Being confident about what you charge for your services comes from staying very connected to the transformation or outcome your clients get from working with you, studying your material or using your products or services. To get yourself deeply connected in this way, one of the most powerful things you can do is to look at one of your best client success stories and ask yourself, “What would have been the cost to this client had he or she not invested in my product or service?”

You need to really dig in to what the cost would have been. Of course, you’ll have to make some assumptions, because we can’t really know exactly how it would have turned out. But based on the direction they were headed, would they be divorced, broke, estranged from their teenager, embarrassed, lonely, dead? What do you imagine someone would pay if they knew that they were headed toward divorce and your mentorship could turn that around and save their marriage and their family?

That, my friends, is the value of what you provide. Make sure it’s in the forefront of your mind when you go to state your rate and the words will flow out with confidence and ease.

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