My Hypnosis Clients Are Saying I'm Too Expensive (What Do I Say?)

(Video transcribed)

Next question is, “Scott, my hypnotherapy clients are saying that $150 is too expensive. What do I do?” So my hypnotherapy clients are saying it’s too expensive. So they’re not clients yet, but they’re saying $150 is too expensive. This is a great question, and this is where I would say about 90% of the industry is stuck because I was at one point too. I’ve explained this in another video. I’ll leave that link below. I highly recommend you check that. It’s a full presentation I put together on this. But I’ll give you the overview now. If your clients are saying it’s too expensive, a couple of things are going on. It’s more than likely you’re a generalist. So it’s sort of like, “I can help you with anything at any time. Just pay me and I’ll help you.” But the big thing is you are selling hypnotherapy, or you are selling coaching, or you’re selling NLP.

With so much competition in the industry, if you are selling the same thing as everybody else and someone categorized you as just another hypnotherapist, which is a very dangerous categorization to be given, you’re just another hypnotherapist, another NLP practitioner. All you are basically doing in a sort of roundabout way is you’re giving your client choice. We do not want to give our clients choice as to, well, Scott’s just another hypnotherapist. He charges $200. Joe Blogs down the road, he’s also a hypnotherapist. He charges 150. But Jane Blogs is another hypnotherapist, and she only charges 50. I’m just going to go with Jane. That’s what happens. Whether you believe it or not, or whether you see it happening, that’s what your clients are going to do because there’s far too much choice. There are so many hypnotherapists and coaches doing all the goddamn same thing, same marketing, same approach, same offer, drastically undercutting each other for prices.

I mean, just last week I saw hypnotherapy sessions going for $6 as long as you buy 10, which is just ludicrous. I don’t know how people come up with this stuff. Hopefully it’s not something they’ve learned in a course, because if so, that instructor needs to be shot and kicked out of the industry for teaching that crap. But regardless, if you give your clients choice over you, of course they’re going to go looking for a cheaper option. You can argue all day long and say, “Well, I’m more qualified. How dare they? The industry sucks. No one buys my stuff.” You can’t blame other people. You’ve got to look at what you are doing because you’ve only got control over that. So if they’re finding that that’s expensive, stop selling hypnotherapy and coaching. Start selling results. That’s what clients pay for. Drop the identity of being a therapist, a coach, a hypnotherapist, NLP, RTD, whatever it is, whatever you call yourself, drop that identity because all you’re doing is you’re lumping yourself together with everybody doing the same thing.

So when you start selling results and you start being able to educate your clients on the results, and you make it make sense to them as to why you are so expensive and $150 is cheap. And we’re not even talking about the economics of the business and how your business will suffer, check out the video below, I talk more about the economics. But when you have a very high price, it’s going to take some time to educate your clients on why you are so high. You want to answer all that common questions, all of their objections to the point where they know this is quite a cool thing. When your clients know you are more expensive than everybody else, but it makes sense to them logically that they’re going to pay a higher price, because you are focusing on results, they’re going to get a result with you.

So it’s quite funny to have students all the time messaging me back that are in my 100K coaching program say, “Scott, I went from charging $100, now to $1,500, and clients were saying no more.” Were saying no more times at $150. Now at $1,500, they’re paying in full. How does that work? It doesn’t make sense to me. It’s because we’re teaching them how to sell results over the way that you do things. As soon as you lump yourself together with every other therapist or a coach, regardless of how many certifications you say you have, how much experience, how much rapport or connection or energy you put out into the world, all of that shit doesn’t matter as soon as your potential clients see you as just another hypnotherapist or another coach, of course they’re going to say it’s too expensive.

So check out the video below. I show you how to adjust the entire thing. I’ll actually also leave another video below that, which is an entire … It goes for about an hour. It’s an hour presentation on how to price your services correctly, how to do this correctly, how to explain it, how to teach it, how to sell it, and all that stuff. I’ll leave those two videos below. Go check that out and that’ll answer your question. So hopefully that makes sense. And guys, I’ll see you in the next video. Bye for now.