How to state your price with confidence

Author

Kavit Haria
November 12, 2024

Hey there,

Ever feel that knot in your stomach right before sharing your price with a potential client?

That moment of silence after you say your number...

The subtle shift in their tone...

The awkward dance that follows...

Today, let's talk about the most nerve-wracking 2 minutes of any discovery call - and how to handle them like a pro.

1. The Setup Matters More Than the Number

Most coaches get this backwards. They focus on HOW to say the price, when they should be focusing on what happens before.

Your pricing conversation actually starts the moment your call begins.

Before you ever mention money, make sure you've:

→ Deeply understood their pain points

→ Helped them see the cost of inaction

→ Created genuine excitement about the transformation

→ Demonstrated value through actual coaching

2. The Perfect Price Delivery

Here's your framework:

Present the transformation → Share the investment → Be quiet

“Based on what you've shared, I believe we can [specific outcome] in [timeframe]. The investment for this level of support is [price].”

Then stop talking.

Count to 7 in your head if you need to.

3. When Price Becomes an Issue

Don't panic. Don't apologize. Don't immediately discount.

Instead, get curious:

→ “Help me understand what part of the investment feels challenging?”

→ “Is it the amount or the timing that's concerning you?”

→ “What would make this feel like a no-brainer investment?”

4. The Art of Price Flexibility

Your pricing shouldn't be one-size-fits-all. Have options ready:

Trading up:

→ “I also offer [premium package] which includes [additional value] for [higher price]”

This seems counterintuitive, but sometimes people say no because they want MORE support.

Scaling down:

→ “We could focus on [specific aspect] first through my [lower-tier offering]”

Make sure this still delivers real value

Payment plans:

→ “Would splitting this into [X] monthly payments make it more manageable?”

This can help close the deal for a lot of people. 

5. The Power Move Most Coaches Miss

If someone's hesitating on price, try this:

“I sense you're not fully convinced this is worth the investment. Would it be helpful if I shared how other clients have achieved [result] within the first month?”

Then tell a specific story (or several). 

6. When to Let Go

Sometimes, no matter how perfectly you handle the conversation, it's not going to be a fit.

That's okay.

There’s no such thing as a 100% conversion rate. 

End with grace:

→ Thank them for their time

→ Leave the door open

→ Offer a smaller way to stay connected

Remember: Every "no" teaches you something about your pricing, your positioning, or your client avatar.

The Truth…

Talking about your price will get easier. The more you do it, the better you’ll get at it. 

The key is treating them as normal, expected parts of your business conversation.

Because that's exactly what they are.

Would love to hear your biggest insight from this - just hit reply and let me know.

Here's to your success,

Kavit 

P.S. Here are a few more ways I can help you right now… 

→ Launch and grow a profitable 6-, 7- or 8-figure coaching business

→ Turn coaching into a productised, systemised business

→ Build a “coaching flywheel” to attract clients magnetically

→ Launch & scale a membership community of your dream clients

→ And lots more…