Anchor High: Pricing Strategy For Consultants & Service Providers

Shannon Mattern
  • 0.0 (0)
  • ENTREPRENEURSHIP
  • UPDATED DAILY

Pricing strategy and proposal structure for consultants, fractional executives, agency owners and creative, professional, technical and administrative service providers who want to make more from the work they're already doing - without adding more to their to-do list. Anchor High is hosted by Shannon Mattern, creator of the Package Matrix™ - an offer framework built on behavioral economics, pricing psychology and a decade of results. If you sell your expertise and hands-on implementation, deliver solid work and have happy clients - but you’re maxed out and feel like you’ve hit an income ceiling, this show is for you. Each short episode breaks down how pricing psychology and proposal strategy influence prospects' decision-making and helps you rethink everything you thought you knew about how much you can really charge for your services and expertise.

  1. 11H AGO

    Why "Underpromise and Overdeliver" Is Bad Advice

    Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ Connect With Shannon:👩‍💻 Website: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ 🤝 LinkedIn: ⁠⁠⁠https://linkedin.com/in/shannonmattern⁠⁠⁠ ☎️ Book a Discovery Call: ⁠⁠⁠https://shannonmattern.com/calendar⁠⁠⁠ About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how. Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

    7 min

  2. 5D AGO

    What Overdelivering Is Really Costing You

    Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ Connect With Shannon:👩‍💻 Website: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ 🤝 LinkedIn: ⁠⁠⁠https://linkedin.com/in/shannonmattern⁠⁠⁠ ☎️ Book a Discovery Call: ⁠⁠⁠https://shannonmattern.com/calendar⁠⁠⁠ About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how. Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

    6 min

  3. MAY 19

    Do You Really Need a Pricing Mindset Makeover?

    Why I'm changing the name of the podcast from Pricing Mindset Makeover to Anchor High. Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠https://shannonmattern.com/⁠ Connect With Shannon:👩‍💻 Website: ⁠https://shannonmattern.com/⁠ 🤝 LinkedIn: ⁠https://linkedin.com/in/shannonmattern⁠ ☎️ Book a Discovery Call: ⁠https://shannonmattern.com/calendar⁠ About Anchor High: Anchor High is a podcast for experienced freelancers, consultants, fractional executives, professional service providers and agency owners who know they could be charging more but aren’t sure how. Each episode gives you strategic pricing advice and new perspectives you need to get back your time while making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework who has helped thousands of service providers over the last decade stop undercharging, overdelivering and overworking and create the freedom, flexibility and financial independence they left corporate for in the first place.

    5 min

  4. APR 23

    How Price Anchors Can Make or Break Your Proposals

    Are you setting low price anchors without even realizing it? The first price a person hears becomes the anchor, meaning every number they hear after that gets compared to that first one. So if you anchor low and prices go up from there, you’re actually framing an expense-minded decision instead of an investment-minded one. And then you wonder why prospects keep hesitating, negotiating, or choosing your lowest option. In this episode, I break down exactly what low price anchors look like in your customer journey, why they’re costing you money before the conversation even starts, and how to anchor high in value so your best clients can say yes to your best work. What You'll Learn • What the anchoring effect is and why it shapes your prospect’s decisions • The most common low price anchors service providers set without realizing it • Why starting-at prices, budget questions, and low-to-high tiering work against you • How to anchor high in value before you ever introduce a number • Why presenting your highest option first changes the entire frame • A simple audit to find where you’re leaving money on the table in your customer journey Key Takeaway Every low anchor is a place you’re leaving money on the table before the conversation even starts. Anchor high in value first, present your highest option first, and design the decision so your ideal clients can say yes to your best work. Resources Mentioned:📈 Get the Package Matrix™ proposal template: https://shannonmattern.com/Connect With Shannon:👩‍💻 Website: https://shannonmattern.com/🤝 LinkedIn: https://linkedin.com/in/shannonmattern☎️ Book a Discovery Call: https://shannonmattern.com/calendarAbout Pricing Mindset Makeover:Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

    5 min

  5. APR 21

    Investment-Minded Clients Are All Around You

    Have you ever walked away from a consultation thinking "They probably can't afford it?" Or put together a proposal already knowing in your gut you were going to price it lower than you wanted to, because of what you assumed about the person on the other side? Here's what I know after a decade of watching service providers price their work: you think you know what your clients can and can't afford. What they will and won't spend. What their pricing paradigm is before they've even told you. And you are pricing through your own lens. In this episode, I break down the assumption loop that keeps you attracting clients who push back on price — and the mindset shift that lets you design proposals that give investment-minded clients a real choice. What You'll Learn: Why assuming expense mindset leads to designing expense-minded proposals The telltale signs you're pricing through your own lens What investment-minded clients actually need from your proposal How anchoring low signals low value — before the client even sees your price The one question to ask yourself before every proposal Key Takeaway: You don't know what your client's pricing paradigm is until you give them a chance to show you. Stop designing expense-minded decisions and start giving investment-minded clients a real choice. Resources Mentioned:📈 Get the Package Matrix™ proposal template: https://shannonmattern.com/Connect With Shannon:👩‍💻 Website: https://shannonmattern.com/🤝 LinkedIn: https://linkedin.com/in/shannonmattern☎️ Book a Discovery Call: https://shannonmattern.com/calendarAbout Pricing Mindset Makeover:Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

    3 min

  6. APR 16

    At Capacity But Still Not Making Enough? Here’s the Real Problem

    Have you ever looked at your business and thought — something has to shift, but you’re not sure exactly what yet? If you’re an experienced service provider, consultant, or agency owner who’s at capacity and still not making what you know you could be making, this episode is for you. The problem isn’t your schedule, your systems, or your skills. It’s a pricing and leverage problem — and there’s a both/and solution that lets you make the shift safely. What You’ll Learn: Why fully booked service providers are often still underearning The three-way trap that keeps you frozen in status quo Why this is a pricing and leverage problem, not a time management problem What the Package Matrix™ is and how it creates the both/and solution Your next step if you know something has to shift Key Takeaway: The capacity problem is not a time problem. It’s a pricing problem. When you stop trying to solve it with your schedule and start solving it with your offer structure and pricing strategy, everything shifts. Resources Mentioned: Get the Package Matrix™ proposal template: shannonmattern.com Book a discovery call: shannonmattern.com/calendar Connect With Shannon: Website: shannonmattern.com LinkedIn: linkedin.com/in/shannonmattern Book a Discovery Call: shannonmattern.com/calendar About Pricing Mindset Makeover: Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

    3 min

  7. APR 14

    Why More Effort Isn’t Making You More Money

    ➡️ Get our High-Converting Proposal Template shannonmattern.com Have you ever worked crazy hard to grow your business but kept producing the same results? In this episode, I’m talking about one of the most exhausting patterns I see in the most driven, capable service providers I work with: trying to grow their revenue with one foot on the gas and one foot just as firmly on the brake. Your conscious mind knows exactly where it wants to go. And your subconscious mind — whose entire job is to keep you safe — sees the changes you want to make as dangerous. So it brakes. Hard. With equal force. And here’s the part that makes this tricky at your level: the brake doesn’t look like fear or self-doubt. It looks like noble obstacles. It sounds like logic. It feels like responsible preparation. What You’ll Learn: Why driven service providers plateau despite putting in maximum effort How your subconscious brake works — and why it’s not a character flaw What “procrastination masquerading as progress” looks like at your experience level The one question to ask yourself to identify your brake right now Why awareness is the first step to releasing it Key Takeaway: You’re not stuck because you’re not working hard enough. You’re stuck because you’re working hard in two directions at once. Name the brake. Start releasing it. Resources Mentioned: Book a Discovery Call: shannonmattern.com/calendar Connect With Shannon: Website: shannonmattern.com LinkedIn: linkedin.com/in/shannonmattern Book a Discovery Call: shannonmattern.com/calendar About Pricing Mindset Makeover: Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren’t sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you’re already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

    5 min

  8. APR 9

    What to Do When a Client Says You're Too Expensive

    Have you ever had a client tell you that you're too expensive in a way that made you question everything about your pricing? One of Shannon's clients sent over her highest-priced proposal ever. The prospect tore it apart, asked if she was serious about the price, and said there was no way she could justify hiring her. The very next week, that same client booked two projects worth $77,000. In this episode, Shannon breaks down what to do when you hear no so you don't let one rejection derail your pricing confidence or send you back to undercharging. What most service providers do after a pricing rejection — and why it backfires Why the most vigorous nos are almost never actually about price How to debrief a rejection to separate fact from feeling The story you should never let a no tell you about your prices What happened one week after Shannon's client got that brutal rejection. How to protect your pricing confidence so one no doesn't become a pattern When you hear no, feel your feelings — and then separate fact from fiction. You're not for everyone. You don't have to make up for other service providers' bad behavior. Not everyone needs to be able to afford to work with you. One client's reaction is not data about your price. Website: shannonmattern.com LinkedIn: linkedin.com/in/shannonmattern Book a Discovery Call: shannonmattern.com/calendar Pricing Mindset Makeover is for experienced service providers, consultants, and agencies who know they could be charging more but aren't sure how. Each episode gives you the pricing strategy and mindset shifts you need to stop undercharging and start making more from the incredible work you're already doing. Hosted by Shannon Mattern, Pricing Strategist and creator of the Package Matrix™ Framework.

    5 min
See All (15)

Trailer

About

Pricing strategy and proposal structure for consultants, fractional executives, agency owners and creative, professional, technical and administrative service providers who want to make more from the work they're already doing - without adding more to their to-do list. Anchor High is hosted by Shannon Mattern, creator of the Package Matrix™ - an offer framework built on behavioral economics, pricing psychology and a decade of results. If you sell your expertise and hands-on implementation, deliver solid work and have happy clients - but you’re maxed out and feel like you’ve hit an income ceiling, this show is for you. Each short episode breaks down how pricing psychology and proposal strategy influence prospects' decision-making and helps you rethink everything you thought you knew about how much you can really charge for your services and expertise.

Information

You Might Also Like