➡️ ⁠⁠⁠⁠Get our High-Converting Proposal Template⁠⁠⁠⁠

Do you ever get weird when saying your prices out loud to another person? Like, almost a little apologetic or even defensive? Like you're bracing yourself for the sticker shock response before it's even happened?

If you feel good about your prices on paper, but all that confidence disappears when you're sharing them with a prospective client, it's likely because you're trying to prove the value rather than pre-frame it.

In this episode, I break down the difference between proving value and pre-framing it, share the "25 + 25" exercise to get genuinely sold on your own prices, and explain why confident pricing isn't about being bolder - it's about building real conviction in what you make possible for your clients.

Why pricing confidence on paper doesn't always translate to confidence out loud

The real reason you're bracing for sticker shock before it even happens

The difference between proving value vs. pre-framing value

The 25 + 25 exercise to get sold on your own price

Why your price isn't about you - and what it's actually about

How to pre-frame value from the very first interaction so the price feels like a no-brainer

The first person who needs to be sold on your price is you. When you believe at your core that what you deliver is worth at least 10 times the price, you won't feel discomfort saying your prices to other people - and sales gets so much easier.

Need help with your pricing strategy? ⁠⁠⁠⁠Book a Discovery Call with Shannon⁠⁠⁠⁠

Connect with Shannon:

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, creator of the Package Matrix™ Framework and Founder of the ⁠⁠⁠⁠Web Designer Academy⁠⁠⁠⁠.

➡️ ⁠⁠⁠Get our High-Converting Proposal Template⁠⁠⁠

Do you worry about making sure your prices are “affordable”? Or find yourself thinking “my clients are small businesses, they don’t have the budget”? What about the flip side: “they have money, this should be a no-brainer for them”?

If you spend a lot of mental energy thinking about how much money your clients do or don’t have, you might have what Shannon Mattern calls a Pricing Paradigm blind spot.

In this episode, Shannon shares her proprietary Pricing Paradigms™ Framework - the result of a decade watching how service providers think about pricing and how clients respond. You’ll discover the three distinct paradigms at play in every transaction, and how to shift toward the one that actually grows your revenue.

What a Pricing Paradigm™ is and how yours was formed

The 3 Pricing Paradigms™: Expense, Hustle, and Investment and the key differences between them

How each paradigm shows up when you’re writing a proposal or having a sales conversation

Why worrying about your client’s budget is actually hurting your revenue

How you have more influence over your client’s Pricing Paradigm™ than you think

How to start shifting toward an Investment Paradigm™ in your pricing decisions

Pricing Paradigms™ aren’t fixed - they can be deconstructed and rebuilt. When you shift from an Expense or Hustle paradigm into an Investment Paradigm™, you stop worrying about what clients can afford and start showing them what’s possible through working with you.

Need help with your pricing strategy? ⁠⁠⁠Book a Discovery Call with Shannon⁠⁠⁠

Connect with Shannon:

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, creator of the Package Matrix™ Framework and Founder of the ⁠⁠⁠Web Designer Academy⁠⁠⁠.

➡️ ⁠⁠Get our High-Converting Proposal Template⁠⁠

Has anyone ever told you to "charge your worth"? It's ChatGPT's favorite pricing suggestion, and it's well-meaning advice…

But here's the problem: you're not selling you. And when you base your price on your worth, every sales conversation turns into an audition where you're trying to prove you deserve what you're charging.

In this episode, I break down why "charge your worth" keeps service providers stuck, what to actually base your price on, and how shifting your focus from you to your client's outcomes eliminates pricing anxiety for good.

Why "charge your worth" is well-meaning but fundamentally flawed pricing advice

What happens to your nervous system when you think you're selling yourself

Why your proposal isn't a resume (and what it actually is)

What clients are really buying (it's not you)

The questions to ask yourself before your next proposal to shift to outcome-based pricing

Why believing in the value you create eliminates pricing anxiety completely

Stop trying to charge your worth. Your price isn't about you. it's about the value of the outcomes and results your clients can create through working with you. And when you take the time to genuinely think through that value and believe it, you will never again question your pricing.

Need help with your pricing strategy? ⁠⁠Book a Discovery Call with Shannon⁠⁠

Connect with Shannon:

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, creator of the Package Matrix™ Framework and Founder of the ⁠⁠Web Designer Academy⁠⁠.

➡️ ⁠Get our High-Converting Proposal Template⁠

Have you ever been about to send a proposal over to a client, and then right before you hit send, your heart starts to race, your hands start to sweat, and you lower the price?

That experience - the racing heart, sweaty palms, racing thoughts - isn't a confidence problem. It's a primal, lizard brain fear response. And it's costing you thousands.

In this episode, I break down what's actually happening when you drop your price at the last second, why it affects your clients just as much as it affects you, and what to do with your mindtrash instead of letting it run your pricing decisions.

Why that last-second price drop is a FLIGHT response - not a confidence issue

The core beliefs that trigger pricing fear (and why you don't have to believe everything you think)

How pressure in your proposal affects your client's ability to say yes

What FIGHT, FLIGHT, FREEZE, and FAWN look like in client proposal responses

What 'mindtrash' is and why it's actually gold for your business

The real fix: building a proposal process that creates psychological safety

The urge to lower your price isn't a sign you need more confidence. It's a sign your proposal process is creating pressure. When you build a proposal that creates psychological safety for your client, it creates safety for you too.

Need help with your pricing strategy? ⁠Book a Discovery Call with Shannon⁠

Connect with Shannon:

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, creator of the Package Matrix™ Framework and Founder of the ⁠Web Designer Academy⁠.

➡️ Get our High-Converting Proposal Template

Do you ever feel like you're a contestant on The Price Is Right when it comes to pricing your services? Like you're trying to figure out what's the highest price you think your prospect will say yes to without going over and losing the sale?

If you're guessing what clients will pay, comparing your prices to competitors, or asking ChatGPT for market rates, it's a telltale sign you might be using the wrong pricing model, one that has you competing with everyone else in your industry.

In this episode, I break down the difference between cost-based pricing and value-based pricing, and share why making this shift can help you charge 2-5x more without changing anything about your offers.

The telltale signs you're using cost-based pricing (and why it's keeping you stuck)

What cost-based pricing actually is, and why it creates a race to the bottom

How value-based pricing shifts the focus from YOUR costs to CLIENT outcomes

Why your cost to deliver is the floor, not the ceiling

The exact questions to ask yourself before your next proposal to price based on value

How to show clients that the value is many times more than the price

Your cost is the floor, not the ceiling. When you shift from pricing based on what it costs YOU to deliver, to pricing based on what your CLIENT can create, you can confidently charge significantly more without changing your offers.

Need help with your pricing strategy? Book a Discovery Call with Shannon

Connect with Shannon:

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, creator of the Package Matrix™ Framework and Founder of the Web Designer Academy.

ricing Mindset Makeover is a podcast on pricing strategy for experienced service providers, consultants, and boutique agencies who want to make more from the work they’re already doing.

If you deliver solid work and have happy clients, but you’re maxed out on time and feel like you’ve hit an income ceiling, this show is for you.

Each short episode breaks down how pricing psychology and proposal strategy influence decision-making so you can increase your income per client without adding more work.