96. The Value Triangle: How Much Should You Charge for Advisory Services?

Have you ever quoted a price and instantly regretted it? I know that feeling—the knot in your stomach when you know your services are life-changing, but you lower the fee just to get the “yes”. It’s a cycle that traps so many of us in an overworked, underpaid, and unfulfilling business.

In this episode, I’m pulling back the curtain on why this happens and how to fix it for good. It’s not about being greedy; it’s about being smart and pricing with purpose. I’ll introduce you to my simple but powerful framework, the Value Triangle, which aligns your self-belief, the results you deliver, and how clients perceive you. This is the key to confidently charging what you’re truly worth and finally building a business that gives you the freedom, energy, and income you deserve. It’s time to stop guessing and start earning.

Key Takeaways:

1. If an advisor doesn’t fundamentally believe in their own value, no pricing strategy will work, as they will always find a way to discount or undercharge.

“Your pricing will never rise higher than your self-worth.” – Amanda C. Watts

2. Clients Invest in Outcomes, Not Effort.

“They actually care about what is going to be different after they work with you. They care about the transformation.” – Amanda C. Watts

3. How an advisor is branded and positioned can be more influential on their fee than the service itself.

“The work might be the same that you’re doing, but that perceived value – that is where the profit lives.” – Amanda C. Watts

4. Premium clients are looking for a confident expert to solve their problems, and an unusually low fee signals a lack of confidence and value.

“When your prices are too low, high-value clients don’t take you seriously. They actually want results, and they want to feel confident when they make a buying decision.” – Amanda C. Watts

5. Productising Your Service Creates Clarity and Confidence.

“When you productise your value, you stop guessing, and you start building a business around what actually works.” – Amanda C. Watts

Actionable Insights

Ready to put this into practice? Ask yourself…

1. What if you had an undeniable book of proof of your own impact, ready to silence your inner critic the next time you hesitate on a price?
2. Where are the hidden leaks in your pricing strategy? What would be revealed if you honestly scored yourself on the three critical corners of the Value Triangle: Belief, Delivery, and Perception?
3. Are you accidentally showing up as a disposable pen when you’re delivering a luxury service? What would your ideal client conclude about your value based solely on your website and social media presence right now?

If you’re ready to find the answers and build a pricing model you can be proud of, DM me the word TRIANGLE on LinkedIn for my free Pricing Confidence Worksheet.