372. Is Your Price Too High? Why People Aren’t Buying Your Offer

Speaker A: Welcome to the Moms Do Business different podcast where we simplify business, honor our capacity, and build peaceful and profitable companies that support our lifestyle. I'm Kay Hillman, a service provider and coach with two young boys. And in each episode we'll talk sales strategy and stewardship for Christian moms who want financial safety and to always have options so you can steward your life and family. Well, these episodes are recorded right from my bed next to sleeping kids. But the conversations here are raw, uh, honest pressure, practical and rooted in faith so you can build a business that actually fits your life. Here we say the quiet part out loud. Welcome to the Vibe. Hey boo. Hey. Happy whatever day you're listening to this on. So I have another question. I feel like I'm gonna do like a little questionnaire so that people can just send questions into the show and then I just answer them. But I got a question the other day in my DMs and I wanted to answer it over here because I felt like, hm, this might be a good conversation. So the question was, hey, I'm getting people in my DMs and even booking calls, but they don't end up buying. Does this mean m my price is too high? Now I actually get this question come up a lot in the DMS or like sometimes I'll send an email out and I'll have people reply this question back to my emails about pricing in particular. And so I wanted to talk about this because I feel like pricing is one of those things that it's the first thing a lot of people go to change. Even I like to this day pricing, like for whatever reason I just, I uh, always default to pricing and then I have to stop myself and be like, girl, don't change the price. But pricing is one of those things that I find a lot of people is the first thing you go in and change. I was actually working with a founder recently and she's a mom of like, I think she has two kids and they're you know, school age kids and she was just like, she also, she's uh, a client of mine, she just has all these sales conversations like she was showing me like, oh, like listen to this one cuz I'll listen to my client sales calls cuz I just, I mean I geek out about that kind of stuff. So I was listening to the call and she sent me like a couple others. I'm listening to them and you know, she's getting on calls every week but none of them were closing. And when we looked at her messaging I realized, like, pricing is not your issue, it's your positioning. And I'm going to define this in a second. But I find a lot of times the first thing we try to jump in and fix is the price. Because in our mind, we think that maybe if we lower the price of our offer, that will make people buy, but that's actually not the case. Like, you can price yourself out of your ideal buyer. And a great example of this is one time someone was looking to work with me, and this was like, when I was a lot newer in my business and they wanted to work with me, and I did the sales calls. It went great. We vibed. It was just. It was such a great experience. Like, I was like. I felt so confident because I was like, dang, this is like a. A big person that wants to come and work with me, and this is for my photography business. I'm like, oh, my goodness, this is going to be great. So I put my, you know, I put the proposal together, I made the contract, all that kind of stuff, sent it to them, and they got back to me, and they were like, you know, hey, we decided to go in different direction. Whatever, whatever. And I. Because, like, I'm always going out. I'm like, you know, why did you guys decide to go in different direction? And they were like, you were priced two times lower than the person that we're hiring. So we thought that maybe you would be newer in your business, right? Or, like, you would be a newer photographer. And to their credit, I was a newer photographer, but the work they asked me to do, I already had a portfolio of that work. So I kind of felt like, dang, not me, pricing myself out of the client. And that's what a lot of people do. A lot of people, like, when I look at their sales call, when I look at the work that you produce for people, the work, like your, uh, your offer, what you're actually doing for people deserves to be priced a lot higher. But you lower the price because you're thinking to yourself, oh, maybe my price is too high. But your price is not too high. It's the way that you were positioned in talking about yourself that is what's causing people to think, oh, well, maybe I shouldn't work with this person because they're looking at your price, they're looking at how you're positioned, and they're like, there's m. Some kind of mismatch, right? So at the time, I was positioned pretty much as someone who was newer in my, um. And my pricing showed that it showed that I was new in my business. If I would have priced it a bit higher, if I would have talked about my business, talked about my photography, the way I know I should have been talking about it, or the way that I could have talked about it, I probably would have landed. Not probably. I know I would have landed that client because I've gone to land other clients that are very similar, and my pricing is now two times higher. And so sometimes we just have to have that experience. We have to have the experience of someone passing us by because our price is too low. And that's why I always tell people, like, hey, uh, before we change our pricing, let's reposition you because you're probably priced properly, but because the way you're priced versus the way you talk about your work doesn't match. People are like, I don't know if I should be working with fam, because, like, this don't seem like I'm gonna get the experience that I want. Even though you might have experience, even though you might have results and reviews to show for it. So in the case of, like, me and that client, I had a portfolio. I never showed it to them. I never created, like, a deck for them to see the work that I've previously done, how, you know, how it could be done. Whatever. Whatever. I just told them what I could. It wasn't that great the way that I told it to them. But, you know, y' all know my vibe, so I'm a good time, right? So, like, that's, like, really reaching and connecting with them. But then when they got the price quote, it's like, that just put the nail in the coffin. It's just like, dang, yeah, she's just as new as we thought she was. Even though I was not, like, yes, I was newer to that type of work, but I had already done previous projects that were similar. So I'm saying this to say a lot of people, like, you get the inquiries, but people don't buy. They get on the sales call, and you're thinking, like, dang, maybe it's my price. I want you to know it is not your price. Like, a lot of times, it's not the price. It's the way that you've positioned yourself. And you could be. You could be doing one of two things. You could be positioning too low or pricing too low so people that can actually afford it are like, I don't trust this, or, you're priced too high, but you're only priced too high for the wrong people. Like, the people that you're positioned to sell to, they might be too new, right? Like, they're not the right client for you. Um, they're not the right person for this particular offer. And that's okay. Right? But I don't want you to change the price first. So I listened to that, and this is what I said to the client or not. Well, this was a client I was talking to that asked me this question, but she asked in my DMs. Um, and then we ended up starting to work together. But, um, you know, so the first thing I was like, hey, before you do anything, let's not change your pricing. Let's first start working together, and let's work on your positioning. So once we fixed this, like, we got together. She, uh, worked with me for. We did two months together inside the support line. And the first month, we really just worked on, like, what is your positioning? We talked about what's the. That she solves who that offer was actually for. And then after that month, it was like, around week five or six. That's when she signed a client. And that was because of better positioning. Like, she positioned herself better, and so now she was attracting people that were a better fit for the offer, and she didn't have to change the price. And so I want you to understand, like, the whole point of me saying, like, my own story and that client story was the fact that sales problems are often messaging problems. If you have not read the State of Moms in business report for 2026 inside report, I kind of exhaustively talk about the fact that, like, sales is a signal. Sales is not the actual problem that most people have. It's just the signal. Because that's the thing that we see, right? We see the fact that we're not making any sales. And so in our minds, it's like, okay, sales is the problem. If sales is the problem, maybe my price is too high, so I'm gonna lower the price, right? Like, so in our mind, we justify lowering our price because of sales, but sales is not actually the issue. You could lower your price to zero, and people still won't buy. And actually, ooh, let me talk about this. One time, I did an experiment. Um, if you've been. If you've been a og, like, Mom's Do Business different. Like, when we were becoming CEO, when we were. She's a creative. I did a lot of random experience experiments. And one time, I did the experiment of taking one of my offers, and I made it $0. Do you know nobody bought it like not it being $0 and people didn't buy it. That goes to show that a lot of times it is not about the pricing. And a, um, uh, I'm not saying you should try this, but perhaps you should try making your offer free to see if anybody buys it. Now, if people grab it, then there could still be a messaging issue at play. Because a lot of times the people that will quote, unquote, grab it for free are the people who have been following you long enough to hear you explain your offer multiple different ways, multiple different times. So they might understand it, but they're in that camp of the price is too high because they are actually not ready. But if regular people, like a random person on the Internet doesn't buy your offer even when it's zero dollars, baby, that just goes to show you it's not about lowering your price that will make people buy it. And like I said, I did this, like I did it for a couple offers actually. Where I, it went from what, what the price was to literally free, and people still did not grab it. And that's what let me know. Ah, uh, okay. So it's not about pricing. It's literally about the messaging and the positioning, how you talk about the offer. And so a lot of times I find that sales problems are often messaging problems. In the last episode, we talked about, you know, getting stuck at that 3 to 5k mark. And a lot of that, A lot of the issue with that is around your positioning. It's how you talk about yourself and talk about your offer. And this happens to so many people like it. It just, you get stuck, right? You're talking about your offer in sales calls or in the DMs or wherever you're talking about it. And for whatever reason, there's just a disconnect, right? There's a disconnect between what you say you can do versus what the person believes you can do and the result the person wants. And so when there's this mismatch in the conversation and translation, there's, there's not like you can't stay on the discovery call long enough to get them to buy. You can't have, you know, you can have three months of DMs and they still won't buy because there is a misalignment in your messaging. You haven't said anything to them that lets them know, oh, not only does she understand my problem, but she also has a very clear solution to get me there. Perfect. Now I'm going to buy. Like that's what people need. People need to see and understand and know that you understand their problem and that you have a solution. Like, you have a process to get them a solution. And so that will lead you to having. You might get a lot of interest, right? Because people might be very interested in the content and the ideas that you have, but they won't commit. They won't commit with their dollars because they're like, I like what you're saying, but like, I just don't see the direct correlation. I don't see how this offer can get me this result. And a great way to think about this. I want you to go to someone that you, in your mind, you're like, oh, I would work with this person. And I want you to go to like a sales page they have and then ask yourself why you haven't bought it yet. And doing that will help you see that a lot of times it's a messaging thing. It's a belief thing. It's a. They, uh, haven't convinced you or. And it's not even about convincing. They haven't shown you that they understand your current unique problem right now and they actually have a plan and a path to get you that end result. And when you look at the price, you're like, I can't justify spending that amount of money to get the result. That right there is a message messaging issue. It's not that the price is too high or the price is too low. There's been plenty of $49 offers that I've passed on because when I read it, I was just like, yeah, M. There's something that's not matching here. Like, the math ain't math in here. And that was 49 bucks. But then I've also dropped $2,500 a month, like, per month for like six or seven months, whatever. It was on a coach. And like, it was a full body. Yes. I was looking at all their stuff. I could see how they understood my problem, how they were going to solve it. We had a conversation about it. They also showed me how they were going to be able to solve my problem, whatever, and it was great and I paid it. Right. And so it just goes to show that a lot of times sales is not a, like a money, uh, sorry, the price of the offer problem. It's not that at all. It literally is, what's the messaging? What is the person saying? How are they positioned? And so in the case of this question, I told her, I was like, girl, it's not your pricing. Like, your pricing is not too high. Your pricing is actually very, like, mid. Like, I don't say mid, because people say that negative. But, like, it's, like, in the middle. Like, it's not. It's not super high, but it's not super low. Like, that's where her pricing was. So I'm like, it's not that. I think. I really think it's your messaging. Um, and I talked to her, and I kind of explained to her what I'm saying here about, like, hey, this is why I believe it's messaging. Sales is only an indicator. I sent her the report so she could read the report for herself to see, like, what other moms had said and thoughts and everything. I'm like, girl, I'm telling you, it's not your. It's not sales. Like, you can make sales if we just fix your messaging. So anyway, um, like, I said, a lot of founders, like, and she's not the first person that had this question. I get this via email all the time, and I'm always trying to answer some version of it, you know, very quickly via email. So now I'll be able to send this podcast episode. But a lot of times your pricing is too high. And another thing, it could be, and I think I mentioned this earlier, but it's like your audience actually can't afford it. And that's okay, too, right? That just means you need to get another audience. You need to shift your audience. And, um, you're only going to be able to do that when you position yourself better, when you speak about your work and you command a certain level of. I don't want to say respect, but just like, a certain level of authority in your work. You will attract an audience that can now afford what. Where your price point is. And then, um. And then the other problem I think a lot of people have is, like, they're looking like, oh, well, what's the best way to sell this offer? Like, how can I talk about this better? Um, but you're looking for, like, a script, and you might not be a sales script girly. I'm a sales script girly in a sense of, like, I like to have a framework for how I talk about, like, my offers or, like, you know, how I get on a sales call or whatever. But I do have quite a few people who are like, you know, what do I say on the call? Or, like, how can I say this? And it's like, you don't need a better sales grip. You actually just need to know how to speak about the work. That you do differently. Like, it just needs to be a different level of authority that you speak about your offer, and it has to be a lot more clear than what it already is to command the price that you're trying to command. So what I see oftentimes and what I find is the issue here, that's not your pricing, is that your positioning is very unclear. And I talked about this in the last episode. So, like, go back and listen to that one. Because, like, that is the. That is the gag, okay? The gag is if your positioning was tight, if your position was clear, if it was unique, people would buy, right? People buy from me, literally, because of the bare minimum concept. Like, if nothing else converts, people understand my position of the bare minimum concept and the fact that I want you to do the least amount of work because I know you're a mom, I know you're busy, and I know you want to build a sustainable business because you got 5,000 other things you need to do in addition to the fact that you just want to literally enjoy your life. And so because of that, my position is very clear. It's very unique. I don't play about the bare minimum concept. I don't play about teaching it. I don't play about teaching the 8020 rule. Like, it's very clear. It's very. This is what I do. This is my lane, right? And I'm teaching you how to build a sustainable business. The foundation of it, the structure, all the things, right? Leadership team, whatever, right? Like, that's my thing. But I'm going to teach you how to do it in the most bare minimum way. So that's what a lot of people need. Like, a lot of people. I find that that's missing. And it's not that it's missing, it's that you don't talk about it enough. Right? Like, I talked to so many mom founders, and, like, literally your positioning to me is so clear. Like, I see it, but because you are so used to it, or like, this is just what you do. You don't talk about it. You assume everybody else understands or they know they don't. Like, the girls do not know what you're doing or what you're talking about because you're just bouncing and talking about a bunch of different things. Or you're talking about things that, like. Like, it's not actually relevant to their problem. Like, why are we talking about content when you. When, like, what you help them do is love their life more like. Or create an organization system? Like, why are we talking about content, then like, what are you talking about this thing over here for? And it's a lot of times because you're trying to like get in front of more people or whatever, but it's like, that doesn't help your actual business and it doesn't help what you actually do. And those people are not going to buy. So that unclear positioning, that's like a one like major big thing to fix. The other couple, um, of things is your offer promise or. Sorry, your offer promises very vague outcomes. So, um, and I talked about this in the last episode, right? But like, you might have an offer, but like, because you talk about so many different things in your content, because your messaging is so unclear and all over the place, your offer has to kind of do a lot of things at one time. And so the issue a lot of times is that your offer is very like, the promise is very vague, it's very fluffy, it's very theory, but it's not anything tangible that they can be like, okay, at the end of this, I know I'm gonna get this result. And then lastly, your messaging doesn't match your buyer stage. Now this one, I could talk about this for days, honestly, but I don't have time right now to like do a five day long freaking podcast episode. But a lot of times people will create messaging or you'll create content, and you're not paying attention to the stage. Like getting people through the different stages of the buyer journey. Right? So there's four stages. Awareness, engagement, um, engagement, and then there's consideration. And then there's the decision, right, Them buying. So those are like the four main stages. You can usually kind of put like awareness and engagement together. And then consideration, which is them thinking about your offer, you having conversations with them, lead generation, all that. And then lastly is them actually making the decision to buy. So you can, you can kind of break it into more so three categories. But a lot of times people spend a lot of time creating awareness, content or like, content to get people to engage and like and comment. And then you try to sell and it's like, girl, they're not gonna buy because these people don't even know you. They don't even understand your concepts. They're still trying to get used to you or get to know you or whatever. So you're trying to sell somewhere that the people there don't actually want to buy anything. They just want you to m. They want to see that you know what their problem is? Like, they're now becoming aware that like, like, okay, you know what my problem is? Maybe you have a solution, but I'm not like, looking to buy the solution right now. And so a lot of times people will put out messaging and you're like, well, I'm gonna launch, so I just need to put out launch content. It's like, girl, you gotta care about the people that are consuming the content and be mindful of like, hey, if you just launch out into the ether, some people are not going to buy just off the strength of the fact they don't know you like that. Like, they don't trust you. There's no rapport built or anything. So we have to be mindful when it comes to the messaging piece of things. Like, does your messaging match the buyer stage that your community might be in or your buyers might be in? And just creating spaces where they are ready, I. E. Email, right? Like, email people are always ready to be sold to because we all know that's the point. Like, nobody's on someone's email list expecting to not get sold to. That would just be insane, right? And they're living in a bubble. And guess what? They can stay in that bubble because they're not. They're probably not going to be a buyer anyway. So we won't worry about those people. But I would say 80 to 90% of people they know getting on the email list means that they're going to be sold to. So that's a safe space to be like, okay, I'm going to hardcore sell my offer here and I can create messaging that's around selling. But then, like, and it's not to say you can't put like, sales content on your Instagram feed. You definitely can. But it is to say, like, being mindful of how do you frame it? Like, how do you talk about it, how do you, you know, are you just going to put up a sales post? Obviously not. Like, it's not going to say the doors are open to my offer. No, because, like, nobody's m. Well, um, I'm not going to say nobody. Okay? Because sometimes people will buy from that, especially if you built up, like, the awareness around it. But for most people, they're not going to buy just because you posted something that said, oh, I have 10 spots open for social media management. Like, I wish, like, people used to buy like that, but now they don't. So we have to be mindful of, like, does your messaging, does your content, does your sales and your selling activities match your buyer stage? And that is a messaging issue. It's not about selling or like, it's not about sales itself. It's about how you communicate about your offer, how you communicate about what you do, how you do it, and how you can help people with their problem. So what I would fix first, because I like to, like, kind of give you some things to fix and work on, and I'm gonna give you an action step. So what I would fix first is I will focus on sharper positioning, right? Making sure that your position is very strong and that it's something that at the end of the day, you're known for this. Like, I, uh, Like I have people all the time that somebody else will post something about bare minimum, and they will send it to me and be like, girl, look at them writing this thing. And I'm just like, okay, I can't, like, own the word bare minimum. Like, it's. It's a. It's a concept that was way before me and not in the sense of business, but just in general. Like, we all know bare minimum, and we also know that, and I've talked about this before, bare minimum has a negative connotation. And that's why I chose that as, like, the position that I was going to take, because I knew that basically anybody that used it, they would have to have been biting off of me low key, right? Now, I'm not going to say, you know, on purpose, but like, low key, you're biting off me. Because I know most people would not use the term bare minimum. Actually, I have a lot of people, even my clients, which I don't mind, but even my clients will, like, say things about bare minimum. And I know they're not biting at me. But like, bare minimum is a negative term. So that's for one, right? So sharpen your positioning, right? Be the person that, like, zigs when everyone zags, or zags when everybody zigs, whatever it is. But it's like pick. Pick something. Like, pick a concept that you're like, I know a lot of people probably are not gonna jive with this, but, like, this is what I believe in and actually believe in it. Like, I high key, you know, I high key, believe in bare minimum, right? And so that's what you need to do first, sharpen your positioning. Number two. Clear. Clear transformation, okay? Have a very clear transformation and be able to show that. Like, I want you to be able to show clearly the transformation and not just the theory. Like, that's what I want you to understand, like, a lot of people and a lot of reasons why sales get stalled or why you feel like, oh man, like I'm getting all these calls and no one's buying. It's because you're talking about the theory, right? So for me, bare minimum in, in and of itself is a concept, it's a theory. It's not the how, it's not the transformation, right? Like, it's just, it's just the umbrella that we talk about the transformation from. But the transformation is so much deeper and so much like, more tangible than just saying a bare minimum business. Like, building a bare minimum business. Like, what even is that? Okay, like that, that's the question that someone that doesn't know me would ask. Like, okay, so what does that even mean, right? That goes back to messaging not matching the buyer's age, right? If I only talked about bare minimum this, bare minimum that, you know, and that's all I said, someone that doesn't know me, and that's not in the buyer stage of like considering to work with me or whatever. They'd be like, okay, so what? Which is why I create other content that is more tangible, more specific. I talk about specifically messaging. I talk about specifically sales positioning, team leadership, right? I talk about very specific, tangible things so that then people can bridge the gap between, ah, uh, that's what the bare minimum concept is. I talk about intentionally, hey, here's how to build a sustainable business using the 8020 rule, right? What's the 8020 rule, which is 80% of the work you do? Or sorry, um, 80% of your results come from 20% of the work you do. So bare minimum is all about figuring out, what's that 20%, what's the least that we can do? Okay, um, even communicating the fact of like, hey, all K wants you to do is figure out what's the least you can do to make the most impact, but also to make the most money. Okay, what's the least you can do? Uh, to serve a client so they can, they can get a result, right? Like that's what I'm looking for. That is a clear transformation. It's not just saying, oh, I help you build a bare minimum business. So a lot of people, that's where you stop. You stop at, I help you build a bare minimum business. But like, what does that mean? Okay, what does that do for me? How will I know that I have a bare minimum business? Okay, here's how you know. You know, because you are working less, right? You're working 10 hour, 10 hour weeks. And it's so unapologetic, right? Like you don't Even feel bad about it. Um, you have a very clean and clear sales system. You know exactly how you generate leads needs. You know what your messaging is. You know what your unique positioning is, right? Like, these are the things that it's like, okay, that's the clear transformation. Like, at the end, you can know that you got it because you have this to show for it. You're making a certain dollar amount or whatever dollar amount you wanted to make, right? So those are the things. So I want you to fix that. A clear transformation. Take your big picture ideal and turn it into something tangible, something that someone can literally check off and say, yes, I got this. Yes, I got that. Yes, I got this, this right, or no, I didn't get that, so I need help with this. Okay. They should be able to clearly tell you, hey, I got these results that you promised, but I didn't get this one. Can you help me figure out where the gap is or where I'm messing up? Boom. Okay, clear transformation. And lastly, aligning your offer with your audience readiness. And this is just a matter of how are we talking to people again? Like I said before, if I just only said bare minimum all over the place and didn't give any explanation, my offer when I go to sell, it wouldn't make any sense because my audience, my community, would not be ready. They'd be like, okay, I don't even know what bare minimum is. Like, you're just talking about this. Like, I'm supposed to know that's jargon, right? Like, they're gonna be like, okay, girl, this was cool. Like, this is cute. I love you're talking about bare minimum and, you know, doing the least. But, like, what does that mean? Okay, so until you align your offer with your audience readiness, um, until you make sure that you're selling your offer and talking about your offer in spaces where the girls get it, you're always going to run into a problem when it comes to selling your offer or, like, getting on sales calls. And this is one of the reasons why, like, when I do sales calls, I like to make sure. And this is just in qualifying people, but, um, I like to make sure. Like, do you understand the work that I do? Do you understand the concepts? I love when. When the girlies come to me and they say bare minimum because I'm like, okay, girl, you done picked up what I'm putting down. Like, you understand what I'm here to help you? Do you understand exactly what I mean by sustainability, building a business as a mom, you know, understanding your, like, Having a funnel, like, you understand all these basic things. So now I can really get in there and help you. If they don't come to me with that, it's okay. Like, it's okay. Like, I'm not like, oh, you can't work with me. But it is a matter of, like, I make sure that I educate them properly so that they are in the right position to actually get on a sales call and have a conversation about working with me. What I see happen a lot. And this goes back to, to the sales conversations that, uh, my client was sending me. She would get on the calls, and she went through so much time educating the person on the work she does. You shouldn't be doing that on a sales call. Like, on a sales call, you shouldn't be teaching someone about your concepts, right? So, like, on a sales call, I don't teach people what the bare minimum business strategy is. You already know if you've been consuming my content or you already know if I have been properly having conversations with you prior to that point, or if you've been consuming my content. If my content is not clearly explaining and talking through what the bare minimum sales strategy is or what a bare minimum business is, or if my lead magnets, you know, like, I have a lead magnet, right? So if that's not explaining to you, like, okay, here's what a bare minimum business looks like. If that's not doing that, then Kay needed to get it together, right? I need to tighten up. And that is the thing that I want you to understand. Like, a lot of people need to focus on aligning your offer with audience readiness and making sure that before they get to that point, right, before they get to a sales page, before they get to a sales call or in the DMs, um, that you make sure you're preparing them for a conversation that can actually lead to sales and not just you having to explain everything you do to them, like, right here, right now. Because that's a lot of pressure. It's a lot of pressure to get on a sales call and have to explain your entire business philosophy or your entire offer philosophy. Philosophy. Like, it's so much easier when they already know. So we want to make sure we're doing that. So the action stuff that I want you to try today, okay, I want you to take one of your offers, any offer, it doesn't matter which one it is. But I want you to describe it in one clear sentence. You could almost think about it as like a I help statement. Um, I call it a Program promise. A lot of people call it a program promise. But I want you to, like, try to say in one clear sentence, like, describe your offer and the problem. One sentence. If the sentence feels vague or if you feel like, dang, I don't know how I would say my offer. One sentence. That's the reason your offer is not converting. It's not converting because when you get on a call with someone, you have to explain for 20, 30, you know, seconds or even a minute, you're having to explain all that to them like you're offered to them, and that's too much. What I want you to ask is, like, when you say the sentence, I want you to ask yourself, would a stranger understand this? Is the problem specifically? And is there a real result? Okay, can they check something off? Can this be clear to them? So, like, the support line, uh, I'm gonna use a support line as an example, but it might be a little bit tricky to kind of see it in the support line. But the support line, ideally, like, if I had to do this in a one sentence, I would say the support line supports MOM founders by solving your sales, messaging and strategy problems in real time so you can sign clients without overworking your business. Or maybe I would say something like, um, the support line helps MOM finders diagnose what problems or what's actually blocking your sales. So you can sign clients. Right. And run a simple business. That right there, essentially, what I'm trying to say, if I had to distill it down to one thing, is like, okay, I'm going to work with you in real time to figure out why you're not making sales. Right? That's the easiest way I can describe it. And the evidence or like, the way that the result will be clear is that you will sign a client. Like, ideally, when someone stops working with me, it's usually after you sign a client, you usually have, like, a system where you have a strategy in place because you started work with me. Now, this is me explaining, right? But you were already clear before I said that you were already clear. Like, okay, she's going to figure out what the problem is. Why am I making sales? And then we're going to fix that. Um, now, we don't always do that though, right? There are some people that come to me in the support line, and they're just like, girl, I just feel tired, or I just feel burnt out or I feel run down. I need to work through this with someone else, or I'm trying to launch and I want someone to Help me, like with my launch strategy. So there's a lot of other things we can do in the support line, but like, if we had to distill it to one thing, I would say, okay, I'm solving your sales, messaging and strategy problems in real time so that you can sign clients. So if you're not, if you don't have clients, or if you are struggling to get more clients or the type of clients you want, you would come into the support line. So I want you to think to yourself, like, in what I said, a stranger will understand that, right? Like, I'm not using bare minimum because a stranger would not understand that right there. Um, the problem is specific, right? Because I'm solving your problems on why you're not making sales. Um, is the result clear? Yes, it's clear. Because at the end of the day, whether you come to me to solve a sales problem or a messaging problem or a strategy problem, you would know if that was solved, right? Like, at the end you would be like, okay, yeah, that problem was actually solved. So that's what happens in the support line. I want you to do the same thing with your offer. Like, I want you to say in a sentence, you can say one more sentence, like clarify, but like after two sentences, I want you to stop and just ask, does a stranger understand this? Is the problem specific? Is the result clear? Can they check it off? Can they say to themselves, okay, I came for this. This is what you promised me. Yes, it happened. If, if you, if you can't say that on that sentence, then we need to revisit this, right? This is a messaging problem. We need to fix the messaging around this. So, um, I've literally done this with all my offers for the partnership. I, um, have like an advisory partnership offer. And so in that one, I usually say something to the fact of like, I work with founders making 150k and I help them diagnose and fix the structural leadership, sorry, the structural leadership and any other issues in their business so they can scale profitably to 200k. That's a little bit high level. But for the clients that are at that point, they know like, okay, she's going to help me with the structure of my business leadership and operations, right? So it's very clear of like, okay, if I'm making 150k and I want to scale to like 200k plus and I want to do it with a very lean team or operations, then this is where, where I need to be. That's a little high level and technical. But at the end of the day, those clients that go through that, they can check off and say, okay, we fixed and we diagnosed the structural issues. Check. We fixed and diagnosed the leadership issues. Check. We. We looked at the team and operations issues, and we fixed that. Check. And now they're able to say, all right, we did that. Did I make 200k? Yes. No. So that needs to be fixed, right? Or that needs to be worked on next. So it's a very clear, like, checklist of what they're getting. The result is clear, clear, a stranger. If they read it, if I talk to them about it, they could understand it in one sentence. The problem is very specific. You're stuck at 150. Or you are. You could, like, people in there are over 150k. So, like, that's not even the benchmark, but it's like, if you're at that level and you're like, okay, I want to make 25% more or I want to make 100% more. Were we able to do that? So it's very. So I want you to look at your offer. Say it in a sentence. Say it in two sentences, right? I'll give you two sentences. I'll give you two to say it in two sentences and ask those three questions. If you have to do more explaining, if you have to think through more things, or if you have to, like, you know, oh, well, I got to talk about this part and this part, you know, Then in that case, baby, we need to tighten up this messaging because that. That's the problem. It's not the price. The price of the offer. I promise you they'll pay more like they like. And that's the thing. When you are more clear, people will pay more. I have seen that evident in my own business, but also my clients. Business businesses. My client that I told you guys about in the last episode, her offer, we priced her up to 850. Prior to that, I think she was like a thousand dollars for three months. So when I tell you people will pay when you amp up and bump up your messaging and you're, like, way more clear about it, I promise you, they will pay more. Because now they're like, dang, sis know what she talking about? She understand where I'm coming from, what my problem is. Yes, I want to work with you. That is the difference. Okay, so it is. It's. I promise you. Sales resistance usually is not about the pricing. It's about clarity and trust. They will trust you more. When you are clear, people will trust you more. Buyers will trust you more when you're in DMS or sales conversations. The person will trust you more when you are clear. So if you want help building out like a simple system for consistently signing clients, I have a free guide called your next 10 clients framework. It's literally a framework that I teach pretty much all my clients on how to sign their next 10 clients or their next client. We use it to usually like, get you to your next one client and then from there you can basically create the system for yourself to sign additional clients from there. But this framework, it literally walks you through a very bare minimum approach to sign your next 10 clients. And so you can do it on your own. Just download the guide. It's very simple. I think it's like 15 pages. But it's like, like, yeah, it's very easy. Like, you can do it without a big audience. You don't need huge marketing systems or like, you know, I don't even. I think there's only like one section in there where I talk about content creation. Because, like, content creation is not the main piece of this actually. So I promise you, like, you can do this very simply. Uh, you know, I'm very bare minimum. So like, that's what this whole thing is about. It's about like, what's the most sustainable, simplest way we can do this. But here's how you can like sign your next 10 clients. So grab that in the show notes. And yeah, like I said, sales resistance is not about price. Like, I know this question was asking about, like, do you lower your price? And I explained to her basically what I said here, but like a very short version. But it's like, it's not about praise. Like, people just need to be. People just need to know that you are clear for them to be able to buy into it. That clarity is going to make them trust you. And they, and at that point they will buy. They will buy at whatever price you set it to. And I'm not, I'm not going to say that like there's a. You, you can't price too high. Because I do think that at some point, depending on like the community you're trying to serve and the people you want to serve, you can price yourself out of being able to serve them. But I will say that you can also reposition yourself and work with a different group of people that can pay your prices. So I don't think that you can ever reach like a cap in terms of how high you can price your offer. But it is all about, like, are you able to articulate and does your messaging align with the price of the offer? And a lot of times I will say it's really not about lowering the price, but it's about raising your authority and the expectation around working with you. And once you do that, you will see that people will pay the price that you put on the paper and then you'll be able to raise the price if you need to. Or, and I will say this, there are times that you can absolutely lower the price. And it's not about like, oh, um, I'm lowering my price because I'm afraid of not making sales. I think that's the key. Oh, you know, that's what I want to say. Last thing I want to leave you with is that it's okay to lower your price as long as it's not about whether or not people will buy. I just don't want you to lower your prices because you think people won't buy. That is not where we lower our prices. We lower our prices because we want to lower the price because of a values thing. Like. Right. Like, it might be aligned with your values to lower your price, or it might be aligned with something else as to why you're lowering the price. But I don't want that to be your first thought to lower your price just because people are getting on calls and not buying. Now, there are times where that is something to be explored, but often we can just change your positioning, we can change your messaging, and that will be what you need to actually be able to get people to buy at the level that you want them to buy at. So we can lower the price. Like, I mean, I want to say that you can always lower the price. Lowering the price is. It's always an option, but it shouldn't be the first option just because you didn't make any sales. It should be something that you explore after you've had time to think about it. You think about your overall business model. You think about, okay, long term, can I do this offer at a lower price point? Does that actually make sense for my capacity for the season of life? I'm in for the season of motherhood. I'm in for my childcare. Like, do you have the capacity to actually run something or have an offer that's lower priced? And if so, then we can say, yes, go ahead and lower the price. Otherwise, baby girl, we got some other things that we can do. And. Oh, sorry. And messaging is going to be the thing. So let me pray us out and then we will move it right along. So, Lord, I just want to thank you so much for, um, for wisdom. God, I just thank you for giving us the wisdom and giving us what we need in order to make sound business decisions. God, I pray for integrity in our selling, I pray for wisdom in our messaging and I pray for confidence in being able to speak about the work that you have called us to do. Lord, I pray that in everything that whoever is listening to and everything they touch and everything they do, it is inspired by and led by you. And God, I just pray for, um, any situations of tension or, um, any spirit of fear that anyone might be experiencing in this season. God, I just pray that you minister to them, that you guide them and walk alongside them as they are navigating whatever they're going through so that they can be bold and have bold faith and just show up in the way that you have called them to show up. God, help us to just continue to be good stewards of what you have called us to help us to be better mothers, partners, um, and every, just every title that you have for us. God, just help us to be better and steward everything that you've given us. Well, in Jesus name I pray. Amen. Ah. And on that note, I will talk to you later. Darling. Thank you so much for tuning in to this episode. I know you loved it, so go ahead and leave a five star review. Make sure to share this episode and tag me at Moms Do Business different and at Mrs. M K Hillman. So a young thug knows it's real. May you walk in your purpose and calling every single day to steward the life and business that God has called you to. Until next time, let's get this money.