Why Normal Pricing Advice Doesn't Work
Most pricing advice tells you to "know your worth" or "price based on value." This is useless because:
You already know you're undercharging - the problem isn't awareness
Value is subjective - you can't control how much someone values something
It's all theory - there's no practical system for actually making the change
The real issue is that you need a way to increase prices that feels safe, systematic, and removes the emotional weight of the decision.
The 3-Rep Method: How It Works
Here's the system I've used to help dozens of service providers systematically increase their prices without the fear:
Every 3 "no-brainer" clients, double your price.
That's it. But here's how to define a "no-brainer" client:
A no-brainer client is someone who:
Says yes to your current price without negotiation
Doesn't ask for discounts or payment plans
Seems relieved to find you (not just satisfied)
Thanks you multiple times throughout the project
The project feels easy relative to what you're charging
The Progression Looks Like This:
Clients 1-3: Charge your current rate (let's say $3,000)
Focus on delivering exceptional results
Document everything that works
Collect testimonials
Clients 4-6: Double to $6,000
Same service, same process
Watch for no-brainer signals
Refine based on what you learned
Clients 7-9: Double to $12,000
Add slight improvements from your learnings
Continue tracking no-brainer responses
Document what makes it worth this price
Continue the pattern...
Why This Method Eliminates Fear
1. You Have Proof It Works
By the time you raise prices, you've already proven the value with 3 successful clients. You're not guessing - you have receipts.
2. The Math Makes Sense
You're not trying to go from $3K to $20K overnight. Each jump feels reasonable because you've validated the previous level.
3. You Keep the Easy Clients
You're only counting "no-brainer" clients. This means you're pricing for people who already see the value, not trying to convince skeptics.
4. Failure Isn't Catastrophic
If someone says no at the new price level, you haven't lost anything. You go back to the previous level, get another no-brainer client, then try again.
Real Example: Casey’s Journey
Casey started at $2,300 for brand + website packages. She was getting "that's it?" responses but was afraid to raise prices.
Using the 3-rep method:
Clients 1-3: $2,300 (all said yes immediately)
Clients 4-6: $4,600 (still no-brainer yeses)
Clients 7-9: $9,200 (one negotiated, two said yes immediately)
Current: $18,400 and booked 2 months out
The key: she didn't jump to $18K overnight. Each step felt manageable because it was validated by the previous three clients.
The "No-Brainer" Client Signals
Watch for these responses that indicate you should raise prices:
What they say:
"When can we start?"
"That's totally reasonable"
"I was expecting it to cost more"
"That fits perfectly in our budget"
"Do you have availability sooner?"
What they do:
Pay the deposit within 24 hours
Don't ask for discounts or payment plans
Refer you to others before the project is done
Add services mid-project without questioning cost
Book you for additional work immediately after
What you feel:
The project feels easy relative to the price
You have extra capacity to go above and beyond
You're not stressed about covering your costs
You enjoy working with them
You'd happily do 10 more projects just like this one
Common Objections
"But what if the market won't bear higher prices?"
If you're getting no-brainer clients at your current price, the market has already told you it will bear higher prices. You're not testing the entire market - you're testing people who already value what you do.
"What if I lose momentum by raising prices?"
You're only raising prices after proving demand at the current level. The momentum comes from working with better clients who value your work more, not from volume.
"What if my work isn't worth that much?"
Your work is worth what no-brainer clients pay for it. If three clients happily paid $5K, your work is worth at least $5K. The next test is whether it's worth $10K.
"What if I get fewer clients?"
You will get fewer clients. That's the point. You want clients who value what you do enough to pay properly for it. Quality over quantity.
Advanced: The Reset Strategy
Once you reach a price where you're no longer getting no-brainer clients consistently, you have two options:
Option 1: The Plateau
Stay at this level and fill your capacity with clients who value your work at this price point. This is perfectly fine and often the right choice.
Option 2: The Reset
Create a new, lower-priced offering that strips out some elements but maintains the core value. Start the 3-rep method again with this new offering.
Example: If you plateau at $15K for full brand + website, create a $7,500 "website refresh" offering and start the cycle again.
The Long Game
This isn't just about raising prices. It's about systematically positioning yourself to work with clients who value what you do. Higher-paying clients tend to be:
Less demanding about timeline
More collaborative and trusting
Better at communicating their needs
More likely to refer similar clients
More appreciative of good work
The 3-rep method gets you there without the anxiety and guesswork that keeps most service providers stuck at the same rates for years.
Your Next Step
Look at your last 10 clients. How many were "no-brainer" clients at your current pricing? If it's fewer than 7 out of 10, focus on finding better clients at your current rates first. If it's more than 7 out of 10, you're ready to double your prices for the next inquiry that comes in.
The fear of losing clients by raising prices is normal. But the cost of staying underpriced indefinitely is much higher than the risk of losing a few clients who don't value your work properly.
Here’s to your next raise 🥂
