March 10, 2020

How did you come up with this price?

If you’re new to value pricing for project work, you might wonder what to say if a prospective client asks:

“How did you come up with this price?”

For the record, clients almost never ask this. But if one does, here’s what to say:

“Based on past experience.”

If they follow up by asking:

“How many hours they think it’ll take?”

You say:

“I don’t know, which is why I don’t bill by the hour.”

Yours,

—J

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