Oof, that’s an expensive-looking problem you have there, mister”. = Not an ideal approach to value pricing.
The thing with value pricing is that someone should mention the actual value of the project you are trying to price. Alas, that person should ideally not be you.
Even if you calculate the value, are 100% correct, AND have formulas to prove it, but the client doesn’t see what you see or simply does not agree with you, that conversation will not end in a sale.
The only correct way of going about it is getting the client to find the numbers, then relying on those. This of course presents a new problem – how can you guarantee anything about the values that you didn’t calculate?
I found this helps – I say “you and I both have no idea of what are the odds of this working, but we both think it’s fairly high, otherwise, you would be asking someone else for help, right?
Since I can’t check your numbers or control many of the variables in this project, I cannot give you a 100% guarantee without charging you 100% of the project’s value as a price for my services, which would not make sense.
On the other hand, I’m only asking for about 10% of the project value as payment. Everything between that 10%, and the actual odds of everything working out great is your profit. So, I feel good about those odds. How about you?”
“May the odds be ever in your favor”, dear client.