Episode
Ep 93 The Price Conversation: What to Say, Whether to Post Your Rates, and How to Pre-Qualify with Confidence
- Published
- Jun 22, 2026
- Duration seconds
- 2815
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Summary
There's a moment in almost every discovery call that makes coaches sweat. The conversation is going well, there's real connection, they're clearly interested — and then they ask the question: "So, how much does it cost?" Suddenly your confidence evaporates. You start talking faster, over-explaining, justifying. Maybe you hear yourself offering a discount before they've even responded. The price conversation is where most coaches lose their footing — not because their rates are wrong, but because they haven't learned how to hold their ground. This episode is about changing that — and about setting up your process so you're not caught off guard in the first place. We're covering three different approaches to when and how you share your pricing: putting it on your website, waiting until the discovery call, and the "third door" option I use — pre-qualifying with an application form. I'll walk you through the pros and cons of each, including why putting your prices on your website might cost you the chance to offer alternatives to people who could still be great clients. Plus, I'm sharing exactly what to say when someone asks about your rates, how to handle pushback, and the inner work that makes all of this easier. This is part four of our five-part series, "The Conversations That Build Coaching Businesses." In this episode, I cover: Why the price conversation is so uncomfortable (and why it's not really about the number) The stories and fears underneath our pricing discomfort Three approaches to when you share your price: on your website, on the call, or through pre-qualifying The hidden cost of putting your prices on your website — you lose the ability to down-sell or offer alternatives How I use an application form to pre-qualify and set expectations without losing the…