The Desert of Arizona
Partly Cloudy 91 Degrees
Value is a kwazy little thing.
What makes it crazy is that you can’t really have value without an exchange. And to have an exchange, you need at least two parties.
So there really is no such thing as value if there’s a service provider out there in the wilderness all alone.
How valuable is a diamond if there’s no one to sell it to? You just can’t know.
Much like the sound of one hand clapping, the sound of one service provider charging with no one on the other end to buy is a bizarre situation.
So value is subjective.
Which makes it kind of funny when service providers have a menu of prices connected to certain services.
That’s how you strangle yourself as a service provider. That’s how YOU focus the discussion on price before your prospect ever shows up.
Price is not value. Value is not price. Price is a function of value.
Price gets set based on value. And you can’t have value without context. So if you have a price without context, you’re most likely doing it because you’ve given in to what you think you SHOULD charge. Due to our brainwashing by the system, this will always tend to be lower than it should.
The ideal routine is simple:
Talk to prospect, clarify goal, figure out value of goal to prospect, set price so that value delivered exceeds price paid.