How to Use Pricing Models to Avoid Working With Crappy Clients

“WAAAHH”, she wailed. “I’m not good enough to replace anyone!”

I looked at the Skype chat, entirely not pleased.

“Why don’t you want to be with me? Don’t you like me?

“I’m not good enough…. *sob*”

I typed: “I told you: I have a girlfriend, I’m in a relationship.

“What kind of man would I be if I just dropped one girl for the next?

“How could you want to be with a guy like that?

“How would you know that I wouldn’t do the same thing to you if I’d run into someone nicer than you?”

There was no reasoning: she was in love, low on self-esteem, and quite possibly drunk.

This was a few years ago. I’d met her a few times at social functions, and had always found her a little cold – shyness and defence mechanism, apparently.

At some point she dropped by my house and sprang the big one on me: She had been massively attracted to me from the start, and had fallen in love.

And wanted to be with me.

So I told her that sorry, I was in a relationship, and off she went. She seemed to understand and accept at that moment, but that night on Skype, it was clear that she hadn’t accepted it at all.

I felt sorry for her, but not as sorry as she felt for herself.

I’m glad it turned out like this, that I wasn’t free at the time. I did like her, and if I had been free, I could have ended up in a very unhealthy relationship.

Point is, sometimes you shouldn’t sell.

There are buyers who would be wrong for you.

If you’ve spent any time at all as a freelancer or entrepreneur, or indeed selling your art, I’m sure you’ll have had the odd client from hell.

The kind who just keep adding to the brief, or who are impossible to please, no matter how much extra you do for them.

Hint: if someone is impossible to please, what you should do is draw a line and state reasonable boundaries – not leave them undefined and go over them at every turn.

The kind of client who treats you like you’re an employee – it’s all disastrous for your peace of mind and your business progress.

Like I’m fond of saying:

Your shop, your rules.

After all, you’re not an employee: You’re an independent professional.

Best way to avoid terrible client situations?

High prices.

It’s the perfect filter against scope creeps, megalomanic dictators and people who want front row seats for a dime.

If you charge good, or even high rates, it automatically turns away people who wouldn’t respect your work.

Which leaves you with fewer clients, who pay more, and who take you more seriously.

Meaning, better earnings for you and more time to work on your business instead of in your business.

You could say that price is the single most aspect of your business to get right.

This is why my LEAP newsletter ain’t cheap: It’s only for people who are committed, who want to invest in themselves and their business, and who take action.

It’s also why the December issue will be fully dedicated to the psychology of pricing.

It’ll explain how to determine the right price.

How to explain why it’s worth it.

I’ll show you how to use your pricing structure to increase trust.

And, how to increase your sales by virtue of charging what your work is actually worth.

Hint: very probably more than what you’re earning now.

Get on board here –>



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Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

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