You Can't Talk Them Out of Working With You

Once you have a rough order of magnitude sense of what kind of an impact this is gonna have on their business or their life, then you can price it. And once you're convinced that you cannot talk them out of working with you, then they will have convinced themselves that they should work with you. So if it's worth whatever, a million dollars to them in the first year, then set your price at 100,000 and then it's a complete no-brainer. Even if you're wrong about the million, even if you're off by a few hundred thousand in either direction, a hundred thousand is gonna be like a slam-dock.