Pricing without value context is just a number ...
When you present pricing before value, you're asking them to justify a cost. When you present value first, they justify the investment to themselves. The wrong order is to explain what you do, show how it works, then state the price and hope they see why it's worth it. But that's backwards. They're evaluating your price against nothing. No context, no comparison to what their problem is currently costing them. Just your numbers sitting there looking expensive. Here's the right order. You quantify what the problem costs them now. You show what changes when it's solved. Then you present the investment. And now they're not comparing your price to zero. They're comparing it to the cost of the problem. If the problem costs them $10,000 monthly and your solution is $15,000 one time, the math is obvious. Price without value context is just a number they'll negotiate. Price with value context is an investment that makes sense.
Summary
Presenting value before pricing helps clients justify the investment. Quantify the problem's cost, show the benefits of solving it, and then present the price for effective sales.
Key Points
- Present value before pricing to justify investment.
- Quantify the current problem's cost first.
- Show the benefits of solving the problem next.
- Present the investment last for better comparison.
- Price without context appears expensive and negotiable.
- Value context makes the price an obvious investment.
Tags
Repurpose Ideas
- LinkedIn post: How to present value before pricing.
- Tweet: 3 steps to effective pricing strategy.
- Checklist: Order of operations for sales presentations.
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