When selling high-ticket services, don't raise prices incrementally. Instead, make a significant jump (e.g., from $3,800 to $8,000). If it doesn't sell, you've gained valuable market data and can simply re-price the next cohort. The upside of finding a new price ceiling far outweighs the risk of a single failed launch.

When a prospect asks for a free pilot, treat it as a sign that you failed to build enough confidence in the outcome. Instead of agreeing, diagnose their uncertainty by asking what they still need help predicting. This shifts the conversation back to value and avoids deploying your best resources on your least committed customers.

When you've built an audience on pure authenticity and haven't yet monetized, the first 'ask' is daunting. The best approach is to 'break the fourth wall.' Create content explicitly asking your community how and if you should monetize. This makes them co-creators in your business, preserving trust.

Instead of asking for a budget, which can feel confrontational, state a typical investment range for your solution. This anchors the price, makes the conversation less awkward, and positions you as a transparent consultant by asking where they fall within that range based on their research.

To overcome the paralysis of perfectionism, create systems that force action. Use techniques like 'time boxing' with hard deadlines, creating public accountability by pre-announcing launches, and generating financial stakes by pre-selling offers. These functions make backing out more difficult and uncomfortable than moving forward.

Don't let your personal perception of what's 'expensive' limit your earning potential. Set your price high based on the value you provide. It is easy to lower a price that gets no buyers, but impossible to know if you could have charged more if you start too low. Never say no for the customer.

Counterintuitively, sharing your best knowledge for free builds immense trust and authority. This strategy proves your expertise and makes potential clients eager to purchase your paid implementation services, overcoming skepticism in a crowded market.

When approaching someone, anticipate their mental checklist of objections and neutralize them upfront. Mentalist Oz Perlman did this by establishing a time limit ("I only have a minute"), building credibility ("the owner brought me in"), and removing the fear of a transaction, all within seconds.

Instead of hiding price until the end of the sales cycle, be transparent from the start. Acknowledge if your solution is at the high end of the market and provide a realistic price range based on their environment. This allows you to quickly qualify out buyers with misaligned budgets, saving your most valuable asset: time.