23-Hour Collab — A 2024 Case Study, Part 2: Income Planning & Pricing
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In this continuation of Sandra Morno's (Founder of SSBM Consulting) 23-Hour Collab journey, we’re doing a deep dive on some of the most pivotal aspects of her business transformation: income planning and pricing. This phase brought clarity to Sandra’s offerings, confidence to her pricing, and set the stage for finalizing her digital downloads.
The Challenge: Finding the Right Income Formula
One of Sandra’s top priorities for the Collab was to establish pricing that aligned with her income goals. This process wasn’t straightforward, it required meticulous planning, critical thinking, and a lot of back and forth.
We started by mapping out an income formula that aligned with Sandra’s vision, goals, and realistic capacity. Emphasis on realistic—sure, the math might work if she sold 5,000 units of something to hit an income target, but is that actually feasible? Not likely.
Sandra had initially planned to work with 12 VIP clients per year. However, as we dug deeper, it became clear that this didn’t align with her desire for flexibility, balance and number crunching time. Being constantly available, face-to-face, year-round, for a dozen people did not align with her vision. So, that version of the income plan went to the recycle bin.
The Breakthrough: Alignment Through Refinement
Income planning isn’t just about numbers—it’s about aligning those numbers with the bigger picture, the income goal, and the pricing strategy. For Sandra, this meant finding the sweet spot where her vision, goals, and offerings all came together. Through trial and error — and overcoming outside influences — we reworked her income plan step-by-step. Pricing adjustments, service tweaks, and even mindset shifts all played a role in achieving this clarity.
Before the 23-Hour Collab, Sandra offered a $47 digital download, but the price didn't fully capture the value or its potential. Together, we transformed it into a premium $299 product (with plans to increase the price further) by enhancing both the product and customer experience. From the added features to the elevated presentation, everything was refined to confidently align with her new price point.
At the same time, Sandra streamlined her VIP client structure to prioritize strategic, behind-the-scenes work. To shift away from free consultations and focus on high-value engagements, she implemented a $300 fee for her consults. This decision maximized her time, eliminated busy work with non-serious prospects, and ensured she connected with committed clients.
The turning point came when we had landed on pricing that felt both authentic and sustainable. Sandra was confident, Alison was confident, and so, we had our income plan in place!
The Result: NEW, Polished Offerings
The next step was to find clear ways to showcase these new offerings and prominently post them on the SSBM website to ensure they were accessible and transparent to potential clients. We dedicated several hours refining the full service guide across five different price-point levels, and we couldn't be prouder of the results.
The final step in refining Sandra's products and pricing was enhancing how she presented her offerings to the world. Together, we fine-tuned some language to reflect the value of her newly enhanced offerings. This step brought everything into alignment!
What’s Next?
In the last part of this series, we’ll explore how we refined Sandra's prospecting strategy, focused on her ideal client, and finalized everything we'd been working on.
Looking to achieve breakthroughs like Sandra? Abambyh Business Coaching's signature 23-Hour Collab could be your next step! Whether it’s your income plan, business tracking, prospecting strategy or other business needs, we’re here to help. Learn more about 23-Hour Collab now.
Written by Libbie Krussow