So many of us start our businesses with big hearts and a drive to serve—only to find ourselves uncomfortable (even apologetic) when it comes time to charge for our work. In this episode, I’m joined by Reland Logan, founder of Gray Digital Marketing and creator of the Luxe Invite Framework.We unpack what it looks like to build a sales funnel where every step is paid, why confidence is often the missing link in pricing, and how to reframe your first offer as a preview of your brilliance—not a giveaway of your time.If you’ve been stuck in the free consult > custom proposal > fingers crossed loop, this one’s for you.Key Takeaways:Clarity builds confidence—and confidence builds trust.Charging for the first step in your funnel creates buy-in, not barriers.The right funnel should feel like a guided invitation—not a performance or a pitch.Sales as Service Challenge — Start Now!Audit your sales process and identify one place where you’re giving too much away for free. Ask yourself:Could this step be positioned as a paid strategy session or workshop?Can I offer to credit this back toward the full engagement if they move forward?This small shift can protect your time, reinforce your value, and build trust before the sale even closes.Learn more about Réland:graydigitalmktg.coConnect with Réland on LinkedInExplore the Luxe Invite Framework Have an episode idea? DM me on LinkedIn and let me know! —Tam Smith is a Sales Growth Strategist and founder of ST49 Sales Marketing, where she helps creative agencies and service pros ditch feast-or-famine cycles with sales systems that actually feel good to use. With 15+ years in sales leadership, Tam’s work focuses on building genuine relationships, crafting smart outreach strategies, and creating consistent client pipelines—no pressure tactics required. When she’s not helping clients build reliable sales systems, you’ll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

Ver todos los episodios