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

Why "Underpromise and Overdeliver" Is Bad Advice

Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ [https://shannonmattern.com/] Connect With Shannon:👩‍💻 Website: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ [https://shannonmattern.com/] 🤝 LinkedIn: ⁠⁠⁠https://linkedin.com/in/shannonmattern⁠⁠⁠ [https://linkedin.com/in/shannonmattern] ☎️ Book a Discovery Call: ⁠⁠⁠https://shannonmattern.com/calendar⁠⁠⁠ [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.

What Overdelivering Is Really Costing You

Resources Mentioned:📈 Get the Package Matrix™ proposal template: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ [https://shannonmattern.com/] Connect With Shannon:👩‍💻 Website: ⁠⁠⁠https://shannonmattern.com/⁠⁠⁠ [https://shannonmattern.com/] 🤝 LinkedIn: ⁠⁠⁠https://linkedin.com/in/shannonmattern⁠⁠⁠ [https://linkedin.com/in/shannonmattern] ☎️ Book a Discovery Call: ⁠⁠⁠https://shannonmattern.com/calendar⁠⁠⁠ [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.

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/⁠ [https://shannonmattern.com/] Connect With Shannon:👩‍💻 Website: ⁠https://shannonmattern.com/⁠ [https://shannonmattern.com/] 🤝 LinkedIn: ⁠https://linkedin.com/in/shannonmattern⁠ [https://linkedin.com/in/shannonmattern] ☎️ Book a Discovery Call: ⁠https://shannonmattern.com/calendar⁠ [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.

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/ [https://shannonmattern.com/] Connect With Shannon: 👩‍💻 Website: https://shannonmattern.com/ [https://shannonmattern.com/] 🤝 LinkedIn: https://linkedin.com/in/shannonmattern [https://linkedin.com/in/shannonmattern] ☎️ Book a Discovery Call: https://shannonmattern.com/calendar [https://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.

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/ [https://shannonmattern.com/] Connect With Shannon: 👩‍💻 Website: https://shannonmattern.com/ [https://shannonmattern.com/] 🤝 LinkedIn: https://linkedin.com/in/shannonmattern [https://linkedin.com/in/shannonmattern] ☎️ Book a Discovery Call: https://shannonmattern.com/calendar [https://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.