BLOG
Welcome to the ever-evolving library of content dedicated to fearless pricing! You can treat this as a resource for self-employed expert service providers. If you are here to learn, browse or simply get some good pointers on your next step, picking a category is your first step.
They SAY it’s the budget
And sometimes, the budget is THE constraint to them paying for the value they get from you. But only sometimes._And even then, there are ways.** There’s a big difference between a budget objection and an “I don’t see how this investment pays off” objection. The problem is, they both look and sound the same: “That’s too much.”** There’s not much you can do about an actual budget objection, where
And sometimes, the budget is THE constraint to them paying for the value they get from you. But only sometimes._And even then, there are ways.** There’s […]
Let’s say we agree on your work not being a commodity. That means that we also agree it shouldn’t look like it’s being sold as […]
I remember feeling that clients react as if my offer was either “too much”, “not enough”, or kind of both at the same time. The fix? […]
A consultant boasted about helping their client so much that they got their money back 19 times over, compared to what they paid him. He felt great […]
One thing I love about expertise-based services is that you often can’t help but get better at it just by doing your job. If you […]
Starting your price too low feels right in the moment—it seems generous, reasonable, and friendly. Hey Mr. Client, it seems to say, Why don’t we just […]
Usually, when we base pricing on something, we either start from the “time and materials” approach (inputs) or the “value” approach (outcome). But there’s also […]
Specific positioning and task-flexible proposals are two major steps toward getting your clients to think about your work in terms of results rather than tasks. […]
If wealth were the inevitable result of hard work and enterprise, every woman in Africa would be a millionaire.—George Monbiot The greatest failure of effort-based […]
The quickest way to fail at pricing is also the most common: Just send them the offer. Sure, it’s what they asked for, but it’s […]