Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠https://shannonmattern.com/⁠⁠

Connect With Shannon:👩‍💻 Website: ⁠⁠https://shannonmattern.com/⁠⁠

🤝 LinkedIn: ⁠⁠https://linkedin.com/in/shannonmattern⁠⁠

☎️ Book a Discovery Call: ⁠⁠https://shannonmattern.com/calendar⁠⁠

About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how.

Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing.

Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠

Connect With Shannon:👩‍💻 Website: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠

🤝 LinkedIn: ⁠⁠⁠https://linkedin.com/in/shannonmattern⁠⁠⁠

☎️ Book a Discovery Call: ⁠⁠⁠https://shannonmattern.com/calendar⁠⁠⁠

About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how.

Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing.

Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠

Connect With Shannon:👩‍💻 Website: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠

🤝 LinkedIn: ⁠⁠⁠https://linkedin.com/in/shannonmattern⁠⁠⁠

☎️ Book a Discovery Call: ⁠⁠⁠https://shannonmattern.com/calendar⁠⁠⁠

About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how.

Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing.

Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

Why I'm changing the name of the podcast from Pricing Mindset Makeover to Anchor High.

Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠https://shannonmattern.com/⁠

Connect With Shannon:👩‍💻 Website: ⁠https://shannonmattern.com/⁠

🤝 LinkedIn: ⁠https://linkedin.com/in/shannonmattern⁠

☎️ Book a Discovery Call: ⁠https://shannonmattern.com/calendar⁠

About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how.

Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing.

Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

Are you setting low price anchors without even realizing it? The first price a person hears becomes the anchor, meaning every number they hear after that gets compared to that first one.

So if you anchor low and prices go up from there, you’re actually framing an expense-minded decision instead of an investment-minded one. And then you wonder why prospects keep hesitating, negotiating, or choosing your lowest option.

In this episode, I break down exactly what low price anchors look like in your customer journey, why they’re costing you money before the conversation even starts, and how to anchor high in value so your best clients can say yes to your best work.

What You'll Learn

• What the anchoring effect is and why it shapes your prospect’s decisions

• The most common low price anchors service providers set without realizing it

• Why starting-at prices, budget questions, and low-to-high tiering work against you

• How to anchor high in value before you ever introduce a number

• Why presenting your highest option first changes the entire frame

• A simple audit to find where you’re leaving money on the table in your customer journey

Key Takeaway

Every low anchor is a place you’re leaving money on the table before the conversation even starts. Anchor high in value first, present your highest option first, and design the decision so your ideal clients can say yes to your best work.

Resources Mentioned:
📈 Get the Package Matrix™ proposal template: https://shannonmattern.com/
Connect With Shannon:
👩‍💻 Website: https://shannonmattern.com/
🤝 LinkedIn: https://linkedin.com/in/shannonmattern
☎️ Book a Discovery Call: https://shannonmattern.com/calendar
About Pricing Mindset Makeover:
Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

Have you ever walked away from a consultation thinking "They probably can't afford it?"

Or put together a proposal already knowing in your gut you were going to price it lower than you wanted to, because of what you assumed about the person on the other side?

Here's what I know after a decade of watching service providers price their work: you think you know what your clients can and can't afford. What they will and won't spend. What their pricing paradigm is before they've even told you.

And you are pricing through your own lens.

In this episode, I break down the assumption loop that keeps you attracting clients who push back on price — and the mindset shift that lets you design proposals that give investment-minded clients a real choice.

What You'll Learn:

Why assuming expense mindset leads to designing expense-minded proposals

The telltale signs you're pricing through your own lens

What investment-minded clients actually need from your proposal

How anchoring low signals low value — before the client even sees your price

The one question to ask yourself before every proposal

Key Takeaway:

You don't know what your client's pricing paradigm is until you give them a chance to show you. Stop designing expense-minded decisions and start giving investment-minded clients a real choice.

Resources Mentioned:
📈 Get the Package Matrix™ proposal template: https://shannonmattern.com/
Connect With Shannon:
👩‍💻 Website: https://shannonmattern.com/
🤝 LinkedIn: https://linkedin.com/in/shannonmattern
☎️ Book a Discovery Call: https://shannonmattern.com/calendar
About Pricing Mindset Makeover:
Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

Have you ever looked at your business and thought — something has to shift, but you’re not sure exactly what yet?

If you’re an experienced service provider, consultant, or agency owner who’s at capacity and still not making what you know you could be making, this episode is for you. The problem isn’t your schedule, your systems, or your skills. It’s a pricing and leverage problem — and there’s a both/and solution that lets you make the shift safely.

What You’ll Learn:

Why fully booked service providers are often still underearning

The three-way trap that keeps you frozen in status quo

Why this is a pricing and leverage problem, not a time management problem

What the Package Matrix™ is and how it creates the both/and solution

Your next step if you know something has to shift

Key Takeaway:

The capacity problem is not a time problem. It’s a pricing problem. When you stop trying to solve it with your schedule and start solving it with your offer structure and pricing strategy, everything shifts.

Resources Mentioned:

Get the Package Matrix™ proposal template: shannonmattern.com

Book a discovery call: shannonmattern.com/calendar

Connect With Shannon:

Website: shannonmattern.com

LinkedIn: linkedin.com/in/shannonmattern

Book a Discovery Call: shannonmattern.com/calendar

About Pricing Mindset Makeover:

Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

➡️ Get our High-Converting Proposal Template shannonmattern.com

Have you ever worked crazy hard to grow your business but kept producing the same results?

In this episode, I’m talking about one of the most exhausting patterns I see in the most driven, capable service providers I work with: trying to grow their revenue with one foot on the gas and one foot just as firmly on the brake.

Your conscious mind knows exactly where it wants to go. And your subconscious mind — whose entire job is to keep you safe — sees the changes you want to make as dangerous. So it brakes. Hard. With equal force.

And here’s the part that makes this tricky at your level: the brake doesn’t look like fear or self-doubt. It looks like noble obstacles. It sounds like logic. It feels like responsible preparation.

What You’ll Learn:

Why driven service providers plateau despite putting in maximum effort

How your subconscious brake works — and why it’s not a character flaw

What “procrastination masquerading as progress” looks like at your experience level

The one question to ask yourself to identify your brake right now

Why awareness is the first step to releasing it

Key Takeaway:

You’re not stuck because you’re not working hard enough. You’re stuck because you’re working hard in two directions at once. Name the brake. Start releasing it.

Resources Mentioned:

Book a Discovery Call: shannonmattern.com/calendar

Connect With Shannon:

Website: shannonmattern.com

LinkedIn: linkedin.com/in/shannonmattern

Book a Discovery Call: shannonmattern.com/calendar

About Pricing Mindset Makeover:

Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

Have you ever had a client tell you that you're too expensive in a way that made you question everything about your pricing?

One of Shannon's clients sent over her highest-priced proposal ever. The prospect tore it apart, asked if she was serious about the price, and said there was no way she could justify hiring her. The very next week, that same client booked two projects worth $77,000.

In this episode, Shannon breaks down what to do when you hear no so you don't let one rejection derail your pricing confidence or send you back to undercharging.

What most service providers do after a pricing rejection — and why it backfires

Why the most vigorous nos are almost never actually about price

How to debrief a rejection to separate fact from feeling

The story you should never let a no tell you about your prices

What happened one week after Shannon's client got that brutal rejection.

How to protect your pricing confidence so one no doesn't become a pattern

When you hear no, feel your feelings — and then separate fact from fiction. You're not for everyone. You don't have to make up for other service providers' bad behavior. Not everyone needs to be able to afford to work with you. One client's reaction is not data about your price.

Website: shannonmattern.com

LinkedIn: linkedin.com/in/shannonmattern

Book a Discovery Call: shannonmattern.com/calendar

Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren't sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you're already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

➡️ ⁠⁠⁠Get our High-Converting Proposal Template⁠⁠⁠

Have you ever sent a proposal and immediately started obsessing about what the answer’s gonna be?

One of my clients recently sent her highest proposal ever by a lot after shifting to value-based pricing. She reached out right after hitting send, in full anxiety mode, asking how to manage her nerves and stop refreshing her inbox.

In this episode, I break down why proposal anxiety is completely normal (and actually a sign of growth), what you can do to manage your mind in the space between sending and hearing back, and one practical thing you should put in every proposal to calm your brain down.

What You’ll Learn:

Why your nervous system freaks out the first time you charge what you’re actually worth

The mindset shift that stops the inbox-refresh spiral

Why the stories your brain tells while you wait are pure fiction

One practical proposal tip that gives your brain a plan for the space between

What happened a week later when my client managed her mind through it

Key Takeaway: If you’re gonna tell stories, tell good ones. The courage to send your highest proposal ever is step one. Managing your mind through the wait is step two. And I promise — it gets easier every time you do it.

Resources Mentioned:

Proposal Template + Package Matrix™ Strategy

Episode 001 — Cost-Based vs. Value-Based Pricing

Episode 004 — Pricing Paradigms

Connect with Shannon:

Website: https://shannonmattern.com

LinkedIn: https://linkedin.com/in/shannonmattern

Book a Discovery Call: https://shannonmattern.com⁠⁠/calendar

About Pricing Mindset Makeover:

Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.