“I just feel weird charging that much…”

“I don’t know how to get over feeling guilty…”

“No one would EVER pay that much for cake…”

If you’ve ever had ANY of these thoughts when pricing your products, keep reading because I’m gonna show you how to price with confidence and actually close more sales.

And lemme just tell you right now, friend, the answer is NEVER lowering your prices. Lemme explain…

Math is math.

And your feelings are LYING to you.

It doesn’t matter what YOU FEEL about the price.

What matters is:

• What does it cost you to make
• What is your time worth
• What your overhead is
• What your profit needs to be in order for you to actually MAKE SOMETHING in return

If you actually sit down and add everything up…

The price is the price. Period.

There is no moment where you do correct math and go,

“Hmm… let me just discount this because I feel weird.”

That’s not how you run a sustainable, successful, and profitable business.

You’re only feeling this way because of YOUR perspective

YOU feel like it’s expensive…

Because of YOUR bank account, YOU KNOW what goes into it, and YOU made it.

But your customer? They’re not thinking like you.

Let me give you a real-life example of this:

When my husband had knee surgery, a few years ago, we went to a specialist.

One of the BEST in his field. Do you think his prices were lower…or higher?

They were higher. WHY? Because he’s a specialist. Because he’s GOOD at what he does. And because of his experience.

So why are YOU trying to charge less as you get better?

As you develop new skills? As your clientele enters a new tax bracket?

Some of you may be thinking:

“Well, I can do it faster now…”

“Well, I’m being asked to do something more complicated…”

And that’s EXACTLY WHY you charge more.

Not less. You’re not only charging for your time. BUT you’re charging for:

your skill, your experience, and execution.

The better you get, the higher your rate should be.

Period.

The real issue isn’t your pricing… It’s how you’re PRESENTING your prices.

And this is where I see most bakers mess up.

A customer comes to you for a quote, and you tell them:

“This cake is $1,200.”

And then you stop talking. You don’t explain WHY the cost is the way that it is. WHAT all goes into the price. 

Now your customers are sitting there, sticker shocked because it wasn’t what they were expecting. ( Sidebar: Most customers don’t have ANY IDEA what goes into creating a custom cake, so it’s our job as business owners to ARTICULATE everything that goes into.)

And you’ve just given them ONE option:

Yes or no.

You’ve now presented them with a dilemma.

And when people are in a dilemma…

They hesitate. They overthink. They say no.

You need to stop giving people a dilemma and start giving them OPTIONS

This is how you CLOSE SALES.

You don’t give just ONE price.

You give THREE.

I call it the Good. Better. Best. strategy.

And you walk them through it.

You start with the MOST expensive option.

You literally walk them through step-by-step, each option, what's in it for them.

“Hey, I’m gonna start with the most expensive one, so don’t get sticker shock- just stay with me.”

Then you go through it.

You explain everything.

You make them fall in love with it.

And THEN you give them the price.

Now they’re more likely to understand and HEAR you out.

Then you guide them through the remaining options.

The middle option is slightly scaled back. Still beautiful. Still gives them what they want.

Then your third option:

More budget-friendly.

Still meets their need. Just designed differently.

Now what happens is they’re not asking:

“Can I afford this?”

They’re asking:

“Which one do I want?”

And that is a COMPLETELY different conversation.

If you only give one price, you create a dead end

When you give one number…

You force them into a yes or no decision.

When you give options…

You keep them IN the conversation.

You help them make a decision WITH you.

That’s how you book.

And when they say, “I need to think about it…”

That’s fine too. Because we’re not in the business of pressuring anyone.

But we ARE going to lead.

You say:

“Hey, we only take a limited number of orders- kind of like a hotel. We only have so many rooms.”

“So right now, we’re available for your date…”

“But if you leave and come back next week, I can’t guarantee that spot will still be open.”

Now what happens?

They don’t feel pressured…

But they DO feel urgency.

So instead of walking away…

They say:

“Okay, let me put a deposit down to lock it in.”

Do you see the difference?

Same price.

Different presentation.

Different outcome.

Let’s bring this full circle

You don’t get over pricing guilt by:

Lowering your prices, hoping people will “just buy”, or waiting until you feel confident.

You get over it by:

Knowing your numbers, trusting your math, and learning how to SELL.

Because at the end of the day…

This is YOUR business.

Not a charity.

If you’re ready to fix this…

This is exactly what we work through inside my group coaching community, Power Hour.

We’re talking REAL conversations about your pricing, your offers, your sales process- so you can actually start making money.

And if you want more hands-on support?

You can book a 1:1 discovery call with me, and I’d love to work with you!

Let’s look at what you’re doing right now, where you’re leaving money on the table, and how to fix it.

Final thoughts

You don’t have a pricing problem.

You have a decision to make:

Are you going to run your business based on FACTS…Or feelings?

P.S.

If you’re tired of guessing your numbers and second-guessing your prices…

Costli is coming. It’s built specifically for bakers who want clarity, confidence, and pricing that actually makes sense.

Join the waitlist here and be the first to know it when it drops!