Is it too late to wish you a happy new year? 😊

As we step into 2025, let this be the year you stand confidently in your value—to articulate the difference you make and stop undervaluing yourself.

Here are four powerful reminders:

1: Do Not Offer A Discount at The First Objection
Remember, discounts don’t lower expectations. Clients who pay less will still expect premium results. Offering discounts at the first objection signals desperation. Instead, maintain your value by confidently standing by your fees and demonstrating the quality and results you deliver.

2: Create a Professional Rate Card
Stop improvising your pricing. A well-defined rate card communicates consistency, professionalism, and confidence in your worth.

When you “wing it,” you risk appearing unsure or inconsistent, which can undermine client trust. ‘Winging it’ refers to making something up as you go along, without proper preparation or planning. A rate card sets a clear starting point for your fees and gives you a foundation to negotiate without ever undervaluing yourself.

3: Build Meaningful Client Relationships
Percy Sledge sang a great song, “Take Time to Know Her.” The key to connecting is understanding. Take the time to truly listen to your clients, ask thoughtful questions, and show genuine empathy.

When clients feel understood and valued, their focus shifts from price to the unique value you provide. Your true worth lies in your ability to care about their goals, success, and challenges.

By building genuine relationships, demonstrating that you have their best interests at heart, and delivering exceptional experiences, you can connect with your clients on a deeper level.  People choose to work with those they trust—not just those who offer the lowest fees.

4: Offer Multiple Options (and Start with the Highest)
When asked, “How much do you charge?” don’t offer just one fee. Instead, present multiple options, starting with the highest.

This anchors client expectations to your range of offering with added value at each increase.  Anchoring is a cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the ‘anchor ‘) when making decisions.

By offering options, you give clients a sense of control as they can decide what works for them relative to their budget while reinforcing your confidence in the value you bring.

Bonus Tip: Focus on Your Impact, Not Just Your Actions
Regularly reflect on the difference you make, not just your tasks. Collect testimonials, celebrate client wins, and remind yourself of the transformation your work creates.

The more you believe in your impact, the more confidently you can communicate your value. Remember, your value isn’t just about what you do; it’s about the results you deliver and the lives or businesses you change.

2025 is your year to stand in your value unapologetically.
Let this be the year you:

  • Say no to undervaluing yourself.
  • Build deeper and more meaningful client relationships.
  • Confidently own the impact you create.

As I told a friend in my New Year greeting, this year, I’m looking for you to step into your value even more and fully… fully own your exceptional gifts—and that is my wish for you also.

Happy New Year! 🎉