Captain’s log, stardate 20200930
Fellow list member Chris Davis sent in this success story about the confidence that comes from value pricing (shared with permission):_
Just wanted to send a quick thank you for spending your time speaking in the webinar earlier today. I appreciate you sharing your knowledge and experience.
I’ve recently taken value-pricing head-on without looking back. It’s forced me to train myself to take a 30K foot view of a potential client’s problem and continue to ask why until I’ve uncovered the underlying motivation. Then it’s just a matter of how much money the client is willing to spend to get the desired result, i.e., improved conversion rate, more awareness, more qualified leads, etc. Quantifying the impact instead of the deliverables.
I’ve found that I’m much more confident and comfortable talking to people taking a role as an unbiased advisor rather than thinking about proposals, getting rejected, having to convince them of something, or just taking the order. I still have much to learn, but it makes the future seem much more inviting.
Again, I appreciate you taking the time. I’m enjoying the food for thought in your emails. Keep it up!
Yep, Chris is right.
Once you really understand value pricing, running a sales interview and then writing a proposal become pretty easy.
The hard part is changing from a "scope first" hourly billing mindset to a "scope last" value pricing mindset.