There’s something I see all the time with experienced service providers. You’re brilliant at what you do, your clients get results, and yet when it comes to pricing, it still feels murky. You tweak your numbers, you second-guess and you wonder if you should add more in to make it “worth it.” I’ve been there too. And inside my Offers programmes, one of the biggest questions I’m asked is: how do I make this offer feel more valuable?
In this episode, I’m sharing how I think about value now, after years of refining my own pricing and helping dozens of people refine theirs. For a long time, many of us were taught to measure our work in hours and deliverables. But when I zoomed out, I realised my clients weren’t paying for time. They were paying for what changed because of the work, what became easier, what started earning, what stopped feeling heavy. When your pricing doesn’t reflect that wider impact, it creates pressure. You either feel underpaid or you overextend yourself trying to prove your fee.
I walk you through the framework I created to solve this — TESSA. It’s the system I’ve used for the last four years to help service providers stop guessing their rates and start pricing in a way that feels grounded and strategic.
We look at Time, Energy, Skills, Specialism and Asset value, the five layers that exist in your work whether you’re acknowledging them or not. When you price across all five, the numbers begin to make sense.
If pricing has felt like the piece of your business that keeps wobbling, I recorded this for you. I want you to feel proud when you say your price. I want your business to feel expansive rather than draining. And I want you to have a structure that supports you long-term, rather than changing your rates every few months because you’re unsure.
“When you only price on time, you either undercharge for the depth of your expertise or you overwork to justify the price.”
If pricing has been the thing you constantly spiral over, the thing that makes you second-guess yourself, over-deliver, or quietly resent your work join my new pricing bootcamp, Rave Your Rates. Rave this way HERE!