If you've been following me for at least a few weeks, you probably know that I'm hosting a new Create Your Best Fall Ever program starting next week -- one where you're guaranteed to walk away with a mapped out revenue plan, after Day 1.
While speaking with someone about the program this week, she asked about the value, sharing that she's enrolled in several programs which cost multiple times the amount of this one despite offering a lot less.
And that's when I got sad. . .
In a totally separate conversation, a new client shared that she got more value from an hour with me than in the high end programs she's participated in to date.
. . .and that's when I got mad. . .
Of all the trends, hype and BS we see in the online world, there's one which saddens me more than most.
It's the perception that it's not just acceptable, but necessary to charge obscene prices (my opinion) so that clients step up, do the work and become engaged in THEIR own businesses.
Seriously? "We're" saying that unless you shell out tens of thousands of dollars, you won't show up for your business?
It makes no sense to me.
Why would you own your own business -- with all the rewards and sacrifices it entails -- if you're not ready and willing to do the work?
This isn't about learning a new skill, hiring a consultant to help optimize your business, or partnering with a strategist to ensure you're getting the most out of the time, energy and money you're spending.
It's about being told/believing you need to pay thousands of dollars to be accountable to someone other than yourself -- trust me, no one cares more about your business, your success (as you define it) and your impact more than YOU.
Of course, there's also the latest, and perfected by many, trend of limiting access so that it's easier to reach some heads of state than it is a coach -- all based on the perception that the higher the prices and the lower the access, the better the info.
Bullshit!
I'm calling for a return to sanity.
Are you with me?
Oh, my god Sandy!!!
Now I love you even more because you are so one of my tribe.
I too have such issue with the idea being perpetrated that somehow something is wrong if you aren't willing as a client to mortgage your house in service of growing your business.
But worse than that, is the insidious messages to all of us "normal" folks that something may be wrong with us....maybe we don't VALUE ourselves enough because of our perceived inability to charge those kinds of fees. Yuck!
I'm in your camp girlfriend and just told our pal Shawn yesterday that we need to take a stand that people can get GREAT rock star coaching with people like you who are more than likely ten times the coach of some of the other people out there who charge ten times more.
It's not about the money! It's about the integrity, the authenticity and the ability to really deliver on the results promised. And there are loads of us that are working that way.
Thanks so much for you taking up the charge and giving voice to what's going on.
Big hugs!!!
Therese
Posted by: Therese Skelly | June 25, 2010 at 05:08 PM
Amen, Sister!
I believe that serious, committed business owners will invest in their success. That is sometimes a hundred bucks and sometimes a few thousand.
I believe people who are status hungry or starstruck or deluded will pay ridiculous prices for services that unfortunately, are seldom worth it.
I've had experience with both types of experts -- those who price their services high for no apparent reason other than "popularity" and those who price them appropriately for their expertise. I've had great disappointment from those who "overpriced" themselves and their ego and GREAT RESULTS from those who value their services, but aren't ridiculous in their pricing.
Those with REAL integrity can charge higher prices, but will always give HUGE value for what they charge. Examples -- Nancy Marmolejo, Denise Wakeman, Mari Smith. Great ladies, great services and programs at appropriate prices.
Keep it real, Sandra!
Cathy
Posted by: Cathy Jennings | June 25, 2010 at 05:21 PM
I came to you via a call sponsored by a high-priced coach. (high-priced to me, anyway) Now, it's not that I didn't think she was worth it, but I just couldn't swing the cost no matter how much I wanted to or how much time she gave me to pay it. Then I got on that call and heard you speak in this quiet voice saying things that finally resonated with me. I've heard the spiels before and I was sure these other people could do the job since they were clearly successful, yet at the same time I would cringe at the thought of having to be like them in some way because THAT did not work for me. So was this a way I had to be to get my business where it should be? It didn't seem like it should be. You proved I not only don't have to be that way, but that someone more like me was out there in the first place! That is one thing that makes it easier to even join your programs because I'm not cringing at what you do or suggest we do. So that is valuable to me. And then you're sharing how YOU do it. That's extra valuable because your way IS my way. It all just made sense.
The icing on the cake is you've given me the chance to start small and prove to myself that I was right about you so taking a next step isn't so scary. I'm so happy to be able to tell people that I have a business coach - even if I have to share you (for now)!
Thank you for keeping it affordable so as I grow, I can afford to do more with you.
Posted by: Monica Dennis | June 25, 2010 at 05:29 PM
Well said Sandy. What is even more frustrating are those that sell their "programs" for high dollars touting that they HAVE a 7 figure business and can show you how you can have one too, when in reality they are lucky to be in 6 figures each year. Now that rubs me wrong!
Posted by: Peggy | June 25, 2010 at 05:51 PM
Sandy,
I read your newsletter regularly but haven't commented on here before.
I just wanted to say that I totally agree with what you said here and glad you wrote it.
I am not in the area of coaaching, but in the area of intuitive readings and I know people who charge $1000-$1500 for an hour reading to help you to find your business niche.
Their clients are usually people who want to quit their day job, and start their business. I am not sure how many of them have $1000-$1500 to spend on a service that lasts for one hour. Or whether they deliver anything more than those who charge $200/hour.
I've participated in the programs of people who charge high amounts. I once paid $4500 for a 2 day workshop with 40 other people. I know this is not as expensive but I have to say that I've had much more value from the lower priced products and services, like e-courses, an hour of coaching here and there, and e-books, than from the high end products.
Posted by: Anna | June 25, 2010 at 07:03 PM
Bravo Sandy! Finally someone gets it. You truly echoed what I have thought. I am so thankful that you're my business coach/mentor. Thank you for being true to who you are and full of integrity!
Posted by: Carolyn | June 25, 2010 at 07:35 PM
Gotta ditto the above, "Amen Sista!"
Sandy
Posted by: Sandy Zuniga | June 25, 2010 at 09:22 PM
Thanks so much for your comments -- I'm both honored and humbled by them!
Therese...I agree with you, it IS all about integrity. I refuse to build my business by bankrupting others or feel bad that I'm not charging thousands. Seeing my clients get results is part of the "payment" for me. Thanks for your love and support AND for helping us entrepreneurs get unstuck! :-)
Cathy...here's to keeping it real while making it real! Thanks for your comments! :-)
Monica...thank you so much -- your comments brought tears to my eyes and I appreciate you sharing them here. You are an amazing woman with an amazing business and it's time for the world to see that!
Anna...you're so right! Many biz owners sign up for something much larger than they need...it's often best to start smaller until you know you resonate with the person and are ready for the next thing.
Carolyn...thanks so much! I'm looking forward to working with you and appreciate your comments!
Sandy...thanks! And thanks for sharing this blog with Larissa! :-)
Posted by: Sandra Martini | June 25, 2010 at 09:56 PM
Sandy!!!
Fierce and ferocious and loving and nurturing, always authentic YOU.
And did you really say "bullshit"? Ay, ay, ay, that's the Sass from Mass in the house.
I think the 100K bubble is going to burst, vis a vis coaching programs. The dirty little secret is that these high priced programs have high drop out rates. I'd rather be considered "a bargain" in the high end coaching world and keep my clients than have $1M in "accounts receivables" that never materialize due to attrition.
Brava, sister.
Brava!
Posted by: Nancy Marmolejo | June 25, 2010 at 11:29 PM
Sandy,
Woo hoo! Thank you for speaking up on this topic!
MaryPat
Posted by: MaryPat | June 26, 2010 at 01:55 PM
Oh my goodness Sandra...I am in the right place at the right time,,,thank you for speaking your mind on this subject. I really have never understood how overcharging your clients and being aloof,evasive and distant could possibly add value to anyone. To me it sounds egotistical,and self-serving...and we all know that, that isn't what coaching is about! Maybe they need to go into Banking or something else where it's all about the numbers, cause I believe like that have missed their calling and are in the wrong profession.
Shirley Matta
Posted by: Shirley Matta | June 26, 2010 at 08:24 PM
I've emailed you directly on this topic before and so glad that you are taking a stand for all of us.
A year ago I was REALLY bitter about this, I had spent thousands and thousands of dollars on hype - when I was at the lowest financial point of my life I wanted to blame someone. It took me awhile to release my anger and resentment and detach myself from it all. I now choose to follow a different path and honor myself by doing what is right for me when setting my fees) and growing my business. I don't let the FEAR based selling or "celebrity" status entrepreneurs woo me anymore!
One last piece though...is it our right/responsibility to put an end to this madness or is simply choosing to spend our hard earned money elsewhere a statement enough?
Posted by: Andrea Costantine | June 26, 2010 at 10:16 PM
Thanks for the spot on comments and thoughts! Looks like the movement is afoot. :-)
Andrea...to answer your question, I believe that if enough people choose to spend their/our money elsewhere that it WILL put an end to the madness. :-)
Posted by: Sandra Martini | June 27, 2010 at 12:28 AM
Sandy,
You GROW girl! Looks like you've started something.
I agree on sooooo many levels as one who has spent thousands on programs that just weren't worth THAT amount of money. Thanks for taking a stand, offering amazing value, and most of all making it very affordable. I'm excited to work with you.
Anita
Posted by: anita | June 27, 2010 at 12:54 AM
A wonderful post. Thank you for getting sad and then mad! :)
I love the line... "the perception that the higher the prices and the lower the access, the better the info."
It is truly a shame that this IS the general perception out there. Perceptions can be changed, thank goodness.
Cheers, Thea
Posted by: Thea Westra www.myforwardsteps.com | June 27, 2010 at 09:58 AM
You are absolutely right, Sandy! Although I can totally understand why limiting access works for the high priced coach, it doesn't work for ME as a consumer! I want a coach who is committed to me and my success rather than their bank account. It IS about integrity, and I have left coaches when I thought they and their programs were out of integrity. Ultimately those coaches will lose out as their clients discover that the emperor has no clothes.
Posted by: Linda Pucci | June 28, 2010 at 07:31 AM
Bravo! You are the voice of common sense and practicality, Sandy. I absolutely loved your post! I thought I might be alone in thinking that these high priced, high hype programs miss the mark, especially the implied guilt that if you don't buy, you really don't care about your business. Thank you so much for taking a stand against the BS! It's nice to see from the responses to your post that there are a lot of us out there who agree with you!
Posted by: Lynda-Ross Vega | June 28, 2010 at 03:14 PM
Can I say 'YAY? (Oh, I just did, didn't I?)
Thank you for telling us all the bullshit has to end. It HAS to.
If I am paying thousands of dollars to a mentor, they better come to my house and clean my kids up, make my dinner and do my laundry. Seriously, it makes no sense to charge outrageous fees and expect nothing less!
Posted by: Shannon Cherry | June 28, 2010 at 03:43 PM
Sandy,
You rock. And you know I share your exact sentiments on this one.
Nothing is more dangerous to an industry or business than overinflated value. It has brought down entire corporations, industries and more. Small businesses are not immune.
Keep on leading the way!
Shawn
Posted by: Shawn Driscoll | June 29, 2010 at 05:35 PM
I think if someone can help you grow your business in a way that makes a profit exceeding what you have spent then if you have the money (or are willing to borrow it) then spend away. I often think that if these gurus (sometimes self-styled gurus) are really worth what they charge then they should charge a base payment, deliver what they claim you will achieve and charge you the balance later (with a legally binding agreement of course so that they don't get ripped off). I have on appropriate occasions prepared a biz plan for a client who then paid me the balance when they raised the capital they were seeking or prepared a marketing strategy and was paid the balance when the strategy started to show results. Of course you have to have a client who is totally committed to achieving success and who makes every effort to implement and make a success.
Posted by: Gillian | June 29, 2010 at 07:47 PM
SANDY!!!! Ditto! Bravo! Yay!
In my struggles to develop services and programs and price them, it never made sense to me to charge "what the market will bear." We've seen the spectacular results of that principle in other industries. (And that makes me sad and mad, too.) I can't count the number of times that I've been advised to charge more or I wouldn't be taken seriously. Really? I have first-hand experience with missing out on work I wanted because I was passed over based on what I charged. Evidently, lower price equals lower value in many camps.
Thank you standing for sanity and value, Sandy!
Posted by: Kate Williams | July 26, 2010 at 01:06 PM