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Work On Your Game Content/Podcast/#735: Hot Seat: I Keep Lowering My Prices To Get Clients! [Jasmine from Brooklyn, New York]
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#735: Hot Seat: I Keep Lowering My Prices To Get Clients! [Jasmine from Brooklyn, New York]

Have you been challenged with maintaining and standing your ground on price as an entrepreneur/freelancer? Running into too many people who don’t have the money you’re charging? Finding yourself too easily caving in, and thus feeling bitter about selling yourself short?

Don’t feel bad — every service-based entrepreneur goes through this.

Be excited, too — in today’s episode I share mental and tactical strategies to dissolve this issue.

Ready to hear yourself on the Hot Seat? Apply to be the next contestant at

Today’s show is brought to you by Ask Yourself A Better Question. Learn more at

2:43 Introduction to today’s hot seat

4:18 Today’s guest: Jasmine, a 24 year old recent college graduate and self-employed graphic designer with a passion for acting

4:26 She needs help to figure out what to focus on – acting classes or her graphic design business

4:43 Jasmine’s goal is to become a successful director, actor, and entrepreneur

7:52 What is the purpose of doing acting and design

8:27 Graphic design is paying the bills for acting

9:09 Her real passion is acting, but the time she is putting in graphic design is taking time away from acting

11:23 Dre shares his early career working in Footlocker, a supermarket, and at a gym while trying to be a professional basketball player

11:50 You do not have to hold yourself to the standard of doing just one thing

13:07 Define what “up and running: looks like – steady income with a storefront

14:29 What Jasmine needs is to quantify how her business should grow, figure out the gap, and how that gap gets closed

17:34 According to Jasmine, she needs $4,000 in revenue from her design business so she can devote 40 hours a week to acting

18:17 Dre drills down the process to see why she is not getting the amount she feel is her worth

21:55 The biggest obstacle to stand firm on her price – accepting that she is worth that much

22:24 Her business is like a step on a ladder. Design is her money skill, a step so she can do what she really wants to do

23:17 Dre shows Jasmine how she would feel standing her ground on pricing

24:51 Dre gives a powerful example on standing your ground on pricing through shopping for clothes

25:57 A truth every service based business will face – “Everybody cries broke”

26:59 It’s alright that everybody can’t afford you

27:23 You should understand the value of what you are offering

28:34 Jasmine’s sales process and where it goes south

29:56 Breaking it all down

31:45 3 questions to ask clients – the best ammunition as a salesperson

35:54 Remember, you are the expert. Clients may think they know what they need, but you are the expert, you should be their guide

36:45 You are guiding them from point a to point sold when you ask them questions where they articulate their needs

38:08 The real reason entrepreneurs get her services

39:37 A role-playing sales exercise

42:19 Keep asking clients why it matters to them so they get to the core reason/motivation they do what they do, then show them what you can do for them

44:04 The key thing when selling is to have the posture to stand firm on your price

44:45 What you accept is what people will see you as

45:55 Selling is about asking questions and listening

48:04 In selling, your #1 priority is yourself. Value yourself based on what you are bringing to the table, not trying to fit in a budget

50:04 You can start looking for your ideal clients who are willing to pay

52:12 Business is an exchange of resources between people, the variable is the value we exchange it for

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