What Happens When You Start Charging What You’re Worth

00:00:03 S1: Welcome to MAP IT marketing for small business owners who want to become more confident and capable in their marketing. I'm Rachel Klaver and I'm a small business owner. Just like you, I've learnt that there are so many different things that we are supposed to do all the time and try to work it all out as, quite frankly, often very confusing. In this podcast, we're going to explore what those things are and whether you need to pay attention to them. Ready. Let's get started. The simple truth is, no one can help grow your business and help you make more money through marketing unless your pricing is right, and quite often that starts with setting your mindset around money and your value and worth. I worked with our guest, Sally a year ago, over a year ago, and during that time I questioned her about her pricing. She wasn't quite ready to change, but shortly after we worked together, she went and talked to Natalie Combe, who's been one of the guests on our show before. And through that time changed her money mindset to a point where she has been able to grow a successful, growing, vibrant consultancy, helping people in strategic business coaching, specializing with businesses who want to make an impact in this world. She has since been on maternity leave and has been able to have a profitable business. It's paid her during her maternity leave because she's learned that this is an episode that you need to listen to. If you have got money mindset issues and you struggle, let's hear what it's like on the other side of that. With Sally. 00:01:43 S2: Hi and welcome to Map It marketing, and thank you so much for tuning in every week. I do value that. And as I said in the introduction, we've got a sell later today from late development, talking to us about how her money mindset shifted and what it did to her business. And I'm so happy to have so here, because I've played with some of the past, is a lovely and she has such a passion for purpose driven businesses and making a difference to businesses who are making a difference. And I love that she's kind of a maternity leave, so I'm going to let her explain what she's doing is coming back. Finally, her star and introduce itself to you and self. Thank you so much for being part of the show. 00:02:22 S3: I killed her at and thank you very much for having me. 00:02:25 S2: I'm so welcome. Tell us what you think. 00:02:28 S3: So I am. I'm so I am a mum of three, and that's a new three. 00:02:35 S2: Yes, isn't it? 00:02:37 S3: But that's very new. Huxley is eight weeks old. This week we were done after two children. Surprise. Apparently, we weren't. So this has been a bit of a learning curve in my day job. Outside of being a mum, I'm an organisational development advisor, which is fancy speak for. I'm a strategic business coach. I support people to identify what impact they want to create in the world and then put that into place and run a successful business as well, making money. 00:03:05 S2: So one of the things I really liked there, because when we worked together, used to talk about organization development, and I wanted to support you because when you say strategic business coach, you immediately put it in a language that people understand. 00:03:17 S3: I had to because I kept insisting on calling it what it was. I'm pretty black and white, and I like to call things by the proper names, but just plain English. And then there's English. 00:03:28 S2: People understand me and I struggle with this too. Like, I've been going through this a bit with my own journey around a few things, but I've got a couple of clients that also go through this, and you all tend to be similar people. You tend to be very purposely saved. You tend to be very intelligent, you tend to be really good at what you do, which is about like getting that organizational structure together. And often you want to stick to those names because that's what it is. But we do have to sometimes make compromises, don't we? 00:03:59 S3: Absolutely. If you if you're talking about apples and oranges and then you going off and talking about low costs and people have no idea what the local flooding as well and little fruit. 00:04:07 S2: I personally like like it's just for the record, but it is. No one really knows what they are. So that's OK. We'll put with it. So in terms of what you do, what sort of businesses do you work with? 00:04:19 S3: So I work with people who and not just businesses. I also it was not for profits and community groups. I work with people who want to create impact and don't necessarily know what it is. So there might be people who have thought about helping out a charity and supporting them through their business, or they can see an issue and then want to start a charity to change the world. And I don't stop them from doing charities, but I do know that actually there are easier ways to do this and create bigger impact and businesses. I support people to identify the impact they want to create and then take the steps to put that into their business and make money doing it, because that's the key. If you don't have money, you're not going to make a huge impact on the past. 00:04:57 S2: I absolutely love the analyst with him to bet your journey with this as well. But I read a book last year could fix this next by Mike Mackellar, and he talks about if you read it. 00:05:08 S3: I love it, and I actually implement a lot of his principles. 00:05:11 S2: It because he took some at the Maslow's hierarchy of needs and business. And I think this is big you and I like, we have the same thing. He talks about if you want to make impact, you have to get your profit and your sales and all that stuff sorted out first, because otherwise the impact will always be limitations. 00:05:26 S3: Absolutely, absolutely. And there's a number one thing that I found and from personal experience as well. You want to go out and change the world and you start charities to do it. But charities take work and work requires money. And if you're not working for money, then you're not achieving much. You just going around in a vicious circle and most people burn out or the charity falls. 00:05:49 S2: So I do want to talk about your journey, but with your with the people you're working with, I imagine a lot of them, like many business owners. But on steroids, we have scared about talking about profit because it feels like it's a nasty word. 00:06:03 S3: And I absolutely and I get it. I was one of those people and I was I was talking to clients about making money. I mean, they're not making money myself, and it's kind of embarrassing when you quote out on it. But yeah, they are. They think that if I'm making money off that building an income, that I should support him. Of course, because 00:06:19 S2: I do remember because we've worked on the strategy with, you know, obviously I'm not going to delve into that, but I remember asking about your pricing because it was very low and I was like, Hey, how is this sustainable? And at that stage, I know you did not want to shift us, but we struggled with it. We had a bit of a like a sit to it and you felt like, no, that's all people would pay. So that's all you would do. That's right. 00:06:42 S3: It is. And I was at that time, I was starting work with Natalie Coombe. Yes, I was on the journey of working with you and with her, and the mindset was starting to change. But I still had long term clients that I didn't think would would budge on this. And in part, I was right and I lost a couple of clients. But overall, people actually do pay us when they realize what you're worth, as they they do when you believe it yourself. People will pay the money 00:07:06 S2: and say, this is talk about that because we've had Natalie came on the show before and she's actually, oh, disclaimer. She has been the most popular guest ever. Have you got something like to go there? I'm going to link to her show in this because I think it's really important for people to listen to that. I have someone. I have to have a client who's listened to her ten times, well, episode and does listens to it. She listens to it like once a week just to remind herself to change your mindset because I think it is a really important thing around it. But yeah, like why did you struggle at first to set your pricing in a profitable space? 00:07:38 S3: Yeah, my whole fear around this has been that my skill set, everything I teach has been given to me now. I haven't had to go to university to learn this. I learnt it through being in paid employment. It's experience that has given me my expertise. Know somebody else paid me to learn this, and I came from government background and the information is readily available for free. And I figure if I need this information and I know it's free, then how? How dare I charge somebody else for this information that has been given to me and it's also available if you take the time to look? Trouble is that people don't know what to look for and I've taken time to learn and grow that as well. And Natalie, it really beautifully, not so gentle white seat that actually my time was worth something. And if people weren't going to value my time, then they weren't value in me. That was a bit of a kicker that was quite hard to to hear. But the more I heard it, and the more I actually allowed myself to listen to it, the more I realized that she was right. I am with it. 00:08:44 S2: I think I think one of the things is I was challenged if it was when I had my podcast with Natalie too. I think when you know stuff and it feels easy to know that stuff because you never know it, it's hard to put a value on that. It's hard for you to go. People would want that because for you, it's for sale. It's easy. It just feels like it's breathing figure and you don't realize that it's groundbreaking to somebody else. 00:09:09 S3: Yeah, definitely. There's a huge element of that when I listen to you talking about marketing on my own. I knew that, but I didn't know that. I didn't know that enough to put that into to action. That's something I've heard other people say, but it's kind of the unconscious thing. I do stuff about breathing, but other people might know the information they have, but I wouldn't know where to start looking. 00:09:30 S2: And that's true. Like when people are buying you, they're not just buying your knowledge, they're buying time. You can stop buying you know it, and they might take 10 to 15 hours to find the information, but you could give it to them in 10 minutes because you knowledge 00:09:45 S3: and the context that I connect them with are people that I spent a lot of time with. I've paid for coffees with people. I pay for drinks with people. I've paid for positions with them. I've I've type of strategy sessions. So yeah, it's actually there is a lot of investment just beyond my my time and experience. It's actually it's cost me. It's taken me out from other things to learn it. 00:10:05 S2: So this is huge because I do feel that a lot of people go, you know, I'm just going to pull a figure from the air. This is how much I'm going to charge because I think that's how much people on it will pay. And I do feel that they can get tricked. One of the things I do think that we do get trapped in is when you set your pricing and then you try and increases, there is that fear. So you lost two clients, but with everyone else, how much warning did you give them when you changed your pricing? 00:10:30 S3: Quite a lot, actually, and I did it in stages with those funds and I let them know that. So these clients were people who I really wanted someone to do the work for them. I didn't want someone to coach them through it now that engage me as coach. But along the way it became also, can you just do this? You do this so beautifully. It was OK, I can do that. That actually makes it simpler by the time I write it out and send it to you in an email and how to do that, or if I take the time to touch it, I can just do it one time and you'll learn from this. But they didn't learn from it and it became ad nauseum. This is what we're going to do. And so it didn't matter in the end how much warning I gave them. They weren't going to change their behavior. They weren't willing to actually learn from my coaching and then were wasting my time. And I put boundaries up, and when I got boundaries up, they objected. So we we said goodbye. 00:11:17 S2: I do think that's the other thing around this is that what money mindset does is it starts creating natural boundaries around time and around how you work. And it does make you start to understand that even though, like I know with Natalie, you know, she talks about how you should be doing it around time, having a concept and understanding around every hour I take outside my normal timeframe of doing this is costing me my profits as a good thing to understand, isn't it? 00:11:45 S3: It's huge and I have some clients where I got them on a subscription, and so we don't do it on an hourly basis. But the majority of people I do, I charge by the hour that they don't don't necessarily know they're being charged by the hour, but I know how long it takes me to do something. But the reason for tracking it is not just so I can say lists how many hours I spend. I can actually report on the impact I make with different organisations, so I can. I can extract my time reporting and say, Well, I spend as much time working with the newest development, which means I've contributed to the disrupting as generational trauma of this group of people, or I've spent this much time working with disabled models. So I've spent this much time tracking and supporting that impact group and all of that contributes to at the end of the day. My experience, I can say, is what I've done. But actually as an impact leader organisation, I'm walking what talk when I'm actually doing what I say I'll do, 00:12:38 S2: which is exciting for you. So you're using that shift around thinking about your money. They feel confident that also increased your sense of purpose. 00:12:46 S3: Absolutely. And I can show people that I'm doing it and how easy it is to do, and then I can tailor it back to how I teach people. So when I talk to them about defining impact and measuring that, I've got real life examples. This is how much actually this is how much on a dollar value it is. But actually, this is how many hours I've spent. And this is the direct impact of spending that much time with this many people and 10 years time, this would equate to this and this is really the reporting standard internationally, a great to be able to support that as well. And it's I mean, it's pretty high level, but it's 00:13:19 S2: the sticky heaviness from 00:13:20 S3: it is and you can get so much just from tracking your hours. It's not just about what you're worth, it's actually what you're giving to others. 00:13:30 S2: I love it. I love it. Actually, one of the things that we're doing identify, we did it just as a casual thing we're going to focus on is we actually went and looked at like all the e-commerce clients because it was last year and compares their marketing strategy current to what their goal was to what they actually got. And after working with us, and I'm going to map it out like in a chart so people can actually say this is the impact that we had with our work. But I was like, Oh my gosh, we like one of our clients had a go of they were doing, I think, five Acadia. They wanted to reach a million, which I thought was a good gutsy thing to do. And in that first year, they went to one point five and I'm like that and I know it was our work because I could see what we did and we can actually track it. But it's exciting and I know we're not doing pace. That was different impact based business. Let me tell you, I probably shouldn't even tell you what they do in terms of like what they probably waste in the environment. But it's about, you know, it is like for me, like to me, the satisfaction of going, that is the time it makes it all just worth it. I want to ask you a question because you did it with Natalie Cole and you do that. Why do you think it was really important to get outside, help to help you? Because we had the same strategy? Or, you know, like you contest a strategy and I loved working with you on that and you know, you have people that come and get help from you who might be really good at what they do, but they still made it. Why is it really important to get outside help? 00:14:52 S3: Because when you're doing it on the daily, you're so entrenched you actually can't say you can't see the wood for the trees. I mean, it's it's an analogy. I knew how to price work and you had a prayer services services. I taught people how to do it, but I couldn't see my own damn worth. You know, I had to have somebody else tell me what I was worth, and it had to be an expert. And it's not somebody who was like, You should charge more for that because you're with it. I had to be someone who actually did this on the daily, and it's not that I didn't trust you or anybody else that told me that I should have asked you more the skills. And she's got clients and she's got testimonials, and she's the go to an expert in pricing. What if? 00:15:33 S2: Yeah, because I think if it's someone like like, as I said, you know, I'd say to you, Hey, this is Matt. That is good because it's like giving you a warning around that. But we've had a lot of our clients have gone to it with net afterwards. And I think I feel like we should always sit on the side. Like, I think one of the things around this is that when it's someone who has like, this is my formula of doing it, it stops being around just the mindset. It's like black and white. This is why you need to do it. And I think that's one of the benefits of we've. That split is that you do want to do a mindset shift like you start to do that work, but she helps prove it or an experience like it's the same with what your work is. Someone else will go. I need to give back or I need to have a businesses impacted and you go great. Here's how you have to do it, and you're taking this crux of what they want and making it. 00:16:24 S3: Yeah, and I've got clients who this will make really happy net made me cry when more than one occasion actually made me cry. Just that journey and that realization when you go, Oh my god, I've actually been undervaluing myself. How? Wow. Yeah, it's too much me. Quite emotional to think about it like that. Just that realization that just hit me like a ton of bricks in the face. 00:16:50 S2: But the benefit of what you've gone through, and I think this is important for other people who are coaches or strategists, is when you get the help here, it actually does pay down to your other clients, doesn't it? Because I'm imagining you use some of the work she does now to re-establish with them what they should be doing? 00:17:05 S3: Yeah, absolutely. I use her toes all the time. So to describe it, I don't. I guess I'm as much the clients, but I use that to support what I'm saying and I'm closer to get pushed in it. 00:17:15 S2: Yeah, exactly. You know, to me to do it and just, you know, and I think that's one of the things I've learned as I've grown in my space is that there's no problems referring other people to other professionals in this space because it means that you know that that person is going to get the work. Sometimes you can just go, Hey, you need to put your prices up and smoke got, Oh, OK, I'm going to double them overnight and you go this way. But when you know that it's not the it's really important to go and find help and whatever the spice you're doing, whether it's that, whether it's the work that you do with it, strategy with made those things it is important to to get that external support, I think. 00:17:51 S3: Absolutely. And I think I've referred for people to you alone in the last week to get access to all these things. You know, know your expertise now you. 00:18:05 S2: Yeah, I know, and I think because I think that's really important, because I do think, you know, it'd be the same with me if I had someone who was coming and asking, you know, can I have an impact business? I find those businesses frustrating to work with. Not because I don't believe the impact of because I'm having to change that headspace around that. How do you make a lot of great business around them? It's a hot, driven thing. You know, I'm always have a little sinking heart when that happens because I'm not going to deal with that. So, you know, I'm not the right person for that. Just anyone listening. I'm not that person myself. So tell me what it feels like when it's all working. Because you're on maternity leave, you want to see it, someone else working for you, which means you could do that and still get money, right? 00:18:44 S3: Yeah, I did and actually have money for myself as well. While that's happening, which is quite nice, it's it's actually probably one of the best things at. I mean, aside from parks, I think finding out you pregnant unexpectedly in the middle of a growth plan for your business, it's working really well. That was quite missed, waking up quite a 00:19:04 S2: lot because it would have been like, Wow, I've done all this hard work and now this unexpected thing has happened. 00:19:10 S3: Yeah. And I think seeing my food, yeah. And my youngest was just starting today. And so I was just getting my days back and having more time available and to learn as guards for that all over again and having the skills that next taught me having the income ahead. And I don't work full time. I work around my kids, so. So I had reduced my hours significantly. I'd grind my income significantly and my time involved in the business was actually quite low. That means that I had the skills to be able to budget and work out what it was actually going to take me to get through the maternity leave. And I've managed to find it's been a tight budget, but I've come through maternity leave almost to the end and still have funds left over. I've still had pain clients all the way through. I've been paying somebody else to do the work. I've not breached what I'm required to do in government and I've only just started using my keeping in touch hours aside from my own admin in the last month as another client is gone on maternity leave and I'm still paying somebody else to do my work. It's been epic, 00:20:11 S2: but I think that's one of the liberating things when you get your pricing right. And I know if we are focusing on service based businesses because I do think this is one of the hardest things with solopreneur businesses is often when we price, we forget to factor in that. We may not always be the one doing the work, and we have to make sure that whoever's getting paid to do it is also getting paid fairly. But we're also making profit out of it. 00:20:33 S3: And I pay my contractor above market rate, so I'm not and so contracted because that dictates when she's got work available while in another works. And I don't take home any contracts. If she doesn't have that, I was available to support it. I'm not going to pick up Slack on what she can't do. That's not the point of it. But, but she gets paid a really good right. It's double what I would have been doing the same thing in the same space. And that makes me really proud to be able to say that because I pay her more than anybody else for any of the work that she does, because I know that she's got expenses as well. So so this notion of my pricing, but equally, I don't overcharge clients. So it's a it's a really tight ship that way around. 00:21:14 S2: I think that's a really important thing because I know that for me, before we start identifying, I was working as a strategist for another company and they they paid me a flat fee for whatever we did. And it was like it was pennies compared to what they were charging. And I want them to have that because that's their job around what they do and I want them to value that, you know, and and I think that honoring your team is really important in this because you want to make sure that whatever you're charging is going to benefit that person, too. So they're happy to do the work. 00:21:46 S3: It's more than that for me. Traditionally, women are the ones who take on all the work at home. And then when we go out and we see a problem and we go and change the world by by creating a charity or running a community group, you know, we're the ones that volunteer at a place center or a scope PTA or whatever comes up in life. It's us, it's doing it and we're still running the house and we're still doing the housework and feeding the family. And we might ask her husband's opinion on something. If we've got a husband who it doesn't matter what kind of guy he is that he might want to participate. But we're still going to take charge because that's what's been brought into us by the generations before go a long way to go to break that cycle, but we burn itself into the ground and that's what we should be remunerated for. At least half of the work that we do and is equally important. My unpaid mothering skills at home are worth just as much as husband's salary. And so if 00:22:39 S2: you read the invisible load? 00:22:41 S3: No, no, I haven't. I heard of it. 00:22:43 S2: It's spiked in the bay and I shouldn't say this on this podcast. I have never been a huge fan, but I actually bought it because I picked it up, and that the page was about the invisible load of how we just have to always remember, like, which kid likes peanut butter and which one makes my my son who likes Democrats and who doesn't. And we've got all this other stuff in, and I read the page cried in the book. Store bought the book because that's what you're talking about, we don't just have the work we do as a business owner and as a mother, we have all that hidden stuff that's running around and I hear I have a constant tally of how much flour we have in the house, what better or whatever the thing is, because I'm undeniably there'll be someone to go, why is there no flowers in it? And I'm like, Seriously, 00:23:28 S3: it's things like Windsor Castle, Mr Windsor Road, user charges or networks, 00:23:33 S2: and all have passed it to rot. 00:23:36 S3: I do all that stuff for us because I'm a control freak. Can't help it. 00:23:40 S2: Well, I can. I can. I do think you're right. And I, for me, one of the biggest things I did this year, a lot went on and I've been a parent now for 21 years. The slide out went on and I thought, Oh my homework. Like the work I do at home, impurity has an equal value to my business work and I don't get paid for it, but has an equal value. So now my days, my business days are actually a lot shorter because I purposely take more time to do the homework stuff that I was trying to squeeze into my recreational or couple or family time. 00:24:13 S3: Yeah, yeah, definitely. And I think there was a realization for me when I when my oldest got to a point that she understood what the difference between mum, mum working and dad playing on the computer was. Any time I found my computer, she'd say to her little sister mums working and all, she'd go and sit with Chris when he's playing on computer, but she wouldn't leave. She would just walk out of the room unless she had been talking about it on a video. And then she'd come and say, Hi, 00:24:39 S2: how this is a good opportunity. 00:24:41 S3: I realized that I was doing. I was doing that too much at home, and so I needed to shorten my working days and I needed to cast myself accordingly so that I could afford to do that and still bring in the income for the lifestyle that we were like. 00:24:52 S2: Because I think this is such an important thing because I know that when you say that, I agree with it. But I also there's a bit in me where I go because I like, as I say, my youngest is six out of twenty one where I'm like, I'm like, No, that's not how it's supposed to work. Like, there's actually something in me that sees that, which is a bit ashamed about, to be honest, I can feel a bit teary about it, but because I feel like, no, no decision not to have a business that's profitable, that only works a few days a week, how dare you do that? And I think that there's this idea around how business a real business can be like that. 00:25:34 S3: Yeah, and what you're describing is on. It's not the same, but that's how intergenerational trauma works. Yeah. This is something that's been programmed into yourself and it's absolutely not on the same scale, but that's something that our mothers and grandmothers before us have brought into us so we can have the vote. We can go out to work. We can raise a family. We can do it all and we will. We haven't been to low damage 00:26:00 S2: because the fear is that like, I do think, you know, I'm older, the young Generation X and you know, we were raised with the generation of the super mother. You know, they did the full time work and did everything behind them and didn't do that, but she did the full time work thing. But we had that whole thing and we were raised with. That's what you've got to do. And this concept that you can have a serious business like a proper business, but not necessarily be working five to six days a week, you know, eight hours and nine hours a day. And it still brings in as significant income and it still does that. It's a huge mind blowing. That's a mind fuck people who are struggling with that idea. Look, I've got I know a lot of my clients would struggle with that because this whole idea that you can create a business is profitable and supplies for the needs and the lots of you want. Without doing that, crazy hours is like it's a move away from being a job and turning into a business, right? 00:26:58 S3: Yeah, absolutely. And I think for me, the best proof I have been networked aside from the fact I was able to reduce my hours and bank account going up. Last year, I bought a car and I paid cash, and that was that was the first thing I did. I bought a car. I didn't buy a fancy car, but I bought a car. We paid. We paid nine grand for a car and I was able to pay that out of less than 12 months after finishing working with it. And I paid for you. Yeah. 00:27:26 S2: And I think I do. I think that will thank you. And I think that is key. Like I know for me, the like I talk about this is my abrasive thing, but I will say I'm at my goal, which we talked about just a couple of days ago is we're like, alcohol is to be had to take two to three months off every summer completely and have business going. There is the time, but have that time because we love being outdoors. We love doing that thing and having that time to relax. And so we're like, How do we make this happen? We wouldn't have had that conversation and we didn't use that. We used proper first. And still, you know, we wouldn't have had that conversation if we hadn't started that journey of changing our money mindset around our business. 00:28:06 S3: And I love profit first. I implement that as well. So that's that's a really cool with way. Yeah. So that I needed to get my mindset admit into actually like formulas. They work that work really well and they're applicable to to any things. I use them in business and a charity that I they work really well. 00:28:27 S2: Yeah, I love that. So in terms of you like, you feel like it's a work now. 00:28:32 S3: Yeah, I do ask me again when I returned to work full time, well, full time, four hours a day with the baby because that's for us at four hours is not a lot of time I used to. Before Huxley was born, it was dropped. The girls I've come home quickly, run through emails and get on to work, then go and pick the girls up for us later. Now I've got to take stock for four episodes and changes and trying to get them to sleep. And he's not that keen to sleep, but he slips off my knee. 00:28:58 S2: So awesome. That's a good combo. And if people do want to work with you, if they listen, sound gone. Hey, I've got an impact business. I really want to make sure my business is giving back or, oh my gosh, I've got a business that isn't profitable and it is part of that give back space and or I need help organising it. How do you get hold of you? Do you have capacity to take on new clients? 00:29:22 S3: So one of the things that I wrote down in my own strategy is actually to move my teaching online. So I'm spending less time, actually one on one with people. And it's twofold. One, I can't set as much working as I want to in the days, and I can't guarantee that my baby is going to allow me to have a coach call that one of the things that's always been that my kids, if they're hard, that present. So clients need to accept that my family always comes first. And that means that I might have a child on my family coaching. But if I move things online, I can answer the questions I'm getting all the time so that the same questions just in slightly different formats. I'm currently working on fulfilling the content and the thing that I'm, and then I'll offer tailored coaching to people that want me to hold their hand through it. So, yeah, we do that online. Yeah, I do Zoom calls. So my coaching is most of it is done this way, which is great for kids of my work and actually change. Last year, I'd already made that change and I work from people across the entire country 00:30:21 S2: because I do think, you know, people who are extrovert sometimes find this had fun, but I like the fact that I'm using Zoom. We also had met that change before COVID hit last year, but Zoom has allowed us. To be able to work with people in New Zealand and in Australia and have the interaction, and I also feel for me who is someone who often would take on the energy of the person in the room that's actually protected my energy a lot. And I don't have children, but I do have a very decent hand out. I have a very naughty dog, though, so it has like dealing with the distractions as well. 00:30:55 S3: And it's good because it means I can I can support anybody across the country. I can do it at a time that that works for both of us online. We can record it, I can drop links and it's easier to take up a Zoom call than it is to take out travel and between other clients. And a lot of people just prefer that way. When Typekit hat last year, my clients got a faster response than most others did because I could just what was there. We were locked down, but I could still do my work. Nothing changed for me, and it means the closer we are, face to face got the support they needed rather than the 00:31:23 S2: we actually have too many months agent. And if you've got the same, we actually have a people do want to see us in person. We actually have two tiers. So this is the amount that we charge. If it's a Zoom, if you want to see in person, it can, but it's almost double and it's because of that travelling and all those other things and said will choose to pay that. The vast majority of people go actually the same, and a lot of people still have Zoom phobia, which is kind of weird after all this time. But they do quickly find that Zoom actually works really well in terms of that coaching, and they get to pick it up and they just get on with the rest of the stuff. 00:31:56 S3: I'm the same if I make someone in person how I travelled so that by my time and I live 45 minutes from Christchurch City. So that's quite a lot of time. 00:32:04 S2: Yeah, we've been trying out. We came down the ad just before lockdown and I'm not buying around around where you are like, Oh, maybe we should do this at some point. We have a bit of a thing we've been turned off at yet. So maybe like down the track at some point. 00:32:18 S3: Very windy, 00:32:21 S2: but okay, so people can find you. So I'm going to put a link to your contact details in the Shino and you do you work for people who app? You have a particular type of business. They have very much impact for local businesses. 00:32:33 S3: Yeah, I do. So I mean, I've been a business coach for probably 23 years now, and I was paid by government to start up businesses and not for profit organisations on everything. Then it is no policy legislation where to go for advice, business mentoring, coaching and I use the same principles in my business. Now I focus. So there's two facets to my business. One, I teach businesses how to integrate impact and make money so that they can actually support a wider impact. But we also support not for profit organisations to obtain funding, and that's the work that Kate does primarily. So we write funding applications and we set them up with sustainable funding so that long term they don't need us. They can actually put their money into their own funding. 00:33:16 S2: That's exciting. Okay, so that's pretty much in the show notes. And thank you so much for being part of the show today, and I was going to say a special thank you to Huxley, who managed to scream at the top of his voice all the way through enslaving. I know something he got, so you can have the rest of time after this. It's a statement everyone else would have made giving this call to and suggestions from this. But thank you so much, sir. And so it's been a real pleasure pleasure. 00:33:42 S3: I'm going to go jump on. Take our man. 00:33:44 S2: I know you got that addiction from me, right? 00:33:47 S3: I did. And it's amazing how much reach I'm getting on. That's great. Isn't that amazing? Love it. Love it. 00:33:54 S2: Great. Thank you. I felt so 00:33:56 S1: incredibly empowered by the things that self shared today and the way that she has taken on him money mindset blogs and obliterated them to see her value and be charged. What she's worth, I'm going to give you a couple of things that you can do to help you with your money mindset issues if that's an area that you struggle with. But first, I would love to invite you to come and be part of our method marketing Facebook group and ask questions of me about this podcast. If you'd like to, there's a link to it on the show notes, or you can just search for method marketing and Facebook, and you'll find our Facebook group right? Let's talk about a few things from this podcast. When you are looking at your pricing, it is so tempting to think of pull an hourly rate and out of the air, or just choose something that you feel you can get away with. But you need to think about all the different facets of costs that you have to cover as someone who's got a business and that might be employing someone and overheads and all those other bits and pieces. But it's also a sell discovered how to make sure that you're creating the life that you want to have. You might only want to work three days a week or four days a week or two days a week, and your business has to make sure that it sustains that. So your pricing has to fit that. You also have to do what's out there and think about Am I thinking about my knowledge as something that's less than it is because it comes easy to me or something that I learned and paid employment or whatever it was? I am minimising the impact that you have to other people. And do you need to readjust that? And I guess the third thing I would say is. Do you need someone else to help you with this, do you need a Natalie Comb or Jennifer McKinney who's on our show next week? Do you need someone asked to externally help you walk through that with you to help reset that pricing, to help you charge more for what you do? We can't grow a business with marketing that's profitable and grow, growing and thriving. If there are endemic pricing issues with the business, so maybe this is time for you to take a look next week on the podcast. We have profit first coach, profit first professional coach. Sorry, Jennifer McCann may, and she's coming along to talk to you about how that changed her business. She's got her own e-commerce business and why she uses it with customers. We use profit first as a business ourselves. We put in every marketing strategy we do. It's revolutionized so many of our clients lives. You notice it sells. I used it. So tune in for that podcast if you want to know about how you could use that in your business to help make more profit for your business until the profitable. Thanks for tuning in today to MAP marketing with me, Rachel Klaver. Make sure you hit Subscribe and your podcast app so you don't miss an episode. And if you want notes or information about today's podcast, go to www.rachelklaver.com/podcast for more information.