Sent by Jonathan Stark on March 10th, 2020
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