Reader,

Welcome to your weekly newsletter! Each week I share what I'm seeing work in business, what's happening behind the scenes of my own, what's coming up, and one simple sales insight to focus on.

You don’t have a pricing problem.

If the thing you keep hearing is “I don’t have the money right now,” “it’s too expensive,” or “I wish I could, but…” to offer a different perspective on what’s happening.

You probably don’t have a pricing problem.
You have a value problem.

Most people technically have access to money one way or another: a credit card, a payment plan, a loan from family. So “I don’t have the money” usually isn’t the full truth.

What’s actually happening is this: they don’t see the value clearly enough yet to make finding the money worth it.

Many people will say that money is the only factor in their decision, when that is not actually the case.

I learned this from one of my own clients. He told me he ended up paying me twice what another coach had quoted him for business coaching.

So I asked him why.

He said it was because I actually listened on our discovery call. I asked questions that helped him get clear on what he really wanted, and by the end of that call he trusted me to help him get there. The cheaper coach hadn’t shown him that same curiosity, so the lower price felt like the bigger risk.

He didn’t choose me because I was cheaper. He chose me because he could see the value, and he saw it because of the questions I asked and how he felt at the end of our call, not because of a pitch.

That’s what good questions do. They help someone discover the value for themselves. And when someone sees the value clearly, the money objection usually stops showing up.

Try this: the next time you hear “I don’t have the money,” don’t drop your price. Get curious instead. Ask, “Besides the investment, what else is making you hesitate?”
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Their answer will tell you whether this is really about money or whether something still isn’t clear.

Want the exact questions?

If you want the questions, scripts, and objection responses that help people see the value of what you offer, they’re all inside the Sell Your Thing Bundle.

You get the complete Sell Like A Natural Challenge recordings and workbooks, plus the entire Practice Growth Bundle: marketing planner, sales scripts, objection cheat sheet, discovery call guide, and two bonus trainings.

It’s only $197, and 100% of every sale goes toward sponsoring a ticket to The Thing for a practitioner who needs to be in that room but can’t get there on their own. (More on The Thing below.)

For the next 48 hours, there’s a flash bonus. Grab the bundle by WEDNESDAY 10/14 AT MIDNIGHT and I’ll add a free 30-minute sales coaching call with me.

Bring the conversation that keeps stalling, the offer you’re not sure how to talk about, or the objection you keep hearing, and we’ll work through it together.

​GRAB THE SELL YOUR THING BUNDLE​

You can also gift the bundle to a friend or colleague who needs help with their sales confidence.

Is this your season?

There’s a pattern I've been noticing in the practitioners that I work with.

They’re usually somewhere in their mid-30s to mid-40s. They’ve been in business for a handful of years. They’re fabulous at what they do. Most of their business runs on referrals, and they’ve got a solid base of loyal customers.

And yet, things feel stale. They’re doing the same thing over and over and getting the same results. They’ve tried running their business the way they’ve seen other people do it, and it just doesn’t fit. Or they’ve avoided doing things because they didn’t like how other people did them, but they’re not sure what their own way looks like yet.

Underneath all of that, there’s another feeling. You’re coming into your prime working years, you feel the clock ticking, and you want to make the most of them. And there’s a part of you wondering if you’ll ever be more successful than this.

Not successful by someone else’s definition. It might not be a million-dollar practice. It might be consistent $20k months, more time with your family, or finally making the impact you know you’re here to make. You might not even know what it looks like yet.

Here’s what I want you to know: time isn’t running out. But that feeling is worth listening to because it usually means you’re ready. ✨

The people who feel this aren’t missing talent. They’re missing clarity on what they actually want, a way of running their business that fits how they’re wired, and someone to hold their feet to the fire so they stop coasting.

That’s what we do in 1:1 coaching.

A lot of it is me asking you good questions and being your sounding board while you figure out what you want.

We look at how you’re wired, and the things you’ve always seen as flaws start to look like strengths.

Then we get practical: your systems, your marketing, your sales process, all built around you instead of someone else’s playbook.

When that clicks, I watch the lights turn on. Things start moving fast.

I have room for two new 1:1 clients this month.

Start with a no-pressure connect call. We’ll talk about your goals and what’s getting in the way. If 1:1 is the right fit, I’ll tell you. If it isn’t, I’ll tell you that too, and point you toward what is.

​Book A Call​

New on the podcast: From Burnout to 15 Hours a Week with Dr. Vanessa Gale

The very first episode of The Simple Profitable Practice is live, and my first guest is Dr. Vanessa Gale: chiropractor, nervous system strategist, and creator of The Energy Rich Woman.

Vanessa’s first practice was built for high volume, with a lot of overhead and a lot of hustle. It burned her out. She rebuilt from her dining room, then a small room in a yoga studio, and now runs her own practice working 15 hours a week, tops, while homeschooling her daughter.

We talk about:

• How her definition of success shifted from big revenue goals to time freedom
• Her three-tier practice model, and how her online offering supports her in-office work
• Taking two weeks off for a trip to Japan and coming back to one of her highest revenue months of the year
• Using human design to stop running her business in a way that drained her
• The one tool that made her practice simpler

If you’ve ever thought you had to choose between a profitable practice and a life you actually enjoy, this one’s for you.

​LISTEN TO THE EPISODE​

Listen in next week for a solo episode called Marketing Made Simple, where I give you my favorite marketing tools!

Let's hang out and learn together at The Thing, Orlando, Nov 13-15

The Thing is a creative leadership conference for people who are serious about doing their thing, and even more serious about doing it with others instead of doing it alone.

There’s no green room. The 20+ speakers and guides sit right next to you all weekend, so the conversations and partnerships in that room are a big part of why you go.

​Register here and use code IMWITHJULIE for 10% off. (Yes, that’s an affiliate code. You save $50+, I earn about $30 from each ticket sale.)

Have a FABULOUS week!

Your Coach,

Julie Jones