People don't care as much as you think about your prices. They care about results! That's it, results!
And they care about pricing..... but not the way you understand it. People care about pricing in the manner of whether they feel they are getting a valuable deal.
So how do you make your prospects feel like they are getting a great deal?
You overdeliver on your services, you make they feel like an individual, you get to know them, AND...you provide them a high benchmark monthly pricing option in order that they opt for a longer term committment at a greatly reduced monthly rate.
Here's an example.
Your gym charges $50/month currently but you should be charging $100/month. You meet a prospect and get to know them. (more on this later).
You explain to your prospect that your monthly rate is $150/month on a month to month basis OR... they can sign into a year contract at $100/month and save a ton of money!
Now your prospect feels like $100/month is a great deal!
If this sounds simple that's because it is but there's way more to it. Everybody uses that trick right?