May 20, 2025 • 19 mins
If you’ve ever stumbled when someone asks, “How much is it?”—this episode is for you.
In Episode 73 of Leading Her Way, Nikisha dives deep into how to sell high-ticket offers with confidence and how pricing isn't just about the number—it’s about belief.
Whether you’re a creative entrepreneur, service-based business owner, or wedding pro stuck in undercharging cycles, this episode will walk you through how to:
- Build clarity in your offer so you’re not sweating when it’s time to sell
- Confidently say your price (yes—even $10K) without overexplaining
- Transform your sales calls into empowered conversations—not panic spirals
You’ll learn why the real block to higher revenue isn't the market—it’s the self-doubt wrapped in your delivery. Nikisha shares her personal story of going from low-ticket bookings to five-figure offers that sell with ease, and how you can do it too.
Tune in now and get the confidence tools you need to grow your revenue, raise your prices, and finally become the ICONIC Woman CEO your business deserves.
Want more juicy tips like this to grow your income with less stress?
Follow @nkbizguru on IG for real talk, confidence-boosting sales strategies, and behind-the-scenes shifts that helped Nikisha go from $1K bookings to consistent $15K sales.
Ready to book with confidence?
Get access to Nikisha’s 5-Star SCALE™ System and other free tools that will help you stop second-guessing your prices and start selling like the CEO you are.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to Leading Her Way with your host and
business guru, nakesha King.
This podcast is the ultimatedestination for women, creative
entrepreneurs, who want to breakfree from burnout.
If you are overwhelmed byclient demands and feel like
you're doing this all alone, you, my friend, are in the right
(00:22):
place.
Now let's dive in for steps totake back your time and simplify
your workflow.
All right, nikesha, take itaway.
Nikisha King (00:34):
Hello, gorgeous, welcome back to Leading Her Way
podcast.
I am so excited to have youwith me.
And last time we spoke, wespoke about the value of self.
We spoke about low prices, highvolume.
Now I want to tell you a littlebit more about that story, and
not even tell you more.
I want to speak about theconfidence of booking.
(00:57):
I remember and yes, I'm jumpingright in I remember when I would
have these prices set for thislow offer, and when someone
would get on the call with methey would want more.
Right, this is a sign that Iwasn't serving my market,
because if I was serving them,they wouldn't want more.
And I'm selling at a low price,I'm selling a lower offer than
(01:19):
what they want.
When you know your market,trust me, they come to you and
everything they ask you'reprepared for.
But when I was doing my salesand when my younger years of
entrepreneurship, I was sellingbased on what I, nikesha,
thought that they wanted, andthey would come to me wanting
more, right?
(01:39):
So I would sell, maybe, weddinginvitations, and they'll be
like well, we want to save thedate and the day up, we want it
all.
Is that something we can do?
Withitations, and they'll belike, well, we want to save the
date and the day up we want itall.
Is that something we can dowith you?
And I'm like, yeah, but Iusually price them separately,
not as a group.
So have you ever had a momentwhere someone came to you
wanting more and you were likedumbfounded on the call and you
(02:01):
were just like, well, I couldget back to you with a proposal.
And we all do that.
I laugh, cause I laugh atmyself thinking about my moments
.
And we all do it because we arenot assuming that they want us,
we're not assuming that we'regood enough for them or we have
everything that they need.
(02:22):
So what we do is we create thebare minimum, because what
happens is when you're charginglow, you're doing that, and when
you're charging low, you'retrying to keep the offer low.
So you're going to put a littlebit in and not the full amount
of that you can give.
It's just part of the mechanismof charging low.
It's not intentional.
You're not doing it on purpose,I promise you.
(02:43):
But charging low requires lowoutput, so you're doing that.
But the person who came to you,they see something, they like
something about you and whenthey come, they're ready for you
to tell them exactly how you'regoing to work with them.
And you give them a littletaste and they're like well, I
want more than that.
What do you have?
(03:04):
Hello, do you not have more?
I need this, this and this.
And now, on the call, they tellyou they need this and this.
And now your heart gets alittle bit speed up because
you're getting nervous Becausenow you got to go produce
something for them and you don'tknow if you can do the job.
You don't know if you can dothe job.
(03:24):
You don't know if you can meettheir demand.
You're worried because youmight get it wrong.
Have you ever had those moments?
I did, I so did, and that's apart of your capacity.
That's a part of yourcapability.
The reason we price low isbecause we are playing it safe.
(03:49):
We want to make sure that whatwe're offering can be done by us
.
And then there's some peoplewho will take everything on and
they'll figure it out as they go.
So there's always two extremesin this conversation.
There's a person who's doing itthe basic, and when somebody
asks for more, they're a littlebit nervous because they're like
(04:09):
I don't know how I can do this,but don't get me wrong, I know
you're figure it out.
I understand you're figure itout, I did too.
And then there's someone who'slike, yeah, yeah, we can do all
of it.
And then they'll figure it out,no matter what.
Like Marie Folio says, it's allfigureoutable.
We all do it.
But I don't think we do it onpurpose.
(04:30):
We do it through nervousness,we do it through fear, we do it
through the scared being offeeling someone.
How dare I feel someone and askthem for money, get it.
So we're always going to showup.
But the question is why do youconstantly do it to yourself?
Why do you constantly choose toassume that they don't want you
and want everything you have tooffer?
(04:51):
So you have to start learninghow to be confident in your
offer creation and confident inyour selling, and that's what
we're speaking about today.
So when someone asks you howmuch, do you find that you also
get wet palms.
Heartbeat speeds up,butterflies in your stomach
(05:14):
Because now you think yournumber's too high.
Sometimes that's a part ofconfidence booking.
When we lack confidence in ouroffer.
We have a high number, but wedon't know if the product's good
and not that it's not good, butyou're like are they going to
want it With all the features Istuffed in it?
Will they desire what I have togive?
And when they ask you how much,you're like a deer in
(05:37):
headlights You're like, okay,I'm going to tell you, but I'm
going to tell you and I'm goingto keep talking and talking.
So it is this much and, oh myGod, it includes this, this and
this, and we do this and we dothat, and we do this and this,
that, this, this, this, that,and you keep going and going and
going, like the energizer bunny.
You remember that If you are inmy generation, you do so.
(06:00):
I want you to know that.
How much is not the problem.
The confidence in what youoffer is part of the problem.
When you can't discover howmuch you should charge for your
offer, what's the good pricing?
What's this, what's that?
No pricing is ever perfect, mylove.
None.
(06:21):
Ever Pricing will never beperfect, because there is no
price for the service you offer.
That's set.
Yes, there is a market.
Yes, there's different people,different tiers.
We have our low tiers, ourmedium tiers and our high tiers.
There's market for everyone, orthere's a person, an
entrepreneur, for every marketperson looking for something.
(06:42):
So your price is not wrong orright, it's what you believe
about your offer.
I usually would go to my coachand I go I don't know how much
to price this.
I'm worried about it.
I think I did go to my coachand I said this Sometimes I
don't even know where I'm at inrecordings to go find it and I
remember she said well, nikisha,do you buy into your offer, do
(07:06):
you believe your offer?
And I was like, yeah, I do, butI don't think I did fully and I
was questioning it.
And do you not know if, after aday, speaking to her, I
believed in my offer and I soldit?
I sell 10K offers.
So I sold it and I was like, oh, and then I sold it again and I
was like, oh, because that onejust came and took it and I was
like I got it.
Now let me be honest with you.
(07:27):
What I offer is worth more.
But in starting my 10K travel,my 10K journey and I love what I
do like value oh my God, do youknow how much value I give to
my clients?
After being an entrepreneur for16 years, I've learned so much.
So someone who's coming to mein the four or five, even 10, 16
(07:48):
, it doesn't matter how manyyears you're in it.
There is a wealth of knowledgeI have that I am all around good
.
I'm all around messaging.
I'm all good around branding.
I'm all good around, and I trynot to do it because I don't
like it.
I'm good around designing.
I can design any website.
I can design anything you giveme.
Once again, don't do it,because if I did, I would have
(08:09):
the design house running and Ican see things.
I know a lot about all of itSales, my jam.
You know what I mean.
So my clients they get so muchvalue in working with me.
You have to understand they don.
They have now taken everythingI taught them and now they've
(08:33):
applied it and they will have ittill death.
Do them part.
You know what I mean.
There's no way they can unlearnwhat I've given to them and now
they become teachers themselves.
So everything I do in mybusiness, I teach someone and
they have a tool to help someoneelse.
(08:53):
This is the impact that I fallin love with as an entrepreneur.
Confidence in booking is thatbeing confident in your offer,
being confident in your offerthat what you're doing is
serving your client.
It doesn't have to be impactfulin ways that it serve other
people, and they will, becauseif your client's happy with you,
(09:15):
they're referring more peopleso they can have the experience
that person can have theexperience they did.
So you are impacting.
I want you to know that.
But we just do it differentlyas human beings because we're
different in our skills.
But I want you to becomecomfortable.
When someone says how much, Idon't want you no more to walk
around feeling like I have tosay a load of things after I
(09:38):
tell them the price.
So what I'm gonna teach you inthis podcast.
We're gonna turn it around.
I'm gonna teach you a littlebit of techniques that I learned
.
When someone asks how much,first and foremost, you wanna be
confident in your pricing.
That comes from the clarity ofyour process.
How much did you get them readyfor your numbers?
Yes, we have it on our website,but that doesn't really tell
(09:59):
them a lot because you tell themwhat's included.
It's such a small little bit.
They got on a cold with youanyway, so the price couldn't be
that scary.
Or you didn't put the price onthe website and on your form you
have this area that says what'syour budget, what's your
pricing.
There's a range and they choosea range that you work in.
So you're like, okay, they havesome idea of my numbers, but on
(10:27):
the call, the question is areyou asking them the right
questions?
Are you asking them thequestions that's going to help
you understand the pain or theproblem they have that your
offer is going to help with.
You're going to solve that forthem Now.
For you, if you don't have a lotof awareness or clarity around
this, it's going to feel veryuncomfortable.
(10:48):
It's going to feel like, okay,I'm listening, I'm not sure what
their problem is.
I don't know if I should askanother question.
All right, I'm just going tokeep going because we only have
30 minutes.
All right, you put the timer,you set the timer.
If you set it for 30 minutesand you feel like you don't have
enough time, that's on.
You Change that 45 or 60.
Hello, it is your business,this is not anyone else's
(11:11):
business.
So change, have the time.
If something's not clear, askmore questions.
I love asking questions becausepeople will always be willing
to tell me what their problem isand they don't feel
uncomfortable because they wantyou to know so you can be the
best solution pill for themright now, after you ask your
questions.
(11:31):
You then ask them do you haveany questions for me?
That's the first thing I dowhen we're done or with me,
finish asking questions andnormally they may ask me
questions about my process, butthey never will ask the price
and I go and I will explain theprocess, tell them what to
expect when we first start.
This is what it looks like.
Then I go, do you have any morequestions?
(11:53):
And they may go.
No, they may not ask me how,like.
Then I go do you have any morequestions?
And they may go.
No, they may not ask me howmuch and I go.
Great, what I'm going to do isI'm going to send the agreement
for you and in setting thatagreement for you, it'll have
everything in it your scope ofwork, the investment, and they
might go.
Wait, but what is theinvestment?
I do this purposely because Iwant them to ask.
When people ask, they're buyinginto the offer.
(12:15):
They're curious.
Let them ask the question ofhow much.
Okay, don't feel like you haveto just give that information up
.
Let them do some work with you.
It's a partnership and this ishow partnerships go.
Now, when they ask me how muchI go.
Okay, let me clarify one thingwith you In listening to what I
(12:35):
heard, these were your concerns.
In these concerns, my best offeris offer A.
Notice I don't call my offerspackages.
Packages sounds like a pack ofgum.
I don't sell a pack of gum.
I don't sell any commodity, anyproducts.
My offer is very custom andtailored to the person.
So they can't go in the storeand get a package, but they can
(12:56):
get an offer to work with me andhave a transformation.
So I use the word offer, soI'll offer you offer A, and
offer A includes this that takescare of that problem, this that
take care of this problem andthis that take care of this
problem.
Does this sound like?
I understand what your work,what you desire and what you
want to get, and they'll be like, yeah and I go.
(13:16):
If you get off the call todayand you are a no, will your
problems get solved?
And they might go no and I gookay, out of one, out of five
how valuable is it to solvethese problems?
And they might go.
It's a five.
This is really killing me.
This is something I don't want.
This is what I want in mywedding.
(13:40):
This is what I want, this iswhat I need and I go great.
So, working with me, it's goingto be $10,000 for the service,
and then I stop or I'm like well, for working with me and
getting this offer that meetsthese things that you need that
you feel like are a five is$10,000.
And, yeah, they're going tothrow up in their mind a little
bit.
You know, might come up, itmight not come up, trust me.
I've said $10,000 clearly andthe person did not blink when
(14:02):
they said, oh, that's the numberI had in mind too.
It has happened.
I love those moments.
They're really good, and whatI'm going to tell you is I want
them to have a little up momentbecause the value is there.
They're going to have thetransformation, and the
transformation is not shortlived.
It lives with them foreverbecause they cannot unlearn what
they're going to get Inproviding a service to a wedding
(14:25):
event or an event, they'regoing to get a transformation
that day they've neverexperienced.
That's why they don't know that$10,000 is worth it.
But that's your job to preparethem before they even get on
that call.
And how do you do that?
Keep listening to Leading HerWay podcast and you'll find out.
So when that person has thatmoment, you just let them have
their moment.
Let them say something.
(14:46):
Next, you don't need to fillthe space up and they may go.
You know what?
That just feels like a lot.
I'm like okay, tell me what alot means to you.
When you feel like the number isa lot, then I'm going to assume
that this is not a problem foryou.
You don't need this problemfixed.
Is that correct?
And they're going to be like no, like this is really an issue.
(15:06):
I don't want this to happen.
I want this.
These are my priorities.
Okay, if these are yourpriorities, do you recall what I
shared with you?
And they might have not gottenwhat I shared with them.
So I'm going to have to turn itaround and go here's what
happened when a client came tome with this problem, and when
they came to me, these were thethings that this problem caused.
(15:27):
And when they chose to workwith me, this is how we solved
it.
Now, they did have competitor A, but competitor A couldn't do
these three things, and thiswere the three things that made
their solution better.
You have to tell people a littlebit more when they feel like
they can't do it at that number.
It's not the number, because wedon't buy on logic, we buy on
(15:49):
emotions.
It's not the number.
They just didn't understand thevalue you're providing really
well.
So you might have to ask somemore questions to make sure
you're on the same page.
Or they don't believe you cando it because your work, when
they came into your clientjourney experience, did not say
(16:10):
you would charge $10,000 becauseit was bootleg.
Okay, I know I'm hurtingfeelings here, but this was me.
Okay, I didn't have a reallygood client journey.
So when they came to me, thatdidn't match the price I was
asking for when I started, at my$4,000, I wasn't asking for 10,
but when I created the clientjourney and they had this
(16:34):
experience with me, they neverhad anyone paying me $15,000.
It was easy because they knew Icould do the job because of the
experience they had with mebefore even meeting me.
That is what I want you to do.
That is confidence booking.
So if this sounds likesomething you're interested in
learning, if this sounds likesomething you're like, nikisha,
how the hell do you teach methis?
(16:56):
I want to know.
Come and join me on May 14th atmy More Profit, less Chaos
Masterclass.
So if you're listening to thispodcast and it's a possibility
that this date might have passedalready what I'm doing is I'm
going to have another one comingup in June or in July Haven't
(17:21):
set that date yet but in thenext masterclass more profit,
less chaos you're going to learnabout my confidence booking.
It's part of my five-star scalesystem and I'm so excited
because once you come, you can'tgo back, so you're going to
walk away with a lot of valuefrom that masterclass itself.
I love what I do and I'm reallygood at it, but I'm confident in
(17:44):
what I do because if I wasn't,I couldn't be offering people
five figures and people say yeswithout breaking a sweat.
There is something in that.
Let me help you learn what thatis.
I will see you next Tuesday andhave an amazing, amazing week,
and I want you to always askyourself this one question are
(18:05):
you ready to become the iconicwoman CEO that already is inside
of you?
All you have to do is take somesteps maybe uncomfortable, but
that is where we grow and if youare, then I am the woman who
can help you get there.
I'm excited and know your offermight not be 10K, because I am
(18:26):
building a community for womenlike you, who will come in, get
everything they need and theywould be able to leave and I
wouldn't say leave.
You're going to be with me fora while.
We're going to build yourcompany together from the ground
up.
That's what I'm here for.
I'm freaking excited about it,so I look forward to working
(18:46):
with you, seeing you, having youin my world, teaching you how
to become confident in yourbooking and your sales.
Start making the money you needto feel like this life is for
you.
This job is for you.
It's not even a job, but thisbusiness you own is for you, and
you love helping others rise intheir journey.
(19:07):
I will see you next Tuesday.
Have an amazing day andremember are you ready to become
the iconic women's CEO that youare?
Have a great one.
Bye.
Speaker 1 (19:20):
Thank you for joining us today on Leading Her Way.
We loved having you with us.
Remember each action you take,no matter how small, adds up to
big results.
If today's episode fired you up, hit subscribe for more
insights and visit our resourcehub, which is linked to the show
notes.
There you'll find tools tostreamline, organize and grow
(19:43):
your business.
Keep moving forward and we'llbe right here to cheer you on
next week.
Welcome to Leading Her Way with your host and
business guru, nakesha King.
This podcast is the ultimatedestination for women, creative
entrepreneurs, who want to breakfree from burnout.
If you are overwhelmed byclient demands and feel like
you're doing this all alone, you, my friend, are in the right
(00:22):
place.
Now let's dive in for steps totake back your time and simplify
your workflow.
All right, nikesha, take itaway.
Nikisha King (00:34):
Hello, gorgeous, welcome back to Leading Her Way
podcast.
I am so excited to have youwith me.
And last time we spoke, wespoke about the value of self.
We spoke about low prices, highvolume.
Now I want to tell you a littlebit more about that story, and
not even tell you more.
I want to speak about theconfidence of booking.
(00:57):
I remember and yes, I'm jumpingright in I remember when I would
have these prices set for thislow offer, and when someone
would get on the call with methey would want more.
Right, this is a sign that Iwasn't serving my market,
because if I was serving them,they wouldn't want more.
And I'm selling at a low price,I'm selling a lower offer than
(01:19):
what they want.
When you know your market,trust me, they come to you and
everything they ask you'reprepared for.
But when I was doing my salesand when my younger years of
entrepreneurship, I was sellingbased on what I, nikesha,
thought that they wanted, andthey would come to me wanting
more, right?
(01:39):
So I would sell, maybe, weddinginvitations, and they'll be
like well, we want to save thedate and the day up, we want it
all.
Is that something we can do?
Withitations, and they'll belike, well, we want to save the
date and the day up we want itall.
Is that something we can dowith you?
And I'm like, yeah, but Iusually price them separately,
not as a group.
So have you ever had a momentwhere someone came to you
wanting more and you were likedumbfounded on the call and you
(02:01):
were just like, well, I couldget back to you with a proposal.
And we all do that.
I laugh, cause I laugh atmyself thinking about my moments
.
And we all do it because we arenot assuming that they want us,
we're not assuming that we'regood enough for them or we have
everything that they need.
(02:22):
So what we do is we create thebare minimum, because what
happens is when you're charginglow, you're doing that, and when
you're charging low, you'retrying to keep the offer low.
So you're going to put a littlebit in and not the full amount
of that you can give.
It's just part of the mechanismof charging low.
It's not intentional.
You're not doing it on purpose,I promise you.
(02:43):
But charging low requires lowoutput, so you're doing that.
But the person who came to you,they see something, they like
something about you and whenthey come, they're ready for you
to tell them exactly how you'regoing to work with them.
And you give them a littletaste and they're like well, I
want more than that.
What do you have?
(03:04):
Hello, do you not have more?
I need this, this and this.
And now, on the call, they tellyou they need this and this.
And now your heart gets alittle bit speed up because
you're getting nervous Becausenow you got to go produce
something for them and you don'tknow if you can do the job.
You don't know if you can dothe job.
(03:24):
You don't know if you can meettheir demand.
You're worried because youmight get it wrong.
Have you ever had those moments?
I did, I so did, and that's apart of your capacity.
That's a part of yourcapability.
The reason we price low isbecause we are playing it safe.
(03:49):
We want to make sure that whatwe're offering can be done by us
.
And then there's some peoplewho will take everything on and
they'll figure it out as they go.
So there's always two extremesin this conversation.
There's a person who's doing itthe basic, and when somebody
asks for more, they're a littlebit nervous because they're like
(04:09):
I don't know how I can do this,but don't get me wrong, I know
you're figure it out.
I understand you're figure itout, I did too.
And then there's someone who'slike, yeah, yeah, we can do all
of it.
And then they'll figure it out,no matter what.
Like Marie Folio says, it's allfigureoutable.
We all do it.
But I don't think we do it onpurpose.
(04:30):
We do it through nervousness,we do it through fear, we do it
through the scared being offeeling someone.
How dare I feel someone and askthem for money, get it.
So we're always going to showup.
But the question is why do youconstantly do it to yourself?
Why do you constantly choose toassume that they don't want you
and want everything you have tooffer?
(04:51):
So you have to start learninghow to be confident in your
offer creation and confident inyour selling, and that's what
we're speaking about today.
So when someone asks you howmuch, do you find that you also
get wet palms.
Heartbeat speeds up,butterflies in your stomach
(05:14):
Because now you think yournumber's too high.
Sometimes that's a part ofconfidence booking.
When we lack confidence in ouroffer.
We have a high number, but wedon't know if the product's good
and not that it's not good, butyou're like are they going to
want it With all the features Istuffed in it?
Will they desire what I have togive?
And when they ask you how much,you're like a deer in
(05:37):
headlights You're like, okay,I'm going to tell you, but I'm
going to tell you and I'm goingto keep talking and talking.
So it is this much and, oh myGod, it includes this, this and
this, and we do this and we dothat, and we do this and this,
that, this, this, this, that,and you keep going and going and
going, like the energizer bunny.
You remember that If you are inmy generation, you do so.
(06:00):
I want you to know that.
How much is not the problem.
The confidence in what youoffer is part of the problem.
When you can't discover howmuch you should charge for your
offer, what's the good pricing?
What's this, what's that?
No pricing is ever perfect, mylove.
None.
(06:21):
Ever Pricing will never beperfect, because there is no
price for the service you offer.
That's set.
Yes, there is a market.
Yes, there's different people,different tiers.
We have our low tiers, ourmedium tiers and our high tiers.
There's market for everyone, orthere's a person, an
entrepreneur, for every marketperson looking for something.
(06:42):
So your price is not wrong orright, it's what you believe
about your offer.
I usually would go to my coachand I go I don't know how much
to price this.
I'm worried about it.
I think I did go to my coachand I said this Sometimes I
don't even know where I'm at inrecordings to go find it and I
remember she said well, nikisha,do you buy into your offer, do
(07:06):
you believe your offer?
And I was like, yeah, I do, butI don't think I did fully and I
was questioning it.
And do you not know if, after aday, speaking to her, I
believed in my offer and I soldit?
I sell 10K offers.
So I sold it and I was like, oh, and then I sold it again and I
was like, oh, because that onejust came and took it and I was
like I got it.
Now let me be honest with you.
(07:27):
What I offer is worth more.
But in starting my 10K travel,my 10K journey and I love what I
do like value oh my God, do youknow how much value I give to
my clients?
After being an entrepreneur for16 years, I've learned so much.
So someone who's coming to mein the four or five, even 10, 16
(07:48):
, it doesn't matter how manyyears you're in it.
There is a wealth of knowledgeI have that I am all around good
.
I'm all around messaging.
I'm all good around branding.
I'm all good around, and I trynot to do it because I don't
like it.
I'm good around designing.
I can design any website.
I can design anything you giveme.
Once again, don't do it,because if I did, I would have
(08:09):
the design house running and Ican see things.
I know a lot about all of itSales, my jam.
You know what I mean.
So my clients they get so muchvalue in working with me.
You have to understand they don.
They have now taken everythingI taught them and now they've
(08:33):
applied it and they will have ittill death.
Do them part.
You know what I mean.
There's no way they can unlearnwhat I've given to them and now
they become teachers themselves.
So everything I do in mybusiness, I teach someone and
they have a tool to help someoneelse.
(08:53):
This is the impact that I fallin love with as an entrepreneur.
Confidence in booking is thatbeing confident in your offer,
being confident in your offerthat what you're doing is
serving your client.
It doesn't have to be impactfulin ways that it serve other
people, and they will, becauseif your client's happy with you,
(09:15):
they're referring more peopleso they can have the experience
that person can have theexperience they did.
So you are impacting.
I want you to know that.
But we just do it differentlyas human beings because we're
different in our skills.
But I want you to becomecomfortable.
When someone says how much, Idon't want you no more to walk
around feeling like I have tosay a load of things after I
(09:38):
tell them the price.
So what I'm gonna teach you inthis podcast.
We're gonna turn it around.
I'm gonna teach you a littlebit of techniques that I learned
.
When someone asks how much,first and foremost, you wanna be
confident in your pricing.
That comes from the clarity ofyour process.
How much did you get them readyfor your numbers?
Yes, we have it on our website,but that doesn't really tell
(09:59):
them a lot because you tell themwhat's included.
It's such a small little bit.
They got on a cold with youanyway, so the price couldn't be
that scary.
Or you didn't put the price onthe website and on your form you
have this area that says what'syour budget, what's your
pricing.
There's a range and they choosea range that you work in.
So you're like, okay, they havesome idea of my numbers, but on
(10:27):
the call, the question is areyou asking them the right
questions?
Are you asking them thequestions that's going to help
you understand the pain or theproblem they have that your
offer is going to help with.
You're going to solve that forthem Now.
For you, if you don't have a lotof awareness or clarity around
this, it's going to feel veryuncomfortable.
(10:48):
It's going to feel like, okay,I'm listening, I'm not sure what
their problem is.
I don't know if I should askanother question.
All right, I'm just going tokeep going because we only have
30 minutes.
All right, you put the timer,you set the timer.
If you set it for 30 minutesand you feel like you don't have
enough time, that's on.
You Change that 45 or 60.
Hello, it is your business,this is not anyone else's
(11:11):
business.
So change, have the time.
If something's not clear, askmore questions.
I love asking questions becausepeople will always be willing
to tell me what their problem isand they don't feel
uncomfortable because they wantyou to know so you can be the
best solution pill for themright now, after you ask your
questions.
(11:31):
You then ask them do you haveany questions for me?
That's the first thing I dowhen we're done or with me,
finish asking questions andnormally they may ask me
questions about my process, butthey never will ask the price
and I go and I will explain theprocess, tell them what to
expect when we first start.
This is what it looks like.
Then I go, do you have any morequestions?
(11:53):
And they may go.
No, they may not ask me how,like.
Then I go do you have any morequestions?
And they may go.
No, they may not ask me howmuch and I go.
Great, what I'm going to do isI'm going to send the agreement
for you and in setting thatagreement for you, it'll have
everything in it your scope ofwork, the investment, and they
might go.
Wait, but what is theinvestment?
I do this purposely because Iwant them to ask.
When people ask, they're buyinginto the offer.
(12:15):
They're curious.
Let them ask the question ofhow much.
Okay, don't feel like you haveto just give that information up
.
Let them do some work with you.
It's a partnership and this ishow partnerships go.
Now, when they ask me how muchI go.
Okay, let me clarify one thingwith you In listening to what I
(12:35):
heard, these were your concerns.
In these concerns, my best offeris offer A.
Notice I don't call my offerspackages.
Packages sounds like a pack ofgum.
I don't sell a pack of gum.
I don't sell any commodity, anyproducts.
My offer is very custom andtailored to the person.
So they can't go in the storeand get a package, but they can
(12:56):
get an offer to work with me andhave a transformation.
So I use the word offer, soI'll offer you offer A, and
offer A includes this that takescare of that problem, this that
take care of this problem andthis that take care of this
problem.
Does this sound like?
I understand what your work,what you desire and what you
want to get, and they'll be like, yeah and I go.
(13:16):
If you get off the call todayand you are a no, will your
problems get solved?
And they might go no and I gookay, out of one, out of five
how valuable is it to solvethese problems?
And they might go.
It's a five.
This is really killing me.
This is something I don't want.
This is what I want in mywedding.
(13:40):
This is what I want, this iswhat I need and I go great.
So, working with me, it's goingto be $10,000 for the service,
and then I stop or I'm like well, for working with me and
getting this offer that meetsthese things that you need that
you feel like are a five is$10,000.
And, yeah, they're going tothrow up in their mind a little
bit.
You know, might come up, itmight not come up, trust me.
I've said $10,000 clearly andthe person did not blink when
(14:02):
they said, oh, that's the numberI had in mind too.
It has happened.
I love those moments.
They're really good, and whatI'm going to tell you is I want
them to have a little up momentbecause the value is there.
They're going to have thetransformation, and the
transformation is not shortlived.
It lives with them foreverbecause they cannot unlearn what
they're going to get Inproviding a service to a wedding
(14:25):
event or an event, they'regoing to get a transformation
that day they've neverexperienced.
That's why they don't know that$10,000 is worth it.
But that's your job to preparethem before they even get on
that call.
And how do you do that?
Keep listening to Leading HerWay podcast and you'll find out.
So when that person has thatmoment, you just let them have
their moment.
Let them say something.
(14:46):
Next, you don't need to fillthe space up and they may go.
You know what?
That just feels like a lot.
I'm like okay, tell me what alot means to you.
When you feel like the number isa lot, then I'm going to assume
that this is not a problem foryou.
You don't need this problemfixed.
Is that correct?
And they're going to be like no, like this is really an issue.
(15:06):
I don't want this to happen.
I want this.
These are my priorities.
Okay, if these are yourpriorities, do you recall what I
shared with you?
And they might have not gottenwhat I shared with them.
So I'm going to have to turn itaround and go here's what
happened when a client came tome with this problem, and when
they came to me, these were thethings that this problem caused.
(15:27):
And when they chose to workwith me, this is how we solved
it.
Now, they did have competitor A, but competitor A couldn't do
these three things, and thiswere the three things that made
their solution better.
You have to tell people a littlebit more when they feel like
they can't do it at that number.
It's not the number, because wedon't buy on logic, we buy on
(15:49):
emotions.
It's not the number.
They just didn't understand thevalue you're providing really
well.
So you might have to ask somemore questions to make sure
you're on the same page.
Or they don't believe you cando it because your work, when
they came into your clientjourney experience, did not say
(16:10):
you would charge $10,000 becauseit was bootleg.
Okay, I know I'm hurtingfeelings here, but this was me.
Okay, I didn't have a reallygood client journey.
So when they came to me, thatdidn't match the price I was
asking for when I started, at my$4,000, I wasn't asking for 10,
but when I created the clientjourney and they had this
(16:34):
experience with me, they neverhad anyone paying me $15,000.
It was easy because they knew Icould do the job because of the
experience they had with mebefore even meeting me.
That is what I want you to do.
That is confidence booking.
So if this sounds likesomething you're interested in
learning, if this sounds likesomething you're like, nikisha,
how the hell do you teach methis?
(16:56):
I want to know.
Come and join me on May 14th atmy More Profit, less Chaos
Masterclass.
So if you're listening to thispodcast and it's a possibility
that this date might have passedalready what I'm doing is I'm
going to have another one comingup in June or in July Haven't
(17:21):
set that date yet but in thenext masterclass more profit,
less chaos you're going to learnabout my confidence booking.
It's part of my five-star scalesystem and I'm so excited
because once you come, you can'tgo back, so you're going to
walk away with a lot of valuefrom that masterclass itself.
I love what I do and I'm reallygood at it, but I'm confident in
(17:44):
what I do because if I wasn't,I couldn't be offering people
five figures and people say yeswithout breaking a sweat.
There is something in that.
Let me help you learn what thatis.
I will see you next Tuesday andhave an amazing, amazing week,
and I want you to always askyourself this one question are
(18:05):
you ready to become the iconicwoman CEO that already is inside
of you?
All you have to do is take somesteps maybe uncomfortable, but
that is where we grow and if youare, then I am the woman who
can help you get there.
I'm excited and know your offermight not be 10K, because I am
(18:26):
building a community for womenlike you, who will come in, get
everything they need and theywould be able to leave and I
wouldn't say leave.
You're going to be with me fora while.
We're going to build yourcompany together from the ground
up.
That's what I'm here for.
I'm freaking excited about it,so I look forward to working
(18:46):
with you, seeing you, having youin my world, teaching you how
to become confident in yourbooking and your sales.
Start making the money you needto feel like this life is for
you.
This job is for you.
It's not even a job, but thisbusiness you own is for you, and
you love helping others rise intheir journey.
(19:07):
I will see you next Tuesday.
Have an amazing day andremember are you ready to become
the iconic women's CEO that youare?
Have a great one.
Bye.
Speaker 1 (19:20):
Thank you for joining us today on Leading Her Way.
We loved having you with us.
Remember each action you take,no matter how small, adds up to
big results.
If today's episode fired you up, hit subscribe for more
insights and visit our resourcehub, which is linked to the show
notes.
There you'll find tools tostreamline, organize and grow
(19:43):
your business.
Keep moving forward and we'llbe right here to cheer you on
next week.
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