If your service business has hit a revenue ceiling, the problem probably isn't your offer, it's your pricing. In this episode, pricing strategist and author Linda Hunt introduces the concept of the "minimum aligned price," the pricing floor below which you're actually paying your clients to work for them. Linda covers the three points at which service businesses start to show weakness: the pricing conversation, scope creep inside the work, and a lack of repeatable processes. If you've been bootstrapping your way through growth, this is the formula for building the business that scales with you.
In this episode of The She Leads Podcast, Adrienne Garland's guest is Linda Hunt, founder of Sum Solutions, author of The Money Conversation, and the financial architect known to the women she works with as the money clarity catalyst.
Linda makes the case that "I cannot afford it" is almost never the real objection. Clients always find the money for what they value, but a discount in that moment teaches them they were right to hesitate. She also walks through the cost of scope creep on a high-touch client and why a defined service process is what lets the work actually scale.
Linda introduces her free Perfect Pricing Formula and the principle that changes how women build service businesses: price your services from day one as if someone else were going to be doing the work, not you.
Chapters:
💼 02:38 Linda Hunt's corporate dropout origin story and the bookkeeper trap
🧠 07:31 Why women run their businesses the way they ran corporate
🔧 11:38 Where a service business breaks: pricing conversation, scope creep, no process
💰 17:30 Why "I can't afford it" is almost never the real objection
📐 20:30 Defining how you deliver, even when it costs you the wrong clients
🧮 28:49 The Perfect Pricing Formula and finding your minimum aligned price
👥 36:05 Pricing as if someone else will do the work
🚀 39:28 Hiring before the work arrives, and what scales with you
Links:
The Money Conversation and a free chapter: moneyconversation.net
Website and a free tool: sumsolutions.com
Reach out to Linda Hunt to calculate your floor and rebuild your packages around how you actually deliver the work.
Thank you to our podcast sponsor
Go From Expert to Thought Leader with the Genius Discovery Program.
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XO
Adrienne
- (02:38) - 💼 Linda Hunt's corporate dropout origin story and the bookkeeper trap
- (07:31) - 🧠 Why women run their businesses the way they ran corporate
- (11:38) - 🔧 Where a service business breaks: pricing conversation, scope creep, no process
- (17:30) - 💰 Why "I can't afford it" is almost never the real objection
- (20:30) - 📐 Defining how you deliver, even when it costs you the wrong clients
- (28:49) - 🧮 The Perfect Pricing Formula and finding your minimum aligned price
- (36:05) - 👥 Pricing as if someone else will do the work
- (39:28) - 🚀 Hiring before the work arrives, and what scales with you
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