Setting Your Fees: Charge What You’re Worth, and Make Yourself Worth It [PODCAST]

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“We’re talking about money — and money is scary to talk about.”

—  Annie Frisbie

How do you set your fees so that they’re fair and compassionate to your clients… without undervaluing your worth?

In this episode, we talk through the tough topic of setting your fees for your private lactation practice.

Money is an uncomfortable topic for many people, especially women. And it can be difficult to ask for what your work is actually worth (or even realize your worth in the first place). But you’re not truly serving anyone when you set a low bar for your pricing. To run a business, you need to have money.

When it comes to choosing a number for your pricing, nobody wants to be in a race to the bottom — including your clients! Undercharging not only prevents you from making the type of income that your work deserves, but it can hurt the profession as a whole… as well as your clients. Charging too little can lead to demotivation, resentment, and “calling it in” during your client visits. Your fees and revenue goals should challenge and motivate you to be the best lactation consultant you can be, and provide you with a living.

It’s important to know your worth as a business owner, and to represent that fairly within your specific market. For this reason, market research is a must when figuring out your fee system. The next step? Learning how to effectively communicate your incredible value through your marketing.

Once you’ve set your rate, you can begin working towards long-term goals for your business as a whole. So, let’s get started.

In‌ ‌this‌ ‌episode,‌ ‌you’ll discover:‌ ‌

  • How to come up with your fees — and what your fees say about your business

  • Why a sliding scale system is the most ethical, professional way to offer lower rates

  • How to communicate your value — and where to make your best client-attracting connections

“Don’t look for your fees to solve that very complicated world problem which is that people can’t afford lactation services — you are not going to fix that by having low fees.”

—  Annie Frisbie


01:30  Leah’s marketing moment

05:04  Why is fee-setting so scary?

08:10  Danger of underpricing

11:22  Coming up with your number

16:53  Goal-setting benefits

18:19  Intention & challenge

20:14  Pricing comparisons

23:14  Low-income clients

26:28  Presenting your fee & value

34:10  Annie’s tech tip

37:28  Manifesting

Setting Your Fees So You Can Achieve Your Goals (Free PDF)

Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz  

Find our Deeper Dive into Business Setup + more in the Lactation Business Coaching Deeper Dive Vault. Memberships start at $15/month.

Lactation Business Coaching Deeper Dive Memberships

About Us

Leah Jolly is a private practice IBCLC with Bay Area Breastfeeding in Houston, Texas. Annie Frisbie is a private practice IBCLC serving Queens and Brooklyn in New York City, and the creator of the Lactation Consultant Private Practice Toolkit.

About the Author

Lactation Business Coaching

We're Annie Frisbie MA, IBCLC and Leah Jolly IBCLC. We share a passion for compassionate and professional lactation private practice and meeting our business goals while helping families reach their feeding goals. Each time we talk, we learn something new and we’re inspired to keep ongoing. We have regular podcasts and interactive Deeper Dives.

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