Lisa Robbin Young

Okay, so it's time to raise your rates, but how? Welcome to Episode 6 of the season! It's the logical follow-up to last week's episode sharing 11 signs that you need to charge more. So now that you're clear you need to charge more, here are 7 ways to make it happen without feeling icky about it.

Can you think of other ways to raise your rates?

Share your thoughts and ideas in the comments. Your insights may spark a conversation that helps someone else!

Mentioned in this episode:

Rising Tide Members

If you haven't already downloaded this week's bonus content, you'll want to do that here. Not a member yet? It's free! When you register for email updates, you also get access to episode transcripts, worksheets, and other downloadables!

Credits and Sponsors

Fashion jewelry from Kerianne at FancyBargain.com. Tell her you saw her bling on Creative Freedom!

Music: "Welcome to the Show" by Kevin MacLeod
Licensed under Creative Commons: By Attribution 3.0

This is Season Four, Episode Six. This is the next logical step after our last episode. Once you get clear that it's time to raise your rates, how, exactly do you go about raising them? Have a listen to this week's episode, where I walk you through a few different approaches, from the basic, Nike approach (just DO it already!) to the "Tuna Can" approach and more. This is the fifth episode in a series about overcoming underearning.

Speaking of which, my program Overcoming Underearning for Creative Entrepreneurs is now open. If you need support in owning the value you bring to the marketplace, and adjusting your prices accordingly join us! Students are already reporting positive results!

Download Season 4 Episode 6 | iTunes | Anchor | Stitcher

If you’re listening to just the podcast, you’re only getting about a third of the deal. Catch the Creative Freedom web series or join me on Facebook on Fridays at 5:30pm Central time for a LIVE Q&A about the week's topic.

Show Notes

4:22 - Several options to raise rates with existing clients

10:23 - 2 of the 4 big questions every offer needs to answer (and why it matters to your pricing)

14:26 - How one coach cut her content in half and doubled her rates, effectively quadrupling her hourly rate.

21:26 - DIY, DWY, DFY - and how I use these tiers in my own business

Rising Tide Members

Not a member yet? It's free! Click here to join our Rising Tide to get email updates, transcripts, and bonus downloadables only available to members.

Credits & Sponsors

Mentioned in this episode:

Music: "Welcome to the Show" by Kevin MacLeod
Licensed under Creative Commons: By Attribution 3.0

This one’s all about the dolla billz, baby! Many creative entrepreneurs get emotional when it comes to price increases. So, what if there were an easy, external way to know that it’s time to raise your rates?

What if there were 11 ways?

Your wish is my command! Here are 11 external indicators that can help you determine if the time is right for a price increase in your creative business.

Need help communicating that price increase? Consider joining us for the Creative Freedom Guide To Overcoming Underearning, and build your confidence in changing your pricing!

What do you struggle with when it comes to raising your rates?

Share your thoughts and ideas in the comments. Your insights may spark a conversation that helps someone else!

Mentioned in this episode:

Rising Tide Members

If you haven't already downloaded this week's bonus content, you'll want to do that here. Not a member yet? It's free! When you register for email updates, you also get access to episode transcripts, worksheets, and other downloadables!

Credits and Sponsors

Fashion jewelry from Kerianne at FancyBargain.com. Tell her you saw her bling on Creative Freedom!

Music: "Welcome to the Show" by Kevin MacLeod
Licensed under Creative Commons: By Attribution 3.0

This week I had an AMAZING photo shoot that's been several months in the making. I knew when I landed in Nashville, starting over would take up a good portion of my first year here. I also knew that I had projects that still needed to move forward: I've been sitting on Creative Freedom for a while now, and The Damn Whippersnappers have promised to visit this summer for a recording session. So with a new book and new music in the works, of COURSE I needed to get the website redone.

A perfect storm for new pictures!

Only, I didn't know anyone in this town, so I had no idea how long I'd have to wait, how much it would cost, or anything. Luckily, my best friend, Google helped me out. I met Emily, a wardrobe stylist from Effortlesstyle here in Nashville. She came over, looked at my closet and said "let's just start from scratch, okay?"

hee. hee.

While I know how to clean up, I've never been at the bleeding edge of style, and I told her that. My closet is full of black, black, and more black - with a splash of solid color here and there. So I gave her a budget and she went to work. A week or so later, we met for the fitting. There was really only one piece I couldn't bring myself to like. Everything else was wonderful - and a lot of it I wouldn't have picked for myself. Like this floral top. When I first looked at it, all the voices in my head took a swing at me:

"Oh, you're too big to wear white!"

"That floral print is just going to draw all kinds of attention that you don't want."

I swallowed hard when she showed it too me. I knew Emily could sense my reluctance. "Just try it on." she politely insisted.

I did. We found a keeper.

I had just raised my threshold of belief around what was possible for my wardrobe. Emily's a professional that's been doing this for years. Despite that, it was hard to trust her at first because I didn't know her. I didn't believe she could style a plus-sized momma like me.

Luckily, she made it easy to like her, and her ensemble choices were on point, so trust came quickly.

Which was good, because the hair and makeup artist I had originally asked to do the shoot booked herself another appointment and was unable to make our shoot date. It wasn't her fault. I was trying to coordinate all the details myself, and things didn't come together. Frantic, I asked Emily if she had any suggestions.

"Oh, yes!" she said. "I've got my GIRLS!"

Panic turned to relief, but I had no idea how much I'd be paying for TWO people instead of one.

I swallowed hard again, and just trusted the process.

I arrive at Emily's house on the day of the shoot for hair and makeup. Mind you, two total strangers are about to have their way with my head. The ONLY thing keeping me from not showing up is the commitment I made to my photographer, Ashley.

That, and I trusted Emily. She hadn't steered me wrong yet, so I figured she wasn't going to start now.

I knock on the door, walk in, and I'm greeted by two of the sunniest, most enthusiastic women I've ever met. Both hard-working artists, both incredibly talented. Both eager to make magic happen.

Why did I ever doubt Emily?

Within minutes they are both working on me: Angela at the front, Genia at the back. We're chatting, really connecting, and they're making it easy for me to trust them. But...

I don't even know how much time has gone by, I can't see a mirror, and I'm still too nervous to eat any of the snacks Emily's put out for us. I did manage to down a glass of water, because I kept telling myself "it's gonna be hot outside, you don't want to die of heat stroke!"

Still, I think I managed to keep my self-doubt to myself as we talked about building a business doing what you love, something I'm pretty passionate about. My fear was, hopefully, masked by my enthusiasm for profitable creative businesses.

When they finished, I snapped a quick photo of my glam team and off we went to meet Ashley at Cumberland Park. When I got in my car, I had all I could do to keep from crying. I looked GOOD! Like, I almost didn't recognize myself. I had a vision of what I wanted for the shoot, and even hired Duane "The Hair Fairy" Edlao to cut my hair before I met these ladies to make sure that it would do what we wanted it to do. But to see it actually come to life?

Whoa.

We headed off toward Nissan Stadium to meet Ashley for the shoot. This is the first time we've met in person, and she looks happy, so I'm feeling more relaxed at this point. She's got some ideas about how to get in all the wardrobe changes and make the most of our time together.

The first few pictures felt awkward to me - because my inner critic was having her way.

"Who do you think you are? You're no super model." 

There was a couple sitting at a picnic table across the way. They both stopped and looked up as my entourage pulled up with all our gear. I joked about being famous, but inside I was a self-conscious mess.

Despite these women all being super talented professionals, my inner critic was having her way with me. I told Ashley to "just shoot everything" because I knew that candid moments would probably end up making the most "natural" shots, plus we'd get some behind-the-scenes shots, too, which would be great for me to share with my clients in A-club. In truth, I was just hoping that, if she shot everything, there might be something that I could use.

Good thing Emily was listening, because she took some great candids, too. Like the shot of Angela, above, touching up my face, or this one, which is quickly becoming one of my favorites.

When I saw the first photo, I knew I was in good hands and I could relax. That's when we had REAL fun!

We joked, got silly, and just enjoyed being together - creatives whose only agenda was to create. Make magic happen. That was all we had to do, and when we could really let loose and trust each other, poof! The magic was there naturally.

The rest of the hour-long shoot went by fast, and it really felt like we were a team - working together to tell a compelling visual story. I look forward to seeing the proofs that Ashley took. Here's a sneak peek from the back of Ashley's camera...

This photo shoot was a massive investment in the future of my company, and it would be easy to just stop there...

...But that would be the least important part of the story.

MOST importantly, this was an investment in ME.

As the pictures started appearing, people on Facebook started asking me what the shoot was for. It was easy to say "new book, new album, new website," but that wasn't entirely true. It was also a "new me" of sorts.

In the past, I would have tried to DIY as much as possible and keep everything on the cheap - not to be efficient or save money (though those are the excuses I would have used), but because of my own self-worth.

I put at least ten times the money into this shoot than any other shoot I've ever done. I'm not saying that to brag. I still feel strange about it, to be honest. I tell you this because there was a time in my life where I didn't believe I was WORTHY of investing "that kind of money" in me or my dreams.

Some days, I still struggle with my worthiness.

My early photo shoots were courtesy of my kid, or good friends who were skilled with a camera. I actually hired a photographer and hair/makeup artist for my last shoot because I wanted to get some specific shots for the album. I was leery then about spending "that kind of money" on a project that had no guarantee of completion, let alone success. But I was so happy with the results that I used those pictures all over the interwebs for a couple of years.

This time, I had a team of three incredible women who had my back the entire time (four, counting my photographer!). They probably had no idea of the "who do you think you are?" trash talk my inner critic was laying on me. At least, I hope they didn't. I am thrilled that they made it SO easy for me to just be ME in front of the camera.

But what's that got to do with pricing? Plenty.

The next day, I was talking with one of my coaches about my book, online course, and live event all built around the foundation of Creative Freedom. One of the last things she said to me was about the pricing for my upcoming event. I've been in a holding pattern for WEEEEEEKS because I haven't been able to decide how to price it or how and when to offer the online version. I told her I feel confident that I could easily charge twice the price because I believe it'll bring a solid 5-10x return on investment, but I was keeping the intro rate low because I wanted to fill the program (totally an ego thing, by the way).

When she looked at my pricing and asked about my motivations, she reminded me that sometimes, when we offer discounts and low-ball our pricing, it doesn't actually empower our clients, because we're modeling a behavior that comes from a place of scarcity instead of abundance. She then asked me "what if, by lowering your prices, you're denying your clients from having the same experience you just had at your photo shoot?"

Eyes Opened.

If you've got a healthy relationship with money, this probably doesn't apply to you, but if you struggle with naming a price that feels right to you because your inner critic is asking "who will pay that?" - this could be helpful.

The answer to the "who will pay that?" question isn't found in the circle of people you've been begging to buy from you. The answer is found in the faces of the people who light up when you enter the room and say "where have you been all my life!?!?"

Sadly, most of us build our careers around the former and not the latter.

This is one of the reasons I encourage my clients to develop a $25,000 offer... not because anyone will ever buy it (though it does happen), but because it gets you thinking differently, so that when you offer something for $2k or $5k, you'll feel more confident around the real value you bring to your work.

What could happen (for you and your potential clients) if you just created and asked for the price you want without all the baggage attached?

Because it doesn't matter what price you pick, there will always be someone that can't or won't pay it. But there are also probably a few people who will.

Owning your dreams, without selling your soul. Finding yourself and building a life and business that works for who you really are and what really matters to you. Making good money doing what you LOVE (and all the ladies from my shoot love what they do). THAT is what Creative Freedom is about, and I can't wait to share more of this new evolution with you.

Oh, and tickets for the virtual workshop and online event will be on sale soon. If you're not already on my list, get there to be one of the first to know about it!

One of the scariest topics for most of my clients - the one that brings with it the most baggage and emotional upheaval - is pricing. Right now, about half of my Incubator clients are stalled out on the decision to raise their prices. As early-stage entrepreneurs, there's a struggle between wanting to earn more and not being convinced that they can/"should" raise rates, for fear that they can't get enough clients to pay them the higher rates when they've been struggling at a much lower rate for a while. What they don't realize is that those lower prices are appealing to the wrong kind of audience, and until they can clear their head trash, they'll stay stuck at the lower pricing.

The myth of charging what you're worth

Although I've used the phrase before, I don't believe you can really charge what you're worth. First of all, you're a priceless masterpiece. No one can define your worth. They can, however, decide how much their willing to pay for your Great Work. You can influence that decision, but ultimately, it rests with the buyer. So it's less about charging what you're worth and more about telling a compelling story so that potential buyers are willing to pay your asking price. As Tara Gentile says "Pricing tells a story".  So what story does your pricing tell?

More often than not, pricing brings out a lot of hypocritical behavior. This week's episode explains how your inner hypocrite could be running your business into the ground.

Does your "inner hypocrite" control your pricing (or your business)?

Have you had moments in your business where you said one thing was important, but your actions revealed some other motivation? Have you experienced this "out of integrity" moment with other business owners? How did you handle it? Share your thoughts in the comments and be part of our Rising Tide.

Need support for your creative business? I have two openings in the Creative Freedom Incubator. Applications are accepted on a first-come, first served basis. If you're not ready for that level of hands-on help, join the growing community of supportive creatives in A-Club. We're here to help you grow.

A couple of years ago, I was hired on as the Marketing Director at Heart of Business. It didn't last long, and yet a whole bunch of great learning came out of it (for all of us!). Mark Silver, the founder, and I developed a stronger friendship and keep respect for what we each bring to the table. I was VERY fortunate to sit down with Mark this month and chat about all things money - from the evolution of Heart of Business (and Mark) to pay-what-you-can pricing models and taking on clients that aren't a good fit when you need the money. All that and much more in this short, 40-minute conversation. SO delicious. Enjoy!