February 19, 2022
When should you start value pricing?
At a high level, the answer is this:
A great time to start value pricing is when you begin to attract clients who recognize that you can deliver enormous value to them.
In a sales interview, this type of prospect often displays all three of the following characteristics:
- They are facing a huge / risky project
- They are under intense time pressure
- They see you as the go-to expert for what they want
To get to the point where you’re attracting these types of clients, you need to invest time positioning your business and publishing your expertise.
It takes some discipline but it’s not rocket science.
Yours,
—J