> 00:38:51,630 Do they only sell products? 413 00:38:51,630 --> 00:38:55,710 Can you use Facebook ads to like build your email list, for example, if you're just starting out? 414 00:38:55,710 --> 00:39:00,810 We got into so many good conversations about funnels and ads, so that's coming up for you next week. 415 00:39:00,810 --> 00:39:03,890 I so appreciate you listening to On Your Terms. 416 00:39:03,890 --> 00:39:06,670 As you're listening, tag me on Instagram at Sam Vander Wielen. 417 00:39:06,690 --> 00:39:08,190 I'll see you there. 418 00:39:08,220 --> 00:39:15,130 See you next week. Thanks so much for listening to the On Your Terms podcast. 419 00:39:15,130 --> 00:39:19,790 Make sure to follow on Apple Podcasts, Spotify, or wherever you like to listen to podcasts. 420 00:39:19,810 --> 00:39:26,810 You can also check out all of our podcast episodes, show notes, links, and more at samvanderwielen.com/podcast. 421 00:39:26,830 --> 00:39:34,560 You can learn more about legally protecting your business and take my free legal workshop, Five Steps to Legally Protect and Grow Your Online Business at samvanderwielen.com. 422 00:39:35,620 --> 00:39:41,440 And to stay connected and follow along, follow me on Instagram at Sam Vander Wielen, and send me a DM to say hi. 423 00:39:51,170 --> 00:39:58,010 Just remember that although I am an attorney, I am not your attorney, and I am not offering you legal advice in today's episode. 424 00:39:58,010 --> 00:40:02,780 This episode and all of my episodes are informational and educational only. 425 00:40:02,780 --> 00:40:07,070 It is not a substitute for seeking out your own advice from your own lawyer. 426 00:40:07,070 --> 00:40:14,080 And please keep in mind that I can't offer you legal advice, I don't ever offer any legal services, but I think I offer some pretty good information. © 427 00:40:14,080 --> 00:40:14,710 2022 Sam Vander Wielen LLC | All Rights Reserved | Any use of this intellectual property owned by Sam Vander Wielen LLC may not be used in connection with the sale or distribution of any content (free or paid, written or verbal), product, 428 00:40:14,710 --> 00:40:14,930 and/or service by you without prior written consent from Sam Vander Wielen LLC.