A Simple Guide to Pricing Your Virtual Products & Services | Dana Malstaff | Skillshare

A Simple Guide to Pricing Your Virtual Products & Services

Dana Malstaff, Business & Content Strategist

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6 Lessons (32m)
    • 1. Welcome!

      1:47
    • 2. SkillsharePricingProject

      0:29
    • 3. Goals & Takeaways

      6:51
    • 4. Benefits, Perceived Value, and the Competition

      9:01
    • 5. Picking Your Price

      10:35
    • 6. Bonuses & Value Adds

      3:19

About This Class

Deciding on the right price for your products and services can be tough. Our prices not only determine our income, but also say something about the value of what we are offering. There are a lot of factors that should go into your pricing, and being thoughtful about your decisions can help give you the confidence you need to sell your products and services when the time comes. 

This guide is a simple process to help you price your content with ease. The guide is a segment of a larger course that I offer, but I saw how so many people struggle with pricing and wanted to make sure this guide was more widely available.

This guide and workbook is something you can come back to each time you want to launch something new to help walk you through everything you need to think about before finalizing your pricing, deciding on bonuses, and planning discounts or value adds.

Transcripts

1. Welcome!: when it comes to pricing. Our course is a lot of times weren't uncharted territory. We create this arbitrary price, right? That's based off of what we think it might be worth based off of maybe what We've seen someone else charged for something similar, and we don't really do the research and the digging into why we price, of course, or any kind of content the way we do this course is gonna help eliminate that problem. It's going to help create some strategy in your life when it comes to pricing in a really easy way. So we have a five page workbook. There's a video for each page, and we're gonna walk you through everything you need to know when it comes to pricing your content and your course. And it's got this really amazing side effects. What's gonna happen is when you go through this process to understand not only how you should price, but then also should you have, ah, fast action bonus issue discounts. Should you do, um, you know, payment options, those kinds of things when you figure that all out and you know that it's based on the value that you're putting into the course as well as the cost and the overhead and all those things that go into estimating what the cost should be. You get really confident about it. When you're really confident about how you've priced an item, you're gonna go out and you're going to sell it with gusto. You're going to sell with excitement. You're going to sell it, knowing that that is absolutely where it is valuable. That is absolutely a price that makes sense for what you've created. And so you won't go in sort of sheepishly saying, Well, this is what it costs. But you're gonna say this is what it costs and it's worth it And I'm excited about it and you should want it because it is valuable and it is worth it. I want you to sell with that confidence and price in a way that really makes sense for you and your business. We're gonna help you do that, so make sure you join and I will see on the inside 2. SkillsharePricingProject: All right. So the project for this course is super duper easy. I want you to tell us what product or service it is that you're selling now as we go through. I want to do that right now. So I want you to at the end of this video, go and tell us what it is that you're trying to figure out the right price point for. And then as you get to the end of it, I want you to tell us what you've decided to price that course or service or product at and tell us a little bit of why. So before anything, just tell us what it is that you're doing. 3. Goals & Takeaways: So let's talk about the much anticipated pricing. This is something that we always wonder, right? What's the right way to price our course? There's a lot of thought to put in this. So first I'm gonna tell you the pricing of your course should not be an arbitrary number. Now it seems like obvious we wouldn't want to have an arbitrary number, But you'd be amazed at how many people throw a number out. Or just think this sounds good without really thinking through everything you need to think through. So first, before we get started, I want you to download your pricing guide. It's a four sheet worksheet because you're going to work through this as we walk through this to help you actually come up with your number while we go through this lesson. So number one, you need to know your costs. We often set this price thinking of our value, right? We think what we valued or what will people pay without thinking about what it actually costs us to create this course. So first I want you to review your budget. So the budget we went over, you know, the Excel spread, she decided what it is you're willing to put in what it is you're going to put in on what that budget looks like. What's that amount Now? I want you to assess your time commitment. You know, we often think that our time is free. Think well, it doesn't cost me anything because I'm just It's just my time. But your time is absolutely a cost, and it's it's in. Any budget would be your labor costs. But this is the way I want you to really think about this, and not just in creation, creating a course just in any aspect of your business. I want you to remember that your time is valuable. It's actually the most valuable thing you have. And my husband always said, which is sticks with me for every single day that I work, that if you could pay somebody less for an hour of work where you could get paid more, doing what you're good at, then you're wasting money in your business. And I want you to think about this because when you're creating this course, if you're gonna spend 50 hours creating this course, and but it's gonna take you a year to recoup that cost because you're charging $10 for the course. There's no way to recoup that. Then why does that make sense for you? Or if it comes down to the fact that you're making a dollar an hour, why does that make sense for you? So assess your time commitment and just just get an idea. Hey, if I'm going to spend an hour a day on this for the next amount of time or I'm going to spend a whole week of full week on it, what does that look like for you? Now what your ongoing costs. So if you are managing having email manager, if you have ah, you know Ah, tool. If you've got something that manages social media, if you have people that do these things of EA a social media manager, maybe you have are paying to have your theme. Maybe you're paying to have, um, you know, opt in tools. What are all those costs? Are any of them ongoing? Meaning that you're not just going to have it in your budget now? But even after the course is created created, it's gonna have a monthly cost ongoing. After that, in order to sustain this course. Or maybe it sustains bigger parts of your business. But it has to be there in order for your course to run. Think about what those ongoing costs. Now, I want you to know your market. So I want you to know what other courses are on your same topic. Who else is out there doing things? So maybe, like you'll see. Um ah, you know Kim Kim aren't so I think is and she does the social boom and she's got a Facebook Facebook course. And Amy Porterfield has a Facebook course, and they both do very well having courses. So don't get discouraged if there are other people competing in your area. That's actually probably a good thing because it means that somebody's making money, doing a course similar to you have you're going to differentiate yourself. So what other courses on that same topic? And what did those courses offer? So, um, what is it that they have in their? What's that price point? What is you know? Is it big? Is it small? Is it is it saying that you could do something in 30 days or 90 minutes? What does that look like? Okay. Now what does your course include? So what are your number of modules? What time? Total time that you're spending that transformation. You're offering their exercises videos, time that they get to be with you or in a group Facebook group, access other perks. What are those things? The rial, high level things. And the great thing about doing this is that you're actually going to end up getting a good idea of some. The things you need to have and want to have in your in your sales page by findings thinking about some of these things because And what's included in your course is this information is going to be outlined in your sales page. So thinking of it now and helping it help determine your cost. It's gonna be easier to put that in to help justify your cost. Okay, Now I want to pause for a minute in the very first page of the worksheet is going through your total budget, your time commitment. It shows you how to take that and put that labour into hours. Your ongoing costs, your initial profit point. So this is one of the big things I want you to consider. Say it takes you say your budget is 3000 and when you really do say if you're going to take and take 40 hours toe build this course and you normally charge clients $100 an hour, so $40 at 40 hours a $100 an hour is 4000. So 7000. That puts you at, you know, $7000 of overhead between between, you know, the overhead in the labor. So initial profit point becomes your total budget, plus your labor so that you're after $7000 of revenue is when you actually start to make profit. So when we were talking back in the beginning about Hey, let's set in your goals what that revenue goal is for you. A lot of times we think, What's that revenue goal? But we don't think about the idea that you really need to be setting your profit goal. And I did that purposefully because a lot of times we think about it. We go great. My revenue go. I want to make 20 grand, but we don't necessarily think wow seven. Granted, that's gonna get eaten up. So now I'm really only making 13 grand. Is that OK with you? If not, then I need to make my revenue goal increased by seven. So or seven case. So you're thinking so now we're gonna put in your revenue goal and your profit goal and those air importance, you can start to see where now you're breaking even, and then you're starting to create a profit. Then I want you to write in. What is your competition? So who is the creator of it? The name of the course, the course price. So you can get a good lay of the land, right? And then I want your course details. So the number of modules, all the things that we just went through to just start getting an idea. And some of these may change, but just to start getting an idea so you can get really comfortable with the value you're offering and where it sits in the marketplace. So pause for a minute, finish this and then come back and we'll go into the next part of the worksheet 4. Benefits, Perceived Value, and the Competition: Okay, So now I want to talk about knowing your value. Will your course make them money? It's so important to know what it is, what transformation your offering in your course. Now, sometimes that's going to be intangible, and sometimes that's gonna be tangible. And I'm gonna tell you how to think about that in a minute. But when you think if your course makes them money and you can talk about that, then you are looking at a more high end course. The more money you can make them, the more cost you can justify. So if you're creating something that's actually allow them to sell more in their business, do more in their business. Get more clients pay, you know, get paid more. All of those ones will justify are higher price course. When you start going into the intangibles, it becomes harder to justify not impossible, but harder to justify. Ah, large $3000 course to just be happier, it's gonna be a harder sell. So if you know right off the bat, if your course is going to make the money, then you know, great, awesome. I'm already looking at a higher rate course, however, don't get discouraged if if your answer was no. Now, what's that transformation value? That's the second thing. So if you are looking to make them happier, make them healthier. Um, you know, help them discover something in their business, even though there is no immediate or tangible monetary value. If you're able to show them, what's that transformation? If you now know what your why is what you're doing, why you're doing what you're doing, how you're putting your services together. All these things that now make it possible for you to go out and get more business? Well, then it's sort of that sort of six degrees of separation. It's gonna take me one or two connects to show you how it's going to make you money or how it's going to help you grow your business. But you're able to do that. You know, it's it's like saying, Well, great present, Ease him in. Absenteeism in, you know, in the corporate world or with you have employees is whether you're actually at your desk working or whether you're being productive there, or whether you're staying at home sick, well being in the office. But not being productive is just as bad as being home sick for an employer because you're not getting your work done. You're not. You're not effectively working. If you can get people to think in that transformation value idea to say great. Well, if you have these, if you feel healthier, if you if you are, you know, able to get better sleep if you're able to be happier, whatever those intangibles are, if you're able to know your why more be passionate about what you're doing, then all of a sudden that means that everything you do is gonna have more value. It's gonna have a more effectively. You're gonna waste less time. That's going to help you make more money to see where you can get that translate transformation value and guide that towards some kind of monetary value. Because when they can see a monetary value, it so much easier to get them to pay out the money to you to get that value, it's it's just something that's easier to grasp in their minds, okay, and a one time or continual help. So what I mean by that is, are they going to get the course and then they're going to complete the course and they're never gonna look at your course again. Or is this something where they're going to find themselves going CO? What's the answer? That what's the inside? Oh, yeah, I think I can find that in that course I bought. And they're gonna go back to you, you know? So if it's health and you're talking about menus and grocery guides, then all of a sudden you're OK. Well, could I go And oh, you know what? I could go back to that course and I can look, and I know they will give me a new guide of what I'm gonna do. Our I can think back to that. Or how did I use that tool? Okay, I gotta go back to that course, and it's gonna tell me how to use that tool. So are you offering something where it's one and done? And they never have to use your course again, Or are they going to continually go back to go back to you? So when you start to say I continually update this course, that's really gonna mean value to them and Self Pacer mastery. So you know there's a lot of different levels you can do. And one is you. Never. Once you buy it, you complete it. You do what you want. I'm out of the out of the loop. You know, as the instructor, it's your thing. Self paced or mastery is more on the level of there is gonna be group coaching. Maybe there's gonna be, um, you know, office hours. Maybe there's gonna be some kind of email engagement. Maybe there's gonna be some kind of review. Different things are going on that is more involved, that takes more of your time that takes more of your expertise and puts it infuses into, Of course, they're going to get more attention. And that means you could because, you know that's more value you can you can charge for more. So when I talk about the tangible and intangible benefits, what can you measure and what is perceived? So me say that again, What can you measure and what is perceived? So when you talk about tangible benefits, you know, you could talk about look, you get access to the this amount of information or this this particular worksheet or workbook or you know, or the tangible value could be, um, you know, I actually walk you through the pricing. So the tangible value is at the end of this lesson you get, you will know what you're gonna price your core set or or your draft price, right? While the perceived value is okay, um, there is no riel thing for me to show you. However, at the end of this, you're gonna feel the sense of renewal. That's a perceived value. Another way to think of, measured and perceived in pricing specifically is to say this is worth a Sfar is what I'm gonna charge you $97 But it's gonna actually, um, the actual perceived value is $1000 because you would have to go out and spend that money meant that much time and money researching and finding and hiring people to get to the point that you're going to get to by doing this one thing with me, because I've put it all together, made it easy and everything like that. So courses are often sold by taking the measured value, the tangible value and causing perceived value by showing you all the things you would have to do and what that cost would be in order to get it toe work in the same way as if they just took your course. You know, you could even add that I've actually done a sales page that, you know, talked about needing change, taking $100 that it's gonna cost you for a year of tissue, too, because of all the tears you're gonna shed, because how frustrating it is. Well, that's obviously a little bit silly of notion, but it does start to get them to think about the idea of how frustrating things can be when it's not easy and lead for them, and that becomes a cost. That's a perceived cost. And the perceived value is that you're taking away that frustration. So always think about what's measurable on what is perceived. What can you actually say? And you can think of it competitively to so you could think, What are your competitors doing that you're doing different? What are you adding that they're not adding and you're not always necessarily gonna be comparing yourself to others, but you do know that then you're going to want to call those things out so that if people are looking at somebody else's course in your course and they're on a similar topic, they're seeing that you have some of these things that are necessary that this other person doesn't. So now next, I want you to think about your profit point. Okay? So how much do you have to sell to cover costs and begin to make a profit? So how much do you have to sell the cover costs and begin to make a profit? So when we talked about before in that first page, and you kind of looked OK, great, I got to make seven K in order to start making a profit according to the numbers that we just threw out that right, I want you to start thinking about this number, because until you reach that number in sales, you aren't actually making money. So when we think while I could just spend more time on it, I can, you know, do whatever it is that you're thinking about how you're creating it. There is a cost. There is a threshold that you need to pass before what you're doing becomes lucrative. Now, that doesn't mean don't put in a budget. It doesn't mean don't spend the time. But it does mean that you want to think about the value of your course and what it is it's going to do for you and your business. We were talking about the goals before we were talking about, um, you know your strategy. Think about what is it doing for your business and make sure that you are comfortable with that profit point with that threshold of when you, when you begin to become profitable, is it is it attainable line for you and does that make sense Now? I want you to pause, and I want you to fill out the second page. That is all about the tangible benefits, the intangibles, the real value of perceived value. Now you can do as much or as little as you want, but I would I would tell you to sit for a minute, really think about it, maybe even think about it and then come back to in a couple different times and continually work on that continually. If you're going to research, this is a great place to research other sales page research. Other places, especially that went the competitors that you were just talking about and find Where can you identify these tangibles and intangibles? And these the rial on the perceived value? Because that is really also going to help. When we get to that sales page talking, you're going to use a lot of this to help you sell your of course. 5. Picking Your Price: Now that you've done that, what was your revenue go? What was that goal that you had when we first were starting? Right. Were you thinking profit A revenue? Now, Like I said before, you were probably thinking profit right, because we don't necessarily. We kind of mix those two up a little bit. So when you're I, I want to reiterate that you want to always be thinking about profit. I want you to always be thinking What is it you're going to make after you've pulled out all of your costs? That's always important. Just keep that in your mind. Now. It's going to your ideal client and your own barriers. And the reason I said this is what do you think your ideal client is willing to pay? I thought this is a really important thing to add in. And I'll tell you why in a second, what do you think your ideal client is willing to pay? Oftentimes I hear people say, Well, you know, I think that they probably don't have a lot of money, so I think they probably won't be willing to pay a lot. But if you go back to that point where we were talking about those values about what the value is that you're providing in the course, those those tangibles and intangibles, the real and perceived. You start to realize that if you could really justify a high level of value, then all of a sudden they will find the money. If it makes sense for them. I know tons of people that said, I didn't have the money to do this. Master Minor. I didn't have the money to do this course, but I did it. And now my business is super successful, so they believe it's value enough. They will find the money, they will make it happen. They will make it work. And I don't mean that you need to feel guilty because you've now put some, you know, person in debt or something like that. You know, people are going to, I suppose it's possible people will make bad decisions. Some people always will make bad decisions, but ultimately what it means is that they understand the value, and so they're going to find a way to, you know, make things work in their business so that they can take your course because that's important so don't always think that you need to have a super high end, expensive course. There's a ton of people going around now saying You just need to charge more. You just need to charge more. But I think going through this exercise will help you see there is correct pricing points toe lied to and that has to do with the value, are adding how you're changing people's lives and exactly what they're going to get out of your course and the quality and the way that you're putting your course together. So the more you know your ideal client, the more you can start to think about what you think they're willing to pay. Now. The next big question becomes what will help drive them to a buying decision. And this is where I want to talk a little bit about your own barriers because a lot of times, if you say well, I don't think they have a lot of money. So I think they won't want to spend a lot, so, you know, maybe $97. So I should just make my course $97 even if everything you're putting into it is worth 500 . So you want to get past your own barriers to think, OK, I realized that they probably Mike Ideal client maybe doesn't have a ton of money. So maybe I don't necessarily doesn't make sense to create $1000 course, which means I need to be conscious of what I'm putting in this course and how I'm creating it. So I don't create $1000 course and then charge $200 for it. So you want that to those to a line, right? Then I want you to think, Okay, great. I'm thinking, Gosh, in my mind, I have this barrier where I feel like I should just not charge a lot for my course. But there are plenty of courses that are really low cost that don't make money because they are undervalued and plenty of courses that are thousands or $2000 don't make money because they are overvalued. So you want to get nice in that minimum? What you want to find out is what will help your ideal client drag it driven towards that buying decision? What is that little hot button that you can push that's going to get them to make that buying decision. What keeps them up at night? What is gonna get them to go? I need this. I need this is gonna be the thing that I need this year. This is gonna be it. What is that going to be? I really want you to think hard on what will drive them to abide. Decision. Now, when we think about pricing, I want you to think, Okay. Are we offering different price points now? I often say that you she Well, you don't have to. You can, but you shouldn't have many, I guess is the best way to put it. So I want you to think of it like this if it takes them several minutes to figure out which pricing point. So there's a ton of different pricing points and there's a tons of different things they get. And there's like, you have to have a whole grid to tell them what they're going to get its too much. You want it to be simple. If you're gonna have pricing points, I suggest you have no more than two, which is your sort of self paced in your master yourself paces they get the course is a stand alone, and the mastery is going to be that there's some sort of coaching or add on our additional benefit in there, right? There's plenty of people that have one pricing point, and that pricing point is all there is. It's super simple, and that's what they get and everybody gets the same thing. So it just depends. I think the more expensive your course gets, the more likely that it makes sense to have two different pricing points. So think, Think about that now. Installments. If you have anything that's over $97 I recommend that you have an installment. So you wanted to it be, you know, to monthly payments of ah, you know of $57 something along those lines. So and what you want to do is you want to make sure that your two installments are at least a little bit more, maybe 2 to 5% more, um, of a cost than the one in stop because you want to incentivize them to pay in the 11 time, right, and you're gonna charge him almost a little interest for you to take it over several months . So think of that and think, if you have a very hard high end course, I want you to think of this. You could say OK, it's $1000 course, and I'm gonna charge in $97 a month for a year. Okay, here's what I want you to think about, though. Yes, people will want that. Yes, people will say 97 bucks is great, but you want to make sure you have a course then that they're going to continually go back to and reference throughout the year because there's nothing worse than six months later. They forgot in the value of your course, but they're still getting charged, and now there's a bad taste in their mouth that they're not feeling that value throughout the year. So I have a policy where you want the installment to make sure that they last for the value of your course. So if you have a 90 day course, you know for sure for 90 days they're gonna have amazing value in those 90 days, Then make three installments. If you know it's gonna be six months of amazing value, you can make up to six installments. It's a good way of making sure that they're gonna end on the note of feeling really great about having taken your course and spent the money. And that's what you want. You want those testimonials you want Happy customers. You want people that didn't come back for your next ones. And if you're having them pay instalments passed when they're going to really feel the value of your course, you're gonna lose that momentum. Okay, now the number seven, there's just been tons of studies done. You don't have to do this, however, statistically, if your course ends in the number seven people buy it more. That's just the way it goes. The other thing to always remember to is, if you are are charging and we'll talk about this a little bit more in a later lesson as well. But if you're, you know, charging, um, you know to 97 don't ever put 970.0 you want if you're for the cost, that your investment that you're charging them. He wanted to be a few numbers as possible. And when you're talking about the cost for them, as in the cost of not doing something or the cost they would pay. You want to have as many as, ah, numbers as possible. So think, think about that. It's just the psychology of purchasing. And you want to start with two possible prices. Now, this is what I mean by that when we I'm not talking about what the what the participant sees I'm talking about when you're doing your planning. I like you to put in two different possible price points because we're gonna walk you through what that would look like in terms of how many people you need in your course and when you start actually making a profit. So I want you to pause. And this is where you're going to put in your ideal client what they're willing to pay, helping them make that buying decision. If you're gonna have different pricing levels, it offer installments and then you going to do to possible different price points. And I want you to think in a variant. So don't you think your low end in your high end of where you might put your pricing at Okay, I want you to think, OK, maybe my course is gonna be, you know, five modules. It's got all this great value. I'm gonna I'm gonna start the price out. I wouldn't feel comfortable doing it. Anything under to 97. But, gosh, I could go all the way up to 7 97 Who knows? Okay, so now you're gonna put that number in or you're gonna put in, or and but it says, or you're gonna put in your, um, monthly installments. So if you're going to take a 2 97 or it's ah, you know, three installments of 107 for a total of and they're going to say that total right, you're gonna put your revenue goal is in your profit goal. And that could be the same for both of you like, and the number of participants needed to reach that goal. So now you get to know. Okay, great. While I need, like, 120 people to reach this, my goal like but to actually make this revenue and I'm making a good profit, while that's kind of crazy. Where's this other one? I only need 10 people. Okay, Maybe I need somewhere in the middle. So this is meant to give you some good help on on what seems attainable for you as faras amount of people that you can bring in. And remember, too, that if it's gonna be evergreen or not, because that's gonna also say Wow, if you've got something and you need 200 people in this course and you've never done of course before and you're only gonna have, ah, two week window of people coming in because it's something that's not going to be evergreen , we may want to think Rethink that, right? You're gonna You want to create a course where you need maybe 50 people. Max is your 1st 1st round or 25 people. Max, what is that gonna look like for you and every creating a course? It's valuable enough. Or you can charge more so you can have it open on Lee once a year. So think about these things as you go through the start thinking, What's that comfortable price point for you now? We've gone through everything here. What's going to make sense for you and put your official course price now? This can obviously get altered in places as you go through the course, but this starts to give you a really good idea. If you start to question this. Go through this process again after you've Dunmore and created your course, and it may it may fluctuate, depending on going. Wow, I I'm realizing now how much I'm actually adding into this course, or I'm realizing I should probably maybe just pare back and put it this one level, because that makes most sense. 6. Bonuses & Value Adds: Now, the one last thing I want to talk about is bonuses and add ons. And this is your, um your pre launch. You're fast action bonuses. You're outside. Bonuses and scarcity. Scarcity. Scarcity. Okay, so this is the last page of your, um of your worksheet. And what I what it is is if you are going to offer bonuses and value as now, you can have a discount. Okay. But I'd like you to phrase your discounts as bonuses or fast action bonuses or things that when we say discount, we sort of, you know, take away value for perceived value. Right? So I waited, not use. The word necessarily is discount. I want you to think, Hey, if you were on this call with me, if you're this Webinar, if you're doing doing this workbook, have you got on my email list? I'm gonna give you this this awesome benefit, this awesome bonus that you get $100 off of my course. That's normally to 97 for So now it's a total of this right now. Why? I think that's important is because you want to decide early on what your bonus structure is gonna be. That's gonna help you decide how you're going to market and how you gonna put it out there and your timing. So, in your pre launch, what are you going to do? Maybe you're gonna do a challenge and get people in and give him half off. Maybe you're gonna try and get beta people and maybe you're going to. And I would tell you, if you're gonna have beta people come in, always still charge them something. If you have somebody very rarely, unless you really handpicked them. If you're gonna have somebody come in and do it for free, are they going to truly be motivated to go in and complete everything and offer you the insight that you need? So, look that your pre launch fast action bonuses are gonna be something where they have to do it that day. Maybe you're doing a periscope. And if they you know, do it that day. Or maybe you're on a webinar, and it's by the end of this webinar and the kind of bonuses that you have will get better the less time they have. Um And then your last chance, maybe. Okay, I'm gonna close the doors in 24 hours. This is what you get. If you get it in the next 24 hours, you get a B and C. So think of that. The reason I say scarcity scarcity scarcity is because by creating that by saying, You've only got till the end of today and you could actually print this sheet out several times and have multiple flash fast action bonuses and last chance and figure out how you can do a lot of promoting in this way by doing this you are able to really get people to come in at at that time because the more they have to just mull over and think about it and get back to the daily grind, they're not going to make those purchases. It's why people don't want you to leave the lot when you are going to buy a car, do something like that. So I want you toe stop, pause, complete and go and put in your bonuses. And finally, now that you have confidence in your pricing, this will help you sell with excitement because you know your value that is so important. Now you know your value when you go out to sell. You're not gonna question it. You're not gonna apologise about it. You're gonna be really excited about it. You're gonna know that's the right value for you. And that is going to help you sell your course for sure. So? Well, now we started to get your pricing down. Now let's go. Let's go. Go on and start outlining your course and make it happen.