Thinking about raising your rates? Use this sweet strategy

Recently, I was speaking with one of my coaching clients about raising her rates, and she was worried about running her clients off, driving them away.

I think everybody, including me, can identify with those worries.

If you're thinking about raising your rates, use a strategy I learned years ago from Sharon Desjarlais. It's called a Gratitude Sandwich.

Here's five steps that will get the job done to raise your rates without losing your clients or your integrity.

Step 1: Be intentional and decide on the exact date. Get it on your calendar. That way you won’t forget or be tempted to let it slide.

Step 2: Measure the value of your work accurately. Most therapists make a big mistake: They believe their value is in the time they spend with a client.

But your worth is never about the time. It's about the transformation. It's about the outcomes your clients get and how those results change their lives. Take about ten minutes and write down all the benefits that your clients get from their time with you. Do they have a greater range of motion? Are they breathing deeper? Sleeping more soundly?

Even if you aren’t planning to raise your rates, this is an excellent and joyful exercise to do.

Step 3: Craft your Gratitude Sandwich email. This email begins and ends with appreciation. You tuck your fee increase in the middle. Here's an example. “I am so honored to have the opportunity to partner with you on your journey to health and well being. I deeply respect your commitment to becoming whole and living a full and rewarding life. “
The ending would be something like: “I appreciate your support during this journey of growth, and I look forward to continuing to partner with you to help you achieve vibrant health and well- being.”
What do you love about your clients? The Gratitude Sandwich is your opportunity to open your heart and share.

Step 4: Tuck the rate change in the center of your email. Tell your clients when your rates will be effective but DO NOT state the new fee. Instead tell them the difference between your old rates and the new ones.

Let's say your fee is going from $125 to $140. Inform your clients you're changing the rate by only $15.

Notice how tiny that is compared to $140. It may seem like a big gulp to you, but it comes across as only a small bite for them.

For some added oomph, reinforce your client's decision to invest in themselves. Here's an example:
“The good news is you'll continue to enjoy a multitude of effects, such as feeling deeply relaxed and fully present as pain is eliminated from your body and mind, moving with ease and grace every moment of the day so you can do the things like lift your arm to put on deodorant without aid or walk with confidence, without a cane.”

Step 5: Just send it! You've done your best. You've decided on a date to raise your rates. You've measured your value accurately. You've crafted a heartfelt gratitude sandwich. You'll be delighted by the results.

Remember, you can create a business that fills your soul and your bottom line!!

*Adapted from Sharon Desjarlais article in Massage Today October 2018 - How to Raise your rates without losing your clients