January 9, 2020

It’s always there

Jake Prieur asked me on Twitter:

How do you price something if neither you nor the client can quantify its value? Like for instance if your service doesn’t directly increase revenue/profit

Good question!

The value is hidden somewhere in the mind of the buyer. You have The Why Conversation with them to unearth it.

It may be large or it may be small, but a value is always in their head somewhere.

If it wasn’t worth anything to them, they wouldn’t be talking to you at all.