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Your Price Is NEVER the Problem. Here’s the Surprising Truth…

  • Lea Farrow

Are you tired of potential clients questioning your rates?

Or have you ever noticed how prospects sometimes get fixated on your prices, rather than the incredible outcomes you offer? 

You’re not the only one.

But lessons pop up in the most unexpected places.

And, as it turned out, it was my hideously dirty home that made me realise just how crucial it is to sell the value of your service, rather than justifying the fee.

Let me tell you what happened.


After a few seriously busy months, my house was in depserate need of some TLC that I couldn’t get to.

So I reached out to a local cleaning company to ask if they offer “once-off” cleans.

This was their response:


Good evening,

We sure do.

With once off cleans we charge out as an hourly rate as it’s not something we are maintaining each week.

Our hourly fee is $60

This price includes the following.

*Cleaning the home (staff wages)
*Our cleaning products and equipment (chemical or eco friendly)
*Registered business/abn
*Trained staff

If there is any further questions please let me know. Or it you would like to book in a day we can look into that for you also.


Spot the problem?

Right from the start, they’re justifying their pricing model.

Now, I don’t know about you, but I didn’t care if they charged by the hour, or by the project, or by the angle of the waning moon.

All I really cared about was getting my floors back to their original colour and seeing myself in the bathroom mirror again.

Still, they went on.

Further justifying their rate with a detailed breakdown of every possible overhead.


The funny thing is, I would never have thought to question the price.

I just needed a good cleaner.

And by making an enquiry, we both knew I was prepared to pay for it.

Yet, here I was, suddenly hesitating over their rate.

They’d managed to plant a seed of doubt in my mind, when all I really needed to hear was how amazing they are at getting stubborn stains off neglected ovens.

See the issue?

Instead of being deleriously excited about how clean and sparkly my home would be in a few short days, I was completely caught up about whether their price was fair.


Here’s what I’ve come to realise:

Your price is NEVER the problem.


It really doesn’t matter if you charge $5K for your signature offer, or $15K.

What matters is how well you sell its VALUE.

If people aren’t buying, it’s because you haven’t clearly communicated the outcomes and transformation they can expect from working with you – not because your price is too high.

Don’t get stuck in the habit of scrambling to justify your price.


Instead, take the time to…

⭑ Highlight the immense value you bring to the table,

⭑ Paint a vivid picture of the transformation your clients will experience and the mind-blowing results they can achieve,

⭑ And showcase the unique expertise only you possess.


By shifting the focus from price to value, you’ll attract clients who genuinely appreciate what you have to offer.

So, the next time you find yourself questioning whether your rates are too high, or too low, or not in line with the moon (yes, it happens!), remember that it’s the positive impact you can make on your clients’ lives and businesses that truly matters.

Don’t let the fear of being seen as too expensive or too cheap hold you back.

Embrace your worth and confidently communicate the amazing value you deliver.

And hey, if you’re feeling overwhelmed and need some support in effectively showcasing your value, I’m here to help.

Feel free to reach out with any questions or if you’d like to chat about strategies.



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PS. Whenever you’re ready, there are 3 ways I can help you.

1. If you want to know how your current marketing is actually tracking, rate your business against my 40-point marketing scorecard HERE

2. If you’ve got a LinkedIn profile that isn’t bringing in leads, it’s definitely due for a spruce-up. Skip the guesswork and use my LinkedIn profile optimisation guide HERE

3. And if you’re ready to crank your marketing up a gear with a strategy that attracts your ideal clients without burning money on ads or relying on erratic referrals but don’t know where to start, your first step is to book a Marketing Clarity Session

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