Value-based pricing isn’t just trendy—it’s a good way to escape the “more money = more hours” trap.
The myths about it are holding us back, and while each has a grain of truth, they’re still myths.
Myth 1: It’s too complicated
– True: It would be very complicated to price every feature or service by calculating its impact.
– False: That’s not how it works. Clients buy outcomes, not features, and the price of the next-best alternative provides a baseline for all the features you two share.
– Our job: get clients to tell you how your outcome differs from alternatives. Then, price that difference.
Myth 2: It works for everything
– True: When you provide substantial value, basing your price on it makes sense.
– False: Value is subjective, so value-based pricing can’t be standardized across every client.
– Our job: Only use value-based pricing for important, urgent, and complex projects. If your market lacks these, find a better one.
Myth 3: It’s just a trick to raise prices
– True: You’ll likely make more per hour than with traditional billing.
– False: That only reveals how you’ve been undervaluing yourself. Value-based pricing aligns what you GET with what you GIVE.
– Our job: Make the value you provide more tangible. Clients hate feeling like they paid for the brand/reputation and love to brag about the tangibles they got.
You can do this. Y_es, even if no one else around you does it._