June 26, 2024

You HAVE to talk to the buyer to determine value

One of the most effective ways to scale up a solo consulting business is to use value pricing.

Conceptually, it works like this:

The more valuable the project outcome is to the client, the higher your prices can be, regardless of how many hours the project is going to take you.

If a client comes to you and doesn’t even have the time to properly discuss the project, it’s an indication that it’s not that valuable to them.

So, what do you do in a case like this?

Move on.

Yours,

—J

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