Ever wondered how to offer sliding scale services or pro bono work without devaluing your offer? You’re not alone.
Great news, that’s exactly what I’m diving into in this episode. Many entrepreneurs come to me and say, “Janene, I need your help. I want to make my prices accessible to everyone.” While that is noble, it’s this mindset that often keeps people undercharging and stuck. I see so many purpose-driven entrepreneurs strive to make their services accessible and who are as a consequence draining their energy, undermining their value and struggling to be profitable. In this conversation, I unpack the five biggest mistakes people make when offering reduced-rate work and give you tips on how to avoid making these mistakes.
You’ll walk away with practical ways to set healthier boundaries, communicate the true value of your services, and ensure you’re serving from a place of strength—not scarcity. Whether you’re offering coaching, consulting, or other services, this episode will help you do good without compromising yourself or your business goals.
Take a listen now—you’ll thank yourself later.
What to Listen out for:
- 00:43 Sliding Scale and Pro Bono Services
- 02:37 Challenges of Offering Sliding Scale and Pro Bono Work
- 08:02 Tips for Sustainable Sliding Scale and Pro Bono Work
- 13:03 Reflecting on Your Business Practices
- 14:21 Conclusion
Favorite quotes from this episode
“They may be hesitating because they have a tickle in the back of their throat, but your brain interprets it as, oh no, this is gonna go away. I better do something. And then you throw in a discount there unnecessarily.” Janene
“Frame it as intentional generosity, not default pricing. Always communicate the full value—even when you’re offering a discount.” Janene
“If you build your business on discounted work, it becomes the norm, not the exception—and that’s not sustainable.” Janene
“People who pay less often show up less. They’re not as committed because they don’t have enough skin in the game.” Janene
“ … clear boundaries and the structure (of your pricing) are absolutely critical to success, both for you and the client.” Janene
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Podcast Summary – Offering Sliding Scale and Pro Bono Services, the Right Way
How to stay generous and grounded in your pricing—without burning out or breaking your business.
If you’ve ever wondered how to offer sliding scale services without devaluing your work, you’re not alone. This is a question I get asked regularly—especially from women-led, service-based business owners who are deeply committed to making an impact.
I completely understand the drive behind it. You want to make your services more accessible. You want to give back. And let’s be honest, sometimes you just want to help someone who really needs what you do but can’t afford your full rate. That’s noble. That’s beautiful. And it’s something I support—when it’s done intentionally.
The problem? Without structure, sliding scale and pro bono offers can quietly erode your pricing integrity, drain your energy, and leave you feeling underpaid and overextended. In this episode of Live with The Pricing Lady, we explore how to offer these services the right way—so you can serve generously and sustainably.
The Problem with Unstructured Generosity
Let’s start with the hard truth: offering discounts or free services without a plan often comes from guilt or fear, not strategy. That moment when a client hesitates and you panic-drop your price? Yep, I’ve seen it time and time again. You might feel like you’re helping, but what you’re actually doing is training your brain (and your clients) to undervalue your work. Or when you assume someone can’t afford it and drop your price because you’re making that decision for them.
When generosity becomes your default pricing model, it blurs the line between running a business and doing community service—and that confusion isn’t helpful for anyone. Especially not you.
I see this most often with coaches, consultants, and wellness practitioners who lead with heart but haven’t yet put the right pricing boundaries in place. And let me be clear: I’m not here to tell you not to be generous. I’m here to help you do it in a way that protects you and your business.
Boundaries Are Your Best Business Tool
One of the most effective things you can do when offering sliding scale and pro bono services is define clear criteria and boundaries before you make any offers.
That means deciding things like:
- How many sliding scale or pro bono clients can you realistically support in a given time frame?
- What’s the process someone should follow to request a reduced rate?
- What conditions or commitments (if any) are tied to that kind of offer?
You might even decide to offer one reduced-rate space for every ten full-paying clients. Or create a wait list for those who qualify, so you’re not responding on the fly. Boundaries like these aren’t rigid…they’re responsible. They help you stay generous without compromising your income or your energy.
Communicate the Real Value (Every Time)
When you do offer reduced pricing, it’s crucial that you don’t downplay the value of what you’re delivering. Always refer to your full price. Make sure the client understands the real cost of the service and that what they’re receiving is an intentional gift—not a new normal.
This isn’t about bragging. It’s about clarity. It sets expectations, reinforces the worth of your offer, and avoids any confusion down the line.
I also strongly recommend putting it in writing. Yes, even if it’s a free session or heavily discounted. A written agreement helps establish mutual respect and keeps everyone aligned on what’s being exchanged and why and how. Sometimes what someone expects for free, may be different than what you’re willing to give. It’s important to be clear about that in writing in advance to mitigate future issues.
Don’t Give Until You’ve Got a Solid Foundation
This one’s personal, and probably the most important: make sure your own financial foundation is solid before you offer pro bono work. It’s the business version of “put your own oxygen mask on first.”
Too many people dive into free of charge work out of pressure or obligation—and end up stretching themselves too thin. You deserve to run a business that pays you properly, covers your expenses, and leaves room for growth. Only then can you give freely, from a place of overflow rather than lack.
So before you say yes to the next sliding scale and pro bono services , check in with yourself: Am I financially stable enough to do this right now? Is this an act of generosity—or a reflex?
Serve With Intention, Not Guilt
At the end of the day, this is about shifting from reactive generosity to intentional generosity. Intentional generosity includes looking out for yourself, in fact it might even put you first. Being generous doesn’t need to be to your own detriment. When you create a plan and set boundaries around your sliding scale or pro bono services, you’re not only protecting your income—you’re also ensuring that your generosity has the greatest possible impact.
In the episode, I walk you through five common challenges and three powerful strategies to help you structure your sliding scale and pro bono services more intentionally. And I wrap it all up with a challenge to help you reflect on your current approach and make smart, aligned changes.
So if you’ve ever felt stuck between being generous and staying profitable, this episode will give you clarity, confidence, and real tools to move forward.
🎙️ Listen now to learn how to serve generously—without sacrificing your value.
Subscribe, rate, and review the Live With The Pricing Lady your go to pricing podcast for service based businesses, for more insights. I’d love to hear your thoughts, questions, and topic ideas—connect with me at thepricinglady.com. Remember, pricing is a continuous journey, and together, we’ll make sure it leads to success!
