Business strategist Jessica Yarbrough is challenging B2B coaches and consultants to break free from the pricing limitations that keep them trapped in what she calls the “sea of sameness.” Speaking on the Dear Business Coach podcast, Yarbrough revealed that many established professionals have been leaving significant money on the table—often for years.“I’ve had people come to me who’ve been at the same revenue for three or ten years before they come and say, ‘Okay, I’m done.’”She explained that this stagnation leads to resentment when professionals know they’re undercharging. The solution lies in embracing what Yarbrough calls “ultra high-end” services—packages ranging from $50,000 to $400,000 and beyond—which demand a fundamental shift in mindset and strategy.“No one is going to volunteer to pay you more money,” she emphasized, describing how one client produced “a million dollars in profit, not revenue” for their consulting client while charging “next to nothing.”The key to commanding premium rates isn’t just raising prices—it’s delivering a truly transformational, outcome-based service with flawless execution:“It has to be transformational. It has to be outcome-based and you absolutely need to have your eyes dotted and your tees crossed when it comes to delivery.”For coaches and consultants ready to make this leap, Yarbrough recommends a selective, high-integrity approach:“I reject on average 50% of all applications that come through,” she said, because “it’s very important to me that I do business with people that I like and that I feel I can help.”Yarbrough invites professionals to connect with her on LinkedIn where she shares daily content, or visit Jessica.com/influence to download her free "Ladder of Influence" resource.
"Send me a message on LinkedIn. Let me know you heard me on the show and I'll accept your invite," she offers, though she cautions that her selective process means "it's got to be a match" for both parties to move forward.Big News! We are partnered! Get your deals in the link in your subscriber email;)
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