The Service Pricing Handbook
Finance · Nº 01
The Service Pricing Handbook
What to Charge, How to Raise Your Prices, and What to Say When Customers Tell You It's Too Expensive
Your calendar is full. So why is there so little left at the end of the month?
27 tools and a spreadsheet that works out what your hour really costs, what each service leaves you, and what a price increase does before you announce it.
You get 27 tools to find your true hourly cost, set a floor and a ceiling for every service, build a price list customers understand, and raise prices with a script. Plus a 10-tab spreadsheet, already filled in with the example.
A book explains the method. This handbook puts it to work: the tool, a worked example, and a spreadsheet with your numbers.
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Tuesday, 7:40 p.m. The last client just left. You've been booked solid since eight, again. You check the business account, and it looks a lot like last month: a full week, not much to show for it. Your price came off a competitor's website two years ago. You've thought about raising it a dozen times. Then you picture your best customer's face and decide next quarter sounds better.
THE SPREADSHEET
Hourly cost, margin, and price increase spreadsheet
Use the completed example as a reference and enter your business data in the marked fields. Check the instructions and the calculations before you make a decision.
SOUND FAMILIAR?
Three situations this handbook solves
A customer says “that's too expensive”
Instead of knocking something off on the spot, you have six answers ready. You ask what they're comparing it to, show what the service delivers, and offer a smaller version before you ever touch the price.
You're thinking about a price increase
Before you announce anything, you type the new price into the spreadsheet and see what happens if some customers leave. Then you test it with new customers first and give existing ones 30 days' notice with a clear message.
A new kind of job comes in
You've never priced this one. You estimate how long it takes, calculate the floor from your true hourly cost, check the market, and write the scope down before you send the quote.
INSIDE
What you'll find in each tool
Five parts. First, the numbers that come before any price: your costs, your billable hours, your true hourly cost, and what each sale leaves after commissions and fees. Then the price itself, from floor to value. Then a price list customers understand. Then a price increase that keeps your good customers. Finally, a monthly dashboard and a quarterly review.
WHAT YOU GET
Everything included in your purchase
- The Service Pricing Handbook in PDF: 27 tools, each with a step by step and an example with numbers
- The hourly cost, margin, and price increase spreadsheet in Excel and Google Sheets, with 10 tabs, filled in with the example company
- The Template kit: 6 ready-made texts, including the price increase message, six answers to “it's too expensive”, and a no-show policy
- 2 worksheets to fill in (service price and quarterly review) and a 30-day plan, one week per stage
- Access to your handbook on the Consylion platform
Full table of contents
The 27 tools, in the order you'll use them
Part 1 · Part 1 · Before the price: what you really cost
- 01Fixed and variable cost mapPut every expense in the right column, for each service and each product
- 02Billable hours and schedule occupancySee how much of your schedule actually turns into revenue
- 03True hourly costThe number that usually comes out wrong, here calculated on the hours you actually sell
- 04Commissions and partner splits in your pricingBuild each professional's share into the math, with no hidden loss
- 05What you keep from each saleEverything that comes off the price before it reaches your account, so the month-end has no surprises
- 06Contribution margin by service and productFind out which items carry the business and which just keep you busy
- 07Break-even point in hours and customersThe minimum you need to sell to end the month in the black
Part 2 · Part 2 · Setting the price: from the floor to value
- 08Cost-based pricingThe floor. Below it, you're paying to work
- 09Competition-based pricingUse competitors as a reference point, not a ceiling
- 10Value-based pricingThe ceiling, set by what the result is worth to the customer
- 11Perceived value ladderWhat makes the same service worth more in the customer's eyes
- 12Hourly, project, package, or monthly feePick the billing model that fits the way you work
- 13Scope and deliverablesSpell out what the price includes, what's extra, and put it in writing
- 14Products sold with the servicePrice and margin on the retail items that round out your service
Part 3 · Part 3 · Building a price list customers understand
- 15Three versions of the offerEssential, complete, and premium, with an honest anchor
- 16Packages, plans, and recurring revenueCustomers who come back every month instead of once in a while
- 17Peak and off-peak pricingFill the empty slots without cutting your prices
- 18Rush fees, travel fees, and extrasStart charging for the things you give away today
- 19Instant bank transfers, single payments, installments, and depositsHow much of a discount to give, and when to collect up front
- 20No-show and cancellation policyProtect the time you reserved without fighting with the customer
Part 4 · Part 4 · Raising your prices without losing your good customers
- 21Five signs it's time to raise your pricesA full schedule and an empty bank account is only the first one
- 22Price increases for existing customersA script for the conversation and a small test before you change everyone
- 23Answering “it's too expensive”Six answers that show value without reaching for a discount
- 24Concession tableWhat to offer instead of a discount, and what to ask for in return
Part 5 · Part 5 · Tracking your margin every month
- 25Margin dashboard by service and productSee where the profit really comes from
- 26Service and product mixWhat to push, what to adjust, and what to rethink
- 27Quarterly price reviewA calendar and a checklist so you never go two years without a price increase again
Who it's for
It's for you if
- You sell a service (salon, clinic, agency, consulting, repair, professional practice) and set your own prices
- Your schedule is full, but your margin is gone by the end of the month
- You also sell products alongside your service and want to know what each one really leaves you
- You want to raise your prices without losing the customers you care about
- You'd rather have a spreadsheet that does the math than sit through a class
It's not for you if
- You mainly sell physical products or resell goods. For that, see The Product Pricing Handbook
- Your prices are fine but the money still vanishes before payroll. That's The Cash Flow and Profit Handbook
- You need advice on the rules that apply in your country. That's a conversation for your accountant
- You want a formula that spares you from looking at your own numbers
Frequently asked questions
Does this work for my type of business?
If you sell a service and set your own price, yes. The example is a service business with a small team, and the logic is the same for a salon, clinic, agency, consulting firm, repair shop, or professional practice. You replace the example numbers with yours.
I work alone, with no team. Is it still for me?
Yes. The example company has four practitioners, but every calculation works for one person. You'll still map your costs, measure your billable hours, and find your true hourly cost. Skip the parts about splitting revenue with a team.
Do I need to be good with numbers?
No. It's written from beginner to intermediate, and every tool has a step by step and an example with numbers. The spreadsheet does the math. You fill in the input cells and it calculates your hourly cost, your margins, and the effect of a new price.
I'm scared a price increase will drive customers away. Does the handbook deal with that?
That's what Part 4 is for. You simulate the increase in the spreadsheet first, test it with new customers, give existing customers notice with a ready-made message, and train your team to handle “it's too expensive” without discounting.
How much time will this take?
About 2 hours and 40 minutes of reading, roughly 6 minutes per tool, plus the exercises. The 30-day plan breaks it into four weeks: your numbers, the price of each item, the price list and rules, then communication and routine.
What do I get, and in what formats?
Each handbook is a PDF of about 100 pages with 24 to 27 tools. Every tool has step-by-step instructions and a worked example. You also get the handbook's spreadsheet in Excel (.xlsx), which opens in Google Sheets too, with the example already filled in. The message, policy, and clause templates are in the Template Kit inside the PDF, ready to copy and adapt. Read it in the member area or download the files.
How do I know if it fits my business?
Each handbook's page shows the problem it solves, who it is for and who it is not for, the full table of contents, sample pages, and the company used in the examples. The examples come from small businesses in several industries, with illustrative numbers. If it is not a fit, you can ask for a full refund within 14 days of your purchase, as described in the Refund Policy.
What is the difference between a handbook, an area set, and the Series?
A handbook solves one problem. An area set brings together every handbook and spreadsheet in one of the 6 areas, for less than the price of 5 single handbooks. The Consylion Handbook Series brings together all 100 handbooks and 100 spreadsheets, for less than the price of 8 single handbooks, and includes the next handbooks in the Series. Products outside the Series, from Consylion Life or Consylion Business, have their own price. They are sold separately and are not part of an area set or the Series.
Do I need to read everything before I start?
No. Each tool works on its own. Open the table of contents, pick the tool for today's problem, and start there. You can also read it cover to cover.
Do I need to know Excel?
The basics are enough: open the file and fill in the marked fields. The formulas are already built, and the handbook's example is filled in for reference.
How do I pay, and when do I get access?
By card or bank transfer, as a one-time payment with no subscription. Once your payment is confirmed, you get access to the member area by email. Approved card payments are confirmed right away. Bank transfers are confirmed when the funds clear. If access does not arrive within 24 hours of confirmation, check your spam folder and write to team@consylion.org.
How long do I have access, and how can I use the files?
Access does not expire, and you can download the files for offline use. The license is individual. You may read the handbooks, print them for your own use, and fill in and adapt the spreadsheet and templates with your company's data. If you are a consultant, accountant, or manager, you may apply the tools with your clients and deliver the result of your work, not the files. You may not share, resell, or distribute the files or the access.
How do support and refunds work?
Support is by email at team@consylion.org, on business days, with a reply within 5 business days. It covers questions about access, files, and payment. It does not include consulting or advice on applying the material to your case. You can cancel within 14 days of your purchase, without giving a reason, and get the full amount back through the payment method you used. Send the request to the same email. The details are in the Refund Policy.
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One-time payment of $197.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.
Finance · Nº 01
Know why you charge what you charge
A full schedule should leave something at the end of the month. This handbook gives you the numbers behind your price, a spreadsheet that does the math, and the words to use when you raise it. What you do with your new price list is up to you.
See all 100 handbooks · $197.00
One-time payment of $29.00. The order form shows the final amount, with any taxes for your country, before you pay.
Digital delivery: PDF handbook, spreadsheet and access on the Consylion platform.
14-day money-back guarantee: if it isn't what you expected, request a full refund within 14 days of purchase.
Your order is processed by Digistore24, our authorized reseller. By purchasing, you accept the terms of use and purchase · refund policy.