🚀 Module 6: Pricing Psychology & Revenue Math

Confident pricing and income planning.

⏱️ 60–75 minutes Difficulty: Intermediate
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By the end of this module, you’ll set a clear monthly revenue target, price your offers with confidence, and use simple math to know exactly how many clients (and sales calls) you need each month to hit your number.

2. Why It Matters

Pricing shapes your positioning and your paycheck. Undercharging creates burnout and stalls growth. Reverse-engineering your target monthly revenue into packages and client counts gives you clarity, focus, and predictable income — the foundation for a sustainable health practice.

3. Step-by-Step Guide

1

Set Your Target Monthly Revenue

Pick a real number that covers living costs, business expenses, taxes, and savings (e.g., $8,000/month). This is your north star.

Pro Tip: Add 25–30% for taxes and 10% for growth to avoid “surprise” shortfalls.
2

Define Your Core Offer

Choose 1–2 main packages (e.g., 12-week 1:1, small group, or membership). Fewer offers = simpler math & easier sales.

Pro Tip: Lead with the offer that delivers your signature transformation fastest.
3

Do the Revenue Math

Clients needed = Target Monthly Revenue ÷ Price per Month. Example: $8,000 ÷ $800 = 10 active clients.

Pro Tip: Use the calculator below to model different price/goal combos.
4

Price with Psychology

Use round, confident numbers ($200, $750, $1,200). Sell outcomes and value, not hours.

Pro Tip: Reframe as daily cost (“$12/day for full program support”).
5

Offer Good-Better-Best

3 tiers guide choice and lift average order value. Make the middle tier the “Best Value.”

Pro Tip: Use bonuses instead of discounts to protect perceived value.

4. Examples & Options

Example: Target = $6,000/month. Program = $750/month (3-month commitment). You need 8 active clients. With a 50% close rate, that’s ~4 booked calls/week (assuming 4 weeks/month) to add 2 clients/month.

DIY

Google Sheets/Excel — simple calculator + pipeline tracker.

Mid-level

Notion or Airtable — templates for pricing scenarios and MRR tracking.

Advanced

Practice Better / Kajabi — offers, payments, analytics, and revenue dashboards.

5. Common Mistakes to Avoid

  • Pricing from fear. Instead: Price from outcomes and capacity.
  • Too many offers. Instead: Focus on 1–2 that sell easily.
  • No math behind goals. Instead: Reverse-engineer targets every month.
  • Discounting habitually. Instead: Use time-limited bonuses or payment plans.
  • Hourly framing. Instead: Package around transformation and access.

6. Quick Win Highlight

💡 Quick Win: Write your target monthly revenue and divide by your package price. That’s your client target for this month. Put the number somewhere visible.

💬 DM Prompt
“I help [ideal client] achieve [specific outcome] with my [program]. I have space for [X] new clients this month. Want the details?”
Mark Complete ✅

7. Mini-Implementation Exercise

Revenue Planner — Inputs

Tip: If you sell multi-month packages, use the per-month payment amount for “Price per Month.”

Your Numbers — Results

Clients Needed (Active)
10
Calls Needed / Week
4

Formulae:
Clients = Goal ÷ Price.
Calls/week = (Clients ÷ Close Rate) ÷ Weeks.

Fill-in: My monthly revenue goal is $8000. My core price is $800/mo. I need 10 active clients, which requires ~4 calls/week at a 50% close rate.

8. Tools & Resources

Google Sheets

Fast revenue math and monthly target tracker.

Notion

Templates for pricing scenarios, pipeline, and MRR.

Practice Better

All-in-one coach ops with packages, payments, analytics.

Kajabi

Offers, memberships, automations, and dashboards in one.

Airtable

Visual database for offers, clients, and income projections.

9. Checkpoint / Success Criteria

✅ Target monthly revenue chosen and written down.
✅ 1–2 core offers defined with per-month pricing.
✅ Clients needed and weekly calls calculated.
✅ Price framed using outcome-driven messaging.

10. Summary & Next Step

  • Pick a realistic monthly revenue target (add taxes + growth).
  • Reverse-engineer clients needed with simple math.
  • Price confidently and package outcomes, not hours.
  • Use 3 tiers to lift conversions and average order value.
Next → Module 7 Package Setup