(And Why It Had Nothing to Do With Discounts)
I still remember the moment.
It was a Thursday afternoon. I was pacing around my office, glass of water in hand, mentally preparing myself for a discovery call that could lead to my biggest client yet.
The stakes were high. I’d just raised my rates. My services were now sitting firmly in high-ticket territory. I knew the value I brought, but a small part of me wondered, Would they see it too?
The call started like many others: polite intros, a bit of background, some light rapport-building.
Then it happened.
The client asked: “So, what’s your rate?”
And right there, I had a choice:
Over-explain. Discount. Apologize.
OR
Stand in my value.
The Old Me Would’ve Said…
“I usually charge X, but I can do Y…”
or
“If that’s too much, I can offer a payment plan…”
or
“Let me know what works for your budget…”
Sound familiar?
But this time, I did something different.
What I Actually Said on the Call
“What I offer is a high-impact strategy that helps service providers confidently price their work, close high-value contracts, and stop leaving money on the table.
The investment is $10,000.
And that covers not just strategy, but implementation, clarity, confidence, and long-term value.
I don’t just work with you. I build with you.”
Then I stopped talking.
I let the silence sit. I didn’t fidget. I didn’t fill the space with nervous chatter.
And you know what?
She said yes.
No back and forth. No “let me think about it.” No need for a discount.
The Real Lesson?
High-ticket clients aren’t buying your hours.
They’re buying your clarity. Your confidence. Your outcome.
When you fully own your expertise, people feel it.
And the right people will pay for it.
The Script You Can Practice
Try this the next time you’re on a call:
“Here’s what I do: I [state your outcome-driven offer].
This is not a one-size-fits-all solution, it’s a high-impact, high-value transformation.
The investment is [$X].
I deliver results that reflect that investment, and I only work with those who are ready to move at that level.”
(Pause. Don’t rush. Let them respond.)
If you want to attract premium clients, you need to show up with premium energy. That starts with clarity, confidence, and a refusal to negotiate against yourself.
You’re not for everyone.
But you are exactly right for the people who are ready to say yes.
It’s not about lowering your price.
It’s about elevating your positioning.
📥 Want my full client conversation framework?
Let’s work together and get you confidently quoting your worth without flinching.