Calling all coaches—yes, I’m talking to you. If pricing still feels like a mystery, or you’re relying on vague advice from coaching programs, this episode is about to change that. I’m sharing 5 practical and proven pricing tips for coaches to help you stop winging it and start charging with confidence.

One of my early guests once said, “Coaches are terrible at valuing what they bring to clients”—and honestly, there’s truth to that. But here’s the thing: it’s not your fault. Most coaching programs dish out well-meaning pricing advice, but pricing isn’t really their area of expertise. And unfortunately, that advice often skips over the one thing that matters most—the value you deliver.

Over the years as a pricing coach and coach myself, I’ve seen firsthand how undervaluing your services can quietly sabotage your business. I’ve also seen what’s possible when coaches shift their mindset, understand their value, and build offers that reflect it.

In this episode…

…of Live with The Pricing Lady, the pricing podcast designed to help small businesses and entrepreneurs become sustainably profitable, we’re digging into my P.I.V.O.T. framework, five straightforward tips that will help you rethink and reset how you price your coaching services.

Whether you’re brand new to coaching or you’ve been at it for years, this episode will help you:

• Move away from time-based pricing and toward value-based packages
• Get crystal clear on who your ideal customer really is
• Understand and communicate the true economic value you deliver
• Ditch unnecessary discounts that drain your profit
• Talk about pricing with more confidence and ease

If you’re tired of second-guessing your prices and ready to price more effectively, listen to this episode now and get these pricing tips for coaches. You’ll walk away with actionable strategies that actually work—and maybe even a little extra pricing swagger.

Enjoy the episode.

Favorite Quotes – On Pricing Tips for Coaches

“It (a packaged offer) gives them something concrete to look at…this is the journey we will go on. That’s important. When there are too many options or when you give them open-ended options, clients often get confused.” Janene

“If you feel it is warranted to offer a discount… (remember) discounts, ALWAYS come with a trade off. What does that mean? It means that you’re going to ask for something in return.” Janene

“You have to get to a point where you’re comfortable talking about pricing and value. In fact, you should talk about the value first and the price second, and that should be a golden rule in your head. I always talk about the value. I always talk about the value and then I deliver the price.” Janene

Episode Links

The Leaky Bucket of Pricing: https://thepricinglady.com/your-business-profits-the-leaky-bucket-of-pricing/

Handle Pricing Objections: https://thepricinglady.com/pricing-objections-guide/

Other episodes you may find interesting:

• The Power of Packaged Pricing
• Navigating Discounts & Promotions

Rate, Review and Follow the Show on Apple Podcasts

“I’ve just found my Pricing Resource!” … “A binge worthy podcast.” … “I learned so much about how to improve my profitability.”

If that sounds like you, if you’re loving this pricing podcast, then please consider rating and reviewing the pricing podcast. It helps me spread the word to more people and ultimately get more small businesses on the path to sustainable profitability and business success. Click right here, tap to rate with five stars, then select “Write a Review.” Last let me know what you loved most about the episode!

One more thing. If you don’t already, follow my pricing podcast. New episodes come out every couple of weeks, plus bonus episode. If you’re not following there’s a good chance you’ll miss something.

Reach Out, Connect and Book a Call with Janene

Linkedin | YouTube | Facebook | Email List

Get started improving your business. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard. Get a view of what’s working and what’s not working when it comes to pricing in your business. Figure out where to start making improvements.

Get in touch with Janene. If you’ve got a question that needs answering, a challenge you’re facing or you have suggestions for future topics or guests, let me know. Your pricing questions and insights often become episodes. Share yours with me and let’s see where it goes. Contact Janene.

Listen up! Don’t miss out. There’s a lot going on and you’ll want to be in the know. Follow my YouTube channel (rate it too please) so you don’t miss an episode of Live with the Pricing Lady or join my Email List.

Transform your business and life. My business is about helping you build a better business. One that’s profitable and where you can confidently charge for the value you deliver. Let’s see how we can work together. Book a complimentary Call today!

Episode Summary

In this solo episode of Live with The Pricing Lady—a trusted pricing podcast for small business owners and coaches—I’m sharing five practical and proven pricing tips for coaches using my signature P.I.V.O.T. framework. These are the same strategies I’ve used as a pricing coach to help clients stop undercharging, communicate their value more clearly, and build stronger, more profitable businesses.

Let’s get started.

Why Time-Based Pricing Undermines Your Value

We begin by taking a look at one of the most common pitfalls: time-based pricing. Many coaches default to charging by the hour or session and it is simple. But there are some big downsides to this way of pricing. It isn’t connect to value nor does it focus you or your client on what’s most important. I explain why packaging your offers around outcomes instead of time creates more clarity, confidence, and consistency—for both you and your clients. This shift alone can dramatically improve how you present and price your services.

Aligning Pricing with Your Ideal Client and Real Value

Your pricing is only as effective as your understanding of your customer. If you try to serve everyone, your messaging becomes generic and doesn’t connect. And your prices too low. In this part of the episode, we talk about how to define your ideal client, and why being specific about who you serve enables stronger, more confident pricing decisions.

We explore what it means to understand the economic value of your coaching. It’s not just about the tools you use or the methods you follow—it’s about the transformation your clients experience, and how to express that value in meaningful, measurable terms.

Avoiding Discounts and Speaking About Price with Confidence

Discounting is one of the biggest silent profit killers I see in coaching businesses. Often it comes from uncertainty and fear, not strategy. In this section, I explain why most discounts are unnecessary—and how to shift toward value-based offers that don’t rely on slashing prices to attract clients.

I also share tips on how to feel more confident talking about your prices, handling objections, and staying grounded in the value you provide. These practical strategies can help you approach sales conversations with more ease and clarity, so you’re no longer avoiding the topic of price.

A Clearer Path to Confident Pricin

he five pricing tips for coaches I share in this episode—centered around packaging, customer clarity, economic value, discounting, and pricing conversations—are designed to help you pivot away from doubt and toward a more empowered approach to pricing.

If you’re ready to price with purpose, position your offers more effectively, and create a stronger foundation for your coaching business, tune in now and enjoy the episode.