Have you ever felt guilty telling your clients you’re gonna raise your rates?
Mindy, a Craniosacral Therapist, struggled with this awhile back.
It had been a couple years since she last upped her fees.
And she knew she did good work.
But she worried about turning her clients off. And even driving them away.
That’s why I suggested she send them a letter I call a “Gratitude Sandwich.”
When she did?
Her clients shocked her.
They said things like:
“Heck yeah, you’re raising your rates. You should have done it a year ago!”
“Thank you so much for your touching letter.”
“It’s about time.”
And my personal favorite:
“It wouldn’t matter what you charged. I’d be there.”
So, would you like to raise your rates without losing your clients — or your integrity?
Follow these 6 steps.
Step 1: Decide On the Exact Date
In just a few moments you’ll read a bit about when to raise your rates.
What’s most important now is simply this: Make the decision to do it.
And don’t leave it in your head. Get it on the calendar.
You want to see it every day. In living color.
Step 2: Measure the Value of Your Work Accurately
Most therapists make a big mistake.
They believe their value is in the time they spend with a client.
But your worth is never about the time.
It’s about the transformation.
It’s about the outcomes your clients get.
And how those results change their lives.
Think about it.
What gets to happen for them when they’re free of pain and stress?
When they have greater range of motion?
When they’re breathing deeper, focusing better, and sleeping more soundly?
That’s where you’ll find the true value of your work.
To measure it accurately, make a list of every potential outcome Craniosacral Therapy provides.
And don’t stop until you’ve got at least 30.
Then look for the tangible effects of those outcomes.
Imagine you’re following your favorite client around for a day.
You’re watching over her shoulder.
And you’re seeing her in situations that show you she’s experiencing the benefits of your work.
How is she responding at work when she’s flexible and free of pain?
How is she empowered to think more creatively?
And even generate a healthier income?
When she’s at home, what’s she doing with her kids now that she’s energized and grounded?
And how is she responding to her partner?
Even her big goals and dreams?
Remember, no matter how talented you are, you’ll discover what your work is worth in that transformation.
Not the treatment room.
Step 3: Craft Your Gratitude Sandwich
This is a letter to your clients that begins — and ends — with your appreciation.
Then your fee increase is tucked in the middle.
Here’s how Mindy’s Gratitude Sandwich began:
“I am honored to have the opportunity to partner with you on your journey to health and well-being. I deeply respect your commitment to becoming whole, and living a full and rewarding life.”
And here’s how it ended:
“I appreciate your support during this journey of growth. And I look forward to continuing to partner with you to help you achieve health and well-being.”
So, what do you love about your clients?
What do you want to express from the heart?
This is your opportunity to share.
Step 4: Place the Rate Change In the Center … But Only As a Small Bite
So, how do you tuck a fee increase between those layers of gratitude?
Tell your clients when your rate will be “adjusted.”
But DO NOT state the new fee.
Instead, tell them the difference between the old rate and the new one.
Let’s say your session fee is going from $125 to $140.
You’d tell your clients you adjusted the rate by only $15.
Notice how tiny that is compared to $140?
It may feel like a big gulp to you.
But it’s only a small bite for them.
Step 5: Urge Your Clients to Stock Up Before the Rate Changes
Give them the opportunity to prepay for sessions they can use throughout the year.
That’s a gift for them and for you.
Another therapist emailed her Gratitude Sandwich to her clients.
And she brought in an extra $1,000 over the next 2 days.
Step 6: Just Send It
By this time you’ve done your best, right?
You’ve decided on a date to raise your rates.
You’ve measured your value accurately.
You’ve crafted a heartfelt Gratitude Sandwich.
And you’ve given your clients the opportunity to stock up on their sessions.
The only thing left to do?
Just send it.
Like Mindy, you’ll be pleasantly surprised by the results.
So, why am I talking about raising your rates now?
Because back in January I taught a class for the World Massage Conference.
And in it I mentioned the 2 best months of the year to raise your rates.
One of them is coming up soon.
Want to know which one it is?
That’s a story for the next article.
Stay tuned …