April 12, 2024

Don’t over-measure

The more exact a measurement needs to be, the more expensive it is to take.

So you don’t want to over-measure.

In the context of value pricing, over-measuring manifests itself as asking your prospect WAY too many questions in the sales interview.

This is tedious and makes them feel like you’re wasting their time.

Which is not good.

Here’s the thing...

You don’t have to get anywhere near an exact measurement of what the project is worth to the buyer.

A ballpark guesstimate is good enough.


Because you’ll set your prices starting at a small fraction of the guesstimated value.

So as long as you’re in the ballpark, you’ve got a good chance of closing the deal.