Raise Your Prices, Offer More Calls, and Why Followers Actually Matter

In this episode of Do The Work, we’re breaking down a few of the biggest shifts that can immediately change the trajectory of your business: raising your prices, offering more calls, and focusing on the right metrics.

We start with pricing and why charging more doesn’t just increase revenue, it actually leads to better clients, higher adherence, stronger results, and more referrals. If you’ve been undercharging, this is your sign to rethink it. 

Then we dive into one of the simplest growth levers most practitioners overlook: offering more calls. We break down the difference between outcome goals (getting clients) vs. process goals (offering calls), and why shifting your focus can dramatically increase your results. 

Terri also walks through how quarterly planning and data tracking can completely change how you run your business. Helping you identify bottlenecks, stay focused, and make better decisions instead of guessing your way forward. 

We also tackle a big misconception:
“Followers don’t equal clients.”
We break down why that statement is often misunderstood and why growing the right audience is still one of the fastest paths to more sales. 

Plus, we cover how to think about referrals and building relationships with in-person practitioners to grow your client base outside of Instagram.

In this episode, we cover:
• Why charging more leads to better clients and better results
• How to know when it’s time to raise your prices
• Why offering more calls is the fastest way to increase revenue
• Process goals vs. outcome goals (and why this matters)
• How quarterly planning helps you focus on what actually moves the needle
• Why more (and better) followers = more opportunities to sell
• The truth about “followers don’t equal clients”
• How to build referral relationships with other practitioners

Free Resource
Want help auditing your pricing or building a better sales process?
DM us on Instagram with “PRICING” and we’ll point you in the right direction.

About Us
Coaches Creating Impact helps health professionals scale to $10K–$20K+ months using proven systems for content, lead generation, and sales.

Connect with Us
Reuben IG: https://www.instagram.com/reubendriedger/
Terri IG: https://www.instagram.com/terridriedger/

Transcript

SPEAKER_00 0:00

This is the do the work podcat. Or help girls learn to stop winging it and start scaling. We're your host, Ruben, and Terry.

SPEAKER_01 0:08

He's the ideas guy.

SPEAKER_00 0:09

She's the system brain.

SPEAKER_01 0:10

And together we help you get clients, grow your audience, and actually run a business that works.

SPEAKER_00 0:15

Expect real talk, tactical strategy, and the kind of perspective you can only get when you're building two things at once a company and a marriage. Let's jump in. Hey folks! Hey, hey! Welcome to another super short episode. I always say that they're gonna be super short to tell you.

SPEAKER_01 0:31

I literally told Ruben, he said before the last episode that we recorded, he's like, this one's gonna be super short. I think it's the longest podcast episode we've ever recorded. Really? Yeah.

SPEAKER_00 0:40

Well, anyways, we'll see how this one goes.

SPEAKER_01 0:42

Ruben has AHD, so the difference between his intentions in life and what occurs is substantial.

SPEAKER_00 0:50

Substantial. Ah, did you hear that? I am a substantial person.

SPEAKER_01 0:54

And you also see everything positively.

SPEAKER_00 0:57

I try to, that's for sure. And I'm very positive about this episode. We got some great.

SPEAKER_01 1:02

Are you positive that it's gonna be short?

SPEAKER_00 1:05

Um, fairly positive. You're gonna be talking about quarterly planning, which is way more sexy than it sounds.

SPEAKER_01 1:15

It's not, it's really my job is not sexy. And can I just say after living an incredibly dramatic life for a few years fighting cancer, the non-sexiness of my day-to-day brings me much joy.

SPEAKER_00 1:27

That's fair. That's fair. Anyway, but you're gonna be talking about that and I'm gonna be talking about raising prices and offering more discovery calls. And I'm really, really excited about that. You just gave me a look. What was the look for? Storm just peed on the deck. Oh our dog peed on the deck because it snows sometimes.

SPEAKER_01 1:48

Dogs get really confused about snow. They never pee on the deck when there's no snow, but snow confuses them. Oh.

SPEAKER_00 1:56

Anyways, let we need to dive into this, folks, because apparently this needs to be a short episode because we need to go clean up some pee on the deck. So I wanted to talk about raising prices and offering more calls. And usually the topics that we bring up here are because we're seeing this work so well for our clients that like we have to share it and you shouldn't.

SPEAKER_01 2:14

You're seeing it work well for our clients. I see nothing.

SPEAKER_00 2:17

That's not true.

SPEAKER_01 2:21

I'm so outside of fulfillment, it's crazy.

SPEAKER_00 2:24

You are outside of fulfillment, but you see the wins in the team channel and the different things like that.

SPEAKER_01 2:29

Yeah, why doesn't Cassie share more wins there? Cassie. I feel like I hear about them from you.

SPEAKER_00 2:34

We should have like anyway. We have so many wins, like we have like multiple every day.

SPEAKER_01 2:38

Haven't I told you how you need to encourage because okay, so how a company works is there are people who are involved in fulfillment, and then there are people who know nothing about what's going on in fulfillment. So I keep telling Ruben, like, you need to be telling Cassie to drop all wins, big or small, in the team channel so that us who are outside of fulfillment can revel in that joy.

SPEAKER_00 3:02

We need to work on that. You do. That being said, you need to work on that. Thank you. I and we uh need to work on that. Number one, I wanted to talk about raising prices because there is just so much, I mean, the studies and like facts behind this that the more you charge, the better clients you get. Yes. It's just here here's here's the truth. The more we have charged, because when we started in our businesses, we were charging so little, so little.

SPEAKER_01 3:36

We were essentially charging for a Starbucks coffee.

SPEAKER_00 3:39

Yeah, basically. Sometimes we even worked for the clients for free. Bad idea.

SPEAKER_01 3:43

Don't do it.

SPEAKER_00 3:44

But I created this real, I think it was last week actually, which shows you why you need to pay, you guys, why you need to charge more. Which is when you charge more, you attract people who are paying more money for your program, right? So guess what? They pay more attention to the program because they they view it as being more important. Yeah. And therefore, they have a higher adherence rate. Therefore, they often get better results, which results in you getting better testimonials, which means that you get better marketing materials and can attract more better clients. It's a self-feeding cycle. And for a lot of you, you aren't charging enough, especially as you grow your business. A lot. So I'll give you a low range of where our clients end, like charge, and then I'll give you like the higher range. On the lower end, they're charging$1,200 to$1,500 for like three to four months. Okay. That's okay to start, but it has to grow.

SPEAKER_01 4:41

Wow, that's what I started at like over a decade ago.

SPEAKER_00 4:45

I know. I think a lot of people, especially when they're new to business, they don't realize that they can charge more on the other hand.

SPEAKER_01 4:53

Yeah, no, that's totally fair.

SPEAKER_00 4:54

And so that's like the low end. But a lot of our clients eventually get to charging$2,500 to$3,800 for three to four months for a similar service. And yes, they have to attract people who are willing and able to pay that, but also these are people who, because again, they're paying more, they pay more attention, they get better results. And not only do they get better results and you get better testimonials, they also refer more people. And so you charging more is gonna be one of the things that saves your sanity, especially because a lot of our clients, they come in, all of a sudden they're starting to get a client or two per week, and all of a sudden you're like, I'm getting filled up. And you want to be getting paid for your time because it's getting more rare. So you want to raise your prices. And by the way, if anyone's listening to this and you're curious about your current price point and where it should go, just DM me on Instagram being like, hey, can I run my price points by you to get like an audit? I'll give you a free audit. I'll give you free advice on it. No. Well, will I? Terry probably won't. She'll be like, pay me money! No, uh, I'm kidding, I'm kidding. You can send it to Terry as well. But basically, send us over your price points, we'll help you audit them. I just wanted to quickly go over the second piece, which is just like are you feeling?

SPEAKER_01 6:04

Like, I need to rush, I need to rush.

SPEAKER_00 6:07

The second thing here is to simply offer more calls. We had a client who has been in our program for, I don't know, two or three months, been making some good money, um, but really wanted to see some faster growth. And so the consultant that they were working with was just like, hey, right now you're focusing so heavily on what we call an outcome goal, which is getting the client.

SPEAKER_01 6:27

Where you Which can be so drainage mentally.

SPEAKER_00 6:31

Yes, yes. And so they shifted the focus to what we call a process goal, which is how many calls can you offer today? Because guess what? How many calls you offer today is in your control. You can literally go just talk to people and offer calls, versus like the outcome goal of getting a client is sometimes not in your control. Absolutely. And so she went out and just offered way more calls than normal. Guess what happened? She booked more calls and she closed$7,500 last week. Which is amazing. And it's just and like the celebration is basically that she started to enjoy the journey and celebrate the points along the journey versus the destination. And therefore, she got the destination as well. And so basically, it's just like go of for more calls. Like you have leads. Now, but if your audience isn't growing quickly, you might not have leads, and then you need to use our mini ads, which we talk about all the time. But if you're using our mini ads and getting 100 or 200 followers per week, there is so many people to offer calls to.

SPEAKER_01 7:30

So, question are we using our mini ads right now?

SPEAKER_00 7:32

We are.

SPEAKER_01 7:33

On my profile?

SPEAKER_00 7:34

On both of ours.

SPEAKER_01 7:36

Are yours working?

SPEAKER_00 7:37

These yours are working better.

SPEAKER_01 7:39

My ads always work better. Something I take much glory in.

SPEAKER_00 7:43

It's because most of our clients are female and they're more likely to follow females.

SPEAKER_01 7:47

What they don't know is that energy-wise, they will actually enjoy you so much better.

SPEAKER_00 7:53

They don't know that I'm not like a bro-ish, kind of like aggressive, slimy salesman.

SPEAKER_01 7:59

Exactly.

SPEAKER_00 7:59

But they see you and they're like, oh, she's looks so nice.

SPEAKER_01 8:02

And then you like that I'm in Enneagram 3. That's hilarious.

SPEAKER_00 8:05

Anyway, I'm done myself. Look at that. Quick. So raise your prices, offer more calls. Oh, I'm cruising!

SPEAKER_01 8:12

No, you're not.

SPEAKER_00 8:13

I'm trying, folks. I'm trying. Hopefully, you're getting a value out of this. If you are, leave us a five-star review down below because guess what? The more people do that, the more this gets pushed out to more health practitioners who are amazing at what they do, but need to get paid better so that they last in business and help more people.

SPEAKER_01 8:28

So you know what's really funny?

SPEAKER_00 8:29

What?

SPEAKER_01 8:30

The other day I posted a client testimonial on my story.

SPEAKER_00 8:33

Yeah.

SPEAKER_01 8:34

Um, and it said like five. And then it said like how much they love us, blah, blah, blah. And so I had so many DMs of people being like, You're proud of a five out of ten. Oh no. And I was like, oh my god, no, it's out of five. So now the next time I posted, I like added out of five.

SPEAKER_00 8:53

That's hilarious.

SPEAKER_01 8:55

Everyone's like, wow, they're really proud of a 50% rating.

SPEAKER_00 9:00

That's amazing. Noah's 100% folks. Come on. 50%. We would we would close business if we were that bad.

SPEAKER_01 9:06

Yeah.

SPEAKER_00 9:06

Anyways, you want to talk about quarterly planning.

SPEAKER_01 9:09

And did I, or did you plan that I was doing that?

SPEAKER_00 9:12

No, you actually brought that one up. Oh, yay, me. Because you wanted to talk about why it's important and how it keeps you focused on the big items.

SPEAKER_01 9:22

Yeah, so one of the things, and like by the way, guys, I'm not necessarily proud of this, but CCI hasn't historically always done quarterly planning. I'm pretty sure that was something that only started when I became CO.

SPEAKER_00 9:32

You started it.

SPEAKER_01 9:33

Yeah. So, um, and and this was thanks to a mentor. I had not been doing quarterly planning. We hired a mentor, an ops mentor, and he was like, yo, you gotta do quarterly planning. And it was the process of prepping for quarterly planning, especially if you have an operator in your business, but even if you're not, you should be doing it.

SPEAKER_00 9:52

Yep.

SPEAKER_01 9:52

Part of the process is analyzing data. First, gathering all your data and then analyzing it. And like, we're talking everything. We're talking organic social media. How many followers did you get last Q1 versus this Q1 versus Q4 versus this Q1? Like you're gathering data from organic marketing to paid marketing to how many messages sent, to how many calls booked, to your churn rate, to your retention rate. If you have team members, this is comparing their CSATs, their retention rates, their close rates.

SPEAKER_00 10:24

Yep.

SPEAKER_01 10:25

You are gathering data. The goal, and of course, when we started, it was very difficult to compare old data to current data because we didn't have the data packs from previous quarters. So it took a lot of work the first time I did quarterly planning. But now, so now we're doing Q2 planning. Um, and I am comparing Q1 this year to Q1 last year. It's it's really important that you compare the same quarter because um, like for example, in our company, Q1 tends to be a really great quarter. So you're comparing it to another great quarter, but then we're also comparing it to last quarter, which is Q4. Um, so yeah, we're we're comparing all data points, and then of course, we're comparing it to KPI, we're comparing everything to where we want it to be. Um and then what are we gleaning from that? And therefore, what are we as leaders gonna discuss instead of quarterly planning? And more importantly, what are we gonna make our quarterly initiatives for Q2 to fix the biggest bottlenecks of what we are seeing in the data?

SPEAKER_00 11:30

And I think one of the things that has been so helpful with you doing this is just being able to be like, hey, let's because sometimes in business you get a little bit distracted, you get a little bit like off court.

SPEAKER_01 11:40

You and Cassie get so distracted.

SPEAKER_00 11:43

We are visionaries, and this is why we need Terry so badly.

SPEAKER_01 11:47

But for you, some of you guys, do you know how bad this is? Like yesterday, I'm in a room in a meeting with Ruben and Cassie, and I'm like, hey guys, we need to talk about X. And and I'm a data human, so I'm like, this is why, this is the data, this is why we need to talk about X. They both respond talking about something completely differently. So then I stop and I'm like, okay, how does that relate to X? And then of course they do this whole rigmarole where they try to relate it to X, but I'm like, okay, let's just admit we're not talking about X. Let's talk about X.

SPEAKER_00 12:18

So quarterly planning is great because it gets you back on the same page focusing on the most important things. Yes. It's okay to have some of the like exciting creative stuff, but you need to make sure that the main pieces of the business are.

SPEAKER_01 12:31

Yeah, that's what majority of your lives are.

SPEAKER_00 12:33

Yes, exactly. So, what's a simple way that some of these entrepreneurs who are making maybe only 5k, 10k, 20k a month can like grab the data and then make good decisions off of it.

SPEAKER_01 12:44

First of all, just learn to grab the data. Like, learn how what does it look like? Yeah. If you want to gather data, if you want to compare it last Q1 and the previous quarter, Q4, and then this current quarter, Q1, can you grab all that data? That's the first question. Like, is it even out there? If it's not, this is your big red siren to start tracking your data. Um, if you are tracking data, if you're like, yeah, I could get that together. That's gonna be a lot of work. Do it. Yep. Just start doing it. It will get easier, it will get faster. It is something like every single time we do quarterly planning. Um, I love writing down, I'm such a nerd. I love writing down what I think we're gonna learn. Yeah. And then once I've done all the planning, what we actually learn, and every single time it's dramatically different. You think because you're in your business every day, you're living it every day, you're experiencing it every day, that you know your business. And there is something magical about taking a step back, analyzing your data, and being like, oh my god, I wasn't even seeing that. And that's been dropping. Like, yeah, yeah. I love it.

SPEAKER_00 13:55

No, it's great. Quarterly planning. Love it. We got uh Rubin does not love it.

SPEAKER_01 13:59

Can you tell in his energy? He's like, currently planning, love it. He's so glad he doesn't have to do it.

SPEAKER_00 14:05

How many minutes are we in? I think we're doing good. Yes. 16 14. Oh wow, we are winning it. So we got two questions that we're answering here today. By the way, folks, you got questions, throw them over to us. This was not actually a question, it was someone who messaged me on social media. I was having a conversation with them, and they said something, and I'm like, I need to bring this up on the podcast.

SPEAKER_01 14:29

Ooh, I'm excited.

SPEAKER_00 14:30

So, this person, we we'd been sharing with them about our mini ads to get followers.

SPEAKER_01 14:36

Yeah.

SPEAKER_00 14:36

And they said, I'm not interested in paying money to get followers.

SPEAKER_01 14:41

That's a fascinating thing to say.

SPEAKER_00 14:42

Okay, are you interested in paying money to get clients? And then they said, followers don't equal clients, though. And agreed. I want to bring this up because I actually I drew a chart this last week of for this person. I didn't send it to them, no. I should have. Of our clients who are doing$20,000 a month,$30,000,$40,000,$50,000. All of them have bigger followings and their audiences are growing quicker than the people who are making one to three thousand dollars a month. Which is fascinating. And so here's the truth. Yes, if you like, there's a lot of people who have a lot of followers who make no money.

SPEAKER_01 15:20

Yeah, and we've had these clients, by the way. We've had clients come in who've had over a hundred thousand followers and have no clients.

SPEAKER_00 15:26

Exactly, and have no clients. But here's the truth. If I was like, let's say I am a lemonade stand, okay? So let's think about a lemonade stand. And I'm gonna think about a lemonade stand in two different locations. One of them is at a Miami beach that is packed on a crazy hot day of the summer, okay? And then let's think of another lemonade stand that's in Antarctica. Let's think about this. Who has the best chance of getting more clients? The one where there is so many people around it and it's in the right location. And basically, this is how you need to think about your following. Yes, you do need to have the right followers, but you also have to have more followers. If you do not have at bats to sell, you will not sell. And so I wanted to bring this up because a lot of people here, probably from social media business gurus who are using 2016 methods. You don't need to have a following to make clients. It's like, no. In fact, getting more followers and the right followers is the quickest pathway.

SPEAKER_01 16:31

And you know what? I was actually having this discussion with one of our consultants, Cam, this last week, where he was talking about how he has found it fascinating how most of our clients who are brand new, he actually did a uh he pulled data on all of our, which I love. The moment anybody on our team drops into my Slack and is like, so I was looking at data. I'm like, oh my god. Um, so he was saying how he was talking, he had messaged like everybody, all of our clients were brand new had been brand new, like prior to joining our program. Yeah. And like, where did your first client come from? Where did your first two clients come from? And they were all saying friends and family. Yeah. Um, and so like going back to what this person who messaged you is saying, yeah, sure, you can get your first whatever from your current following and from your contact list on your phone. But if you want to keep building, yeah, like your friends and family aren't going to same thing with the lemonade stand.

SPEAKER_00 17:28

Yeah, sure. Your grandma might be the first one to buy the lemonade, but guess what? She's not gonna come back every single day or buy it 30 times every single day.

SPEAKER_01 17:35

Exactly.

SPEAKER_00 17:35

It's just not how it works. Yes. So to this person and to anyone else listening, guess what? The trajectory is that more followers and better followers equals more revenue. Yes. And so you should be pursuing more of the right followers. And of course, you need to learn then how to like turn followers into clients. That's what we teach in our program. Like, of course, you need to do that. By the way, I don't think we've done this on a podcast. If you want to get to 20k months and grow your business, and you're a health practitioner. And you're a health practitioner, our program is designed to do exactly that. So you just type in coachescreating impact.com, click book a call, chat with our team, see if it's a good fit. Um, so that was the first thing that was not really a question. I just, it was something irritated me, and I was like, you do not understand.

SPEAKER_01 18:24

And you can just tell it's someone who's grabbed onto a line that they've heard, because I've said that line before.

SPEAKER_00 18:29

Yeah.

SPEAKER_01 18:29

Um, but they they had no thought process behind like the context of it.

SPEAKER_00 18:34

Yeah, exactly. So then we had another question, basically being like, Hey, I want to get clients from Instagram, but is it also a good idea to collaborate with in-person physicians to get referrals from them? And if so, um, how should I do that?

SPEAKER_01 18:49

Oh, yeah, absolutely. Um, back when I was a licensed health practitioner, which I actually am again.

SPEAKER_00 18:58

You are again! Woo-hoo! She got her license back because it just feels good to be licensed.

SPEAKER_01 19:02

Yeah, I lost my license when the year I was diagnosed with cancer because I couldn't um complete my continued education credits. Uh and so I just got it back again because it's something that I love and makes me really proud of myself. Anyways. Um, so okay, so when you are a health practitioner, you likely have your own network of like naturopaths, physiotherapists, acupuncturists, yeah, chiropractors. Like that's where I began was with my own naturopath. She started sending me clients. Um, then my chiropractor started sending me clients, then the person I see for acupunctures started sending me clients. Um, and then even like the other day, I'm in my doctor's office, like my primary physician care office. Um, and he starts talking about how where his wife works. And I was like, oh my gosh, I know Amanda who works there. Like, like you just learn to become a great networker. Yes. Whenever you are hanging out with that type of a person, talk about your services. Absolutely. Um, and it works so much better to have a relationship with these people, go out for coffee with them. I was ditching on a coffee last week where I was trying to network, anyways. Uh, but like go out for coffee with them. Talk about the new science that you're seeing and how interesting it is because that's gonna get them going as well. And thinking, oh my goodness, this person's a great practitioner.

SPEAKER_00 20:26

I love it. Great answer. Well, that's all the time we have today, folks. This was a nice and quick episode. It wasn't, it's like our average time. What a nice and quick episode today. Thanks for listening, folks, and uh we appreciate you all.

unknown 20:42

Bye bye.

SPEAKER_00 20:42

Bye bye.