March 29, 2019

Difficulty is irrelevant

Sent by Jonathan Stark on March 31st, 2019

There are probably loads of folks on this list who have thought at one time or another:

“I could never charge that much for something so easy!”

This is the wrong way to think about it.

The flip side is also wrong:

“I could never charge that little for something so hard!”

Clients don’t really care how hard or easy something is when making a buying decision. To the client, the outcome is either worth the price or not.

Figure out what the client’s desired outcome is, then figure out what the outcome is worth to the client, then propose a price that is less than what the outcome is worth to the client.

How hard or easy the delivery will be for you is irrelevant.

Yours,

—J

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