一位设计达人来找我。聊了一个小时。

她说：“徐教练，我的设计费均价800一平，怎么也上不去。怎么才能成功溢价到1200？”

我没给她答案。

我反问她：“是什么让你不能溢价到1200？给我三个‘内在’的原因。”

她想了三分钟。

“没有信心……怕吓跑客户……我还没有成为大咖的本事……没了。”

我说：“我可以给你一些反馈吗？刚才这30分钟，你给我的感觉是 - 傲慢、说话不停、不临在。你觉得这对你的溢价有什么影响？”

她愣了一下，然后哭了。

我没说话。安静地等了她两分钟。

她擦干眼泪说：“你是第一个看到这个的人，教练。”

我问：“那你下一步怎么选？”

她深吸一口气：“下周我们再聊。我知道了。”

如果你也在‘想涨价、不敢涨’里卡了很久 - 私信我‘溢价’。我先回你一个问题。

（案例已脱敏，经本人同意分享）

 

徐敏聪 | 商业教练｜卡点定位

帮你看清：卡住业务的那个根

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A design professional came to see me. We talked for an hour. 
She said, “Coach David, my average design fee is stuck at 800 per square meter. No matter what I do, I can’t raise it. How do I successfully increase it to 1200?”

I didn’t give her an answer.  
Instead, I asked her: “What is stopping *you* from charging 1200? Give me three *internal* reasons.”

She thought for three minutes.  
“Lack of confidence… fear of scaring off clients… and I don’t yet have the status of a big name… that’s it.”

I said, “May I give you some honest feedback? For the past 30 minutes, the feeling I get from you is arrogant, constantly talking, and not fully present. How do you think that affects your ability to command higher fees?”

She froze. Then she cried.

I didn’t speak. I waited quietly for two minutes.

She wiped her tears and said, “You’re the first person who’s ever seen that, Coach.”

I asked, “So what’s your next move?”

She took a deep breath. “Let’s talk again next week. I’ve got it.”

If you’ve also been stuck for a long time in “wanting to raise your price but afraid to”  - message me the word “Premium.” I’ll ask you one question first.

(Case study anonymized and shared with consent)

 

David Tsui | Business Coach | Challenge Positioning  
Helping you see the root that holds your business back