How to Negotiate Better Fees Without Getting Weird with Attia Qureshi

In this episode of How’d They Do That?, Skot Waldron sits down with negotiation and influence expert Attia Qureshi to talk through what really happens when coaches, consultants, founders, and service-based business owners negotiate for themselves. Attia breaks down why we are often great at advocating for clients but weirdly bad at advocating for our own value. They get tactical with a real pricing scenario from Skot’s business, including how to anchor your fee, when to ask about budget, how to create three options, what to do when a prospect has a cheaper quote, and how to respond when someone says there is no budget this year. Guest: Attia Qureshi Website: https://www.attiaqureshi.com LinkedIn:   / attiaq   Instagram:   / attiaq   Timestamps: 00:00:00 – Cold Start & Intro 00:01:19 – Why Negotiation Matters for Coaches 00:03:57 – Why We Get Weird About Our Own Fees 00:08:15 – How to Anchor Without Guessing 00:09:25 – The Two-Minute Fear Reset 00:16:02 – Skot’s Real Pricing Scenario 00:26:41 – Why Three Options Work 00:33:05 – When They Found Someone Cheaper 00:38:03 – Turning No Budget Into Not Yet 00:45:03 – Practice Negotiation in 30 Seconds a Day Welcome to How’d They Do That? The show where real coaches share how they actually built their businesses. No hype. No magical funnels that only work for people with a pet unicorn. Just honest conversations about what works, what flops, and what builds a coaching business that lasts. I’m Skot Waldron, a communication strategist and coach who’s spent two decades helping leaders and teams get aligned and move forward. The same skills that transform organizations are the ones coaches need to grow a business: clarity, influence, and the ability to communicate without confusing people. Each week, you’ll hear practical strategies, smart decisions, and behind-the-scenes stories from coaches who’ve figured it out. Website: http://www.skotwaldron.com LinkedIn:   / skotwaldron   If you're one of the people who have figured it out, please DM or email me (skot@skotwaldron.com) and let me know. I'd love to have you on the show!