A conversation that keeps coming up with clients lately is money guilt. This is always a thing, but the wonky uncertainty in the economy is really getting to people.
Whether they’re asking for a raise, quoting a potential client, or considering raising their prices, they hit a wall – not because the numbers don’t make sense, but because guilt gets in the way.
Here’s what I tell them:
If you’ve ever avoided asking for more because you felt bad, it’s not really about money. It’s about self-worth. You have to keep the fact that you provide value front and center and ahead of your concerns about other people’s wallets, which is based on an assumption.
But I get it. Sometimes this is easier said than done.
When clients get stuck on the guilt train, I walk them through a simple 3-step process to shift their mindset:
Calculate your true costs.
Not just your billable time – Everything. What does it take to run your business, stay trained, and deliver excellent work? You’re not being greedy. You’re covering your investment and deserve a return.
List your contributions.
What results do you create? What problems do you solve? What value do you add? Get specific. If you’re a coach, what transformation are you making possible? If you’re in-house, what success do you make easier?
Reframe the conversation.
It’s not about “Can I ask for this much?” It’s about “Here’s what you gain when you hire me.”
One client of mine was charging $500 for work that saved her clients $5,000 in avoidable mistakes. Once she saw that clearly, the guilt disappeared, and I was finally able to help her align her pricing with her impact.
Here’s the truth: Undercharging isn’t noble. It leads to resentment, burnout, and half-hearted effort. This kind of sacrifice never pays off the way you think it will. Nobody wins.
Take time this week to write down the actual wins you help make happen. Strip the guilt. Look at the facts.
Reply below and tell me: What’s one powerful contribution you make? Let’s name it and celebrate it.
You provide great value. It’s time to charge like it.