Pricing strategist Shannon Mattern joined me on Ditching Hourly to discuss how to present pricing options in a project proposal based on the mindset of the buyer: investment-minded, expense-minded, and hustle-minded.

In this episode, we dive into Shannon's Package Matrix method, a framework she developed to offer clients different levels of service and pricing options. We explore how to implement this strategy, manage client expectations, and ensure timely payments.

00:00 Introduction
00:25 Shannon's Background
01:24 Overcoming Pricing Challenges
02:24 Package Matrix Method
06:23 Implementing Package Matrix
10:58 Sales Process and Payment Terms
17:21 Handling Client Delays
20:58 Sales Cycle and Proposal Strategy
28:03 Presenting Proposals
39:51 Follow-up and Decision Deadlines
47:19 Final Thoughts and Resources

Shannon Mattern is a pricing strategist and the creator of the Package Matrix™ Method. She's also the host of the Profitable Web Designer and Anchor High podcasts, and founder of Web Designer Academy, where she helps women web designers move from undercharging to premium pricing. You can connect with Shannon at https://shannonmattern.com or on LinkedIn at https://linkedin.com/in/shannonmattern

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Are your prices secretly based on hours, effort, or market rates?

If so, buyers will treat you like labor, devalue your assistance, and try to negotiate lower rates.

On Wednesday, August 12th, 2026, at noon Eastern Time, I'm running a live workshop called Stop Pricing Like a Freelancer.

In this workshop, we'll move toward prices based on the buyer's desired outcome instead.

It's the first session of my Fall 2026 Soloist Growth Workshop series for expertise-based business owners just like you.

Live attendance is limited to 20, so don't wait.

Learn more at: https://jonathanstark.com/sgs

Enroll in “Stop Pricing Like a Freelancer” now »

Hope to see you live in Zoom on Wednesday.

Shannon Mattern - Strategic Pricing for Service Providers

Ditching Hourly

Shannon Mattern - Strategic Pricing for Service Providers