Price based on value, not hours

Demonstrate the value you bring to a client rather than negotiating hourly rates.

Selling packages and demonstrating their value avoids the race to the bottom of charging per hour.

Find a starving market

Somewhere there is a market desperate for your skills and expertise.

A starving market gives you negotiating power to charge a premium.

If you haven't found your market yet yet, keep trying.

Commit to a niche

Focussing on a niche positions you as a specialist which:

• Gives you added credibility

• Increases your chance of acquiring new customers

• Further strengthens your ability to charge a premium

Here is the example Hormozi uses:

Charge so much it hurts

Charging a premium:

• Increases the client's emotional investment

• Increases perceived value

• Enhances the client's results because they are invested

• Attracts the best clients (easiest and most cost efficient to satisfy)

Use Hermozi's value equation:

• Understand the dream outcome

• Use credentials to increase perceived likelihood of success

• Use milestones to demonstrate progress towards the longer term goal

• Aggressively limit client input required

Build a delivery mechanism that solves all of your client's problems

[aka sell the vacation, not the flight]

• Understand the client's dream outcome.

• Identify all the problems standing in their way.

• Demonstrate how you can achieve the outcome by solving each problem.

Final thought:

You can enhance the offer by:

• Creating scarcity and urgency

• Offering bonuses and success guarantees

• Naming your proposal creatively

And that's it:

• Price on value, not hours

• Find your starving market

• Commit to a niche

• Charge so much it hurts

• Use the value equation (especially time delay and client effort → 0)

• Solve the problems stopping your client realise their dream outcome

If you found this helpful:

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