EPISODE 271
How to Charge More Without Losing Clients
with Linda Hunt
Ever been told “that’s too expensive” and felt your confidence drop instantly?
It’s one of the most triggering moments in business — and one of the most misunderstood.
Linda Hunt, the founder of SumSolutions, reframes this entirely: price objections aren’t rejection — they’re data.
When a client pushes back, it usually means one thing — they don’t fully understand the transformation you provide. And instead of reacting emotionally, the most powerful move is to get curious.
Linda is the author of The Money Conversation. With a background in accounting and finance, she helps service-based entrepreneurs rebuild their pricing, systems, and client communication in ways that support both profitability and well-being. Linda brings a unique blend of financial strategy, mindset, and operational structure to help founders move from reactive money habits to intentional financial leadership.
Join us as we hear Linda break down how to shift from underpricing and overdelivering to building a business rooted in clarity, confidence, and aligned value.
Clarity Builds Confidence (On Both Sides)
One of Linda’s most practical strategies is shifting from selling tasks to selling transformation. Instead of listing what you do, you guide clients from their current pain point to their desired outcome.
When clients clearly see that journey, trust builds, and price resistance decreases.
She also emphasizes the importance of creating a process you can rely on. Whether it’s a baseline offer, evaluation, or structured onboarding experience, having a defined pathway not only builds client trust — it strengthens your own confidence in the sales conversation.
Hold the Standard, Not the Sale
Perhaps the most powerful takeaway: not every client is meant to work with you.
Linda shares how holding your standards — even when it means walking away — protects the integrity of your business. When you lower your standards to close a deal, you compromise your ability to deliver your best work.
And that always costs more in the long run.
True pricing power comes from knowing your value, communicating it clearly, and staying grounded — even when it’s uncomfortable.
Enjoy this episode with Linda Hunt…
Soundbytes
06:59–07:24
“I knew I wasn’t charging enough, and that was attracting misaligned clients. And I knew that’s what I had to change, and that scared me. I’m not going to lie to you. It scared me. Right? So, what I did is, I wrote out a script of what I was going to say, and I kept rehearsing it, because I had to raise my rates.”
25:26–25:39
“What I talked about there was, I started at the pain point, and I went to the transformation. And that’s really what you want to expand upon and be able to talk about that like you’re talking about the weather.”
Quotes
“Pricing isn’t math. Pricing is about energetics.”
“Our mind shouts, but our heart whispers.”
“If you’re charging below your minimum aligned price, you’re paying your clients to work for them.”
“Your services are a standard. If you compromise that standard, you compromise your results.”
Links mentioned in this episode:
Connect with our Guest Host
Website: https://www.sumsolutions.com
Connect with Linda Hunt on
LinkedIn: https://www.linkedin.com/in/lindaahunt
Instagram: https://www.instagram.com/sumsolutionsllc
Email: linda.hunt@sumsolutions.com
Connect with The Business of You
Find out how top leaders are increasing their authority, impact, and income online with The Professional Presence Podcast
Ready to elevate your digital presence? Contact Us Here
Connect with Rachel on LinkedIn
Join The brandiD on Instagram
Uncover your personal brand
Subscribe to get a FREE copy of “Build Your Brand: The Distinctive Guide to Soul-Based Marketing”
"*" indicates required fields
