A consultant boasted about helping their client so much that they got their money back 19 times over, compared to what they paid him.
He felt great about it and wore that success like a “superhero cape”. What I saw was a red flag.
That kind of ROI doesn’t JUST signal genius—it ALSO screams underpricing.
It’s like selling a fine dining experience for McDonald’s money.
The client will be delighted, for sure, but also worried. As we all know, things that seem too good to be true usually are not true.
So the question that a client will ask themselves is – W_hy did that happen?_
There are many possibilities, but most of them are not positive.
– Did I get a significantly lower price because the consultant took big risks I didn’t know about, and got lucky?
– Is the consultant a beginner who doesn’t know how pricing works in my industry for this kind of result?
– Or was something important quietly left out of the service, and the result could have been even better if the full price had been paid?
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Most clients expect 3x ROI. They celebrate at 5x. At 19x, it’s extremely hard not to lose control of your pricing narrative.
Clients may not pay much attention to our craft, but they sure do pay attention to the money involved. Every price tells a story. And this one’s saying, I’m guessing at my value.
Pricing isn’t just a number. It’s your positioning, value, and self-respect made visible. Whether you intend it or not, your rates are sending a message, so make sure it’s the right one.