Understanding Client Value

To effectively price services like consulting, it is essential to understand the true value you bring to clients. Rather than relying on common industry rates or calculators, this method emphasizes a deeper understanding through Socratic questioning. By engaging clients about the underlying motivations for their projects, you can identify the core problems they face and the cost implications of these issues. This approach reveals that clients do not just seek a service; they desire an improved future, making it crucial to focus on the outcomes rather than the service itself.