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August 15th, 2018

Today I wanted to talk to you about the BS that comes with the phrase “know your worth”.

Alright, before you jump all over me and say I’m devaluing the profession or anyone in it, take a couple minutes to hear what I’m actually saying. So there seems to be two extremes in this profession. One includes those who are complete pushovers; those who will always discount when a client asks for it, who are constantly struggling to even consider charging anything higher than bare minimum, and generally do not value their services whatsoever. Then there are those on the opposite extreme…the therapists who are so full of themselves that they will try to charge an exorbitant amount of money based on nothing…not their unique skill set or heightened knowledge and abilities over their competition, but rather on this broad idea that they hold a license and they think they’re awesome, so therefore should “know their worth” and charge accordingly.

But here’s the thing…first and foremost, YOUR worth is not tied to what you charge. Your personal worth – how you are valued as a human being, that is not linked to what you can charge for your massage services whatsoever. And to try to correlate the two is honestly, kind of insulting.

So let’s make a clear distinction here…when anyone says “know your worth” or anything of the sort, you need to take that and apply it solely to the monetary value you can place on your services…PERIOD! And do you know how you do that? You take a step back and you take a good long hard look at what you can and cannot do for your clients. This requires quite a bit of introspection, sometimes seeing that you really do more than you give yourself credit for, or it might require you to eat some humble pie and come to terms that your professional skills aren’t in line with what you’re trying to charge. Does this make sense?

So here’s a couple questions to ask yourself to give you a bit more insight into what your professional monetary value might be… What problem am I solving for clients? Is the ability to solve this problem unique to me in my area? How replaceable am I? Am I constantly growing and expanding my knowledge and skills to continue to adapt to my clientele’s needs? Usually when someone is spouting this phrase of “know your worth”, it’s given with no substance and is in regards to them trying to convince you to charge more. But to charge more, you have to back it up – education, knowledge, solving a problem, and communicating such. You can’t expect everyone to just “get it” when you try to charge a really high price just because you hold a license and think you deserve it. The monetary value of your services is solely determined by what people are willing to pay for what you offer. If what you offer isn’t worth the price, you need to reevaluate things. If you’re giving mediocre massages and your clients aren’t seeing the results they expected or beyond, then you need to take a good hard look at how you can learn and grow to accommodate OR lower your prices to match your results. Obviously there’s a ton that goes into determining pricing like of course your overhead and ideal profit margins and such, but come on. Like the saying goes, “champagne taste on a beer budget”, well you can’t deliver beer and charge for champagne.

Let me know what you think. Is this something you’ve heard before and struggle with? Do you think I’m full of it? Whatever it is, share your thoughts.

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