The Money Mindset Shift – How to Know You’ve Set the Right Price

I used to have a massive problem when it came to sales meetings. I would change the pitch and the tone and the speed of my voice every time we got into pricing. When people wanted another price, I'd have to either take a deep breath or I'd suddenly feel panicked, and I realized that my money mindset was having an impact on my ability to sell well.

Because what we actually want in sales meetings is for the pricing conversation to feel like just another normal part of the chat. We don’t want it to feel like the moment where everything shifts. So today, we’re going to talk about how to get to that place—where pricing feels like just another natural part of the conversation.

My Sales and the Unnecessary Panic.

I used to freak out when it came to sales meetings, especially when we got to the pricing part. And that panic wasn’t about the price itself - it was about me. It was about my fear of rejection. It was about my nerves around saying the number and being confronted with someone’s reaction. It was about knowing that sometimes I had just spent a lot of time with someone who had no idea what I charged, and now I was about to drop the price bomb and pray they didn’t flinch.

The Problem With Hiding Your Prices

I used to hide my prices. I didn’t have them on my website. I didn’t have them on my social media. And because of that, I’d end up in sales meetings with people who had no idea what to expect.

Sometimes, I’d spend ages with someone, thinking we were making great progress, only for them to find out the price was way higher than they imagined. Other times, people would assume I was way more expensive than I actually was and wouldn’t even bother reaching out.

If you don’t put your pricing somewhere accessible, you leave it up to potential clients to guess what you charge - and guess what? They’re usually wrong.

If someone assumes you’re too expensive, they won’t even enquire. If they assume you’re cheap, they’ll be shocked when they hear the real number. Either way, it wastes time - yours and theirs.

And for those who say, “But everything I do is custom,” I hear you. But at least put starting prices or ballpark figures so people aren’t coming in with completely the wrong idea.

I was recently doing a competitor analysis for a client, and they had a new competitor who had their pricing right there - easy to find. My client’s pricing? Nowhere to be found. That’s a red flag. If you make someone hunt for the price, they’ll either assume it’s way too high, or they’ll expect it to be way too low.

Here’s how to sort this out in your head…