The Value Pricing Podcast The Questions to Ask to Determine Value
Value Pricing is based on providing the client with the highest possible value, and then charging based on that value.
The problem is, everyone values things differently.
Value is subjective. It’s to do with individual perception. So how do you find out exactly what people value?
It’s simple - ask them.
When you first meet with a client, you should have the ‘value conversation’ with them. In this meeting you spend your time really uncovering exactly what the client values.
A critical part of the value conversation is knowing the right questions to ask - questions that will help you to uncover the client’s real issues.
When you know their real issues, you can prescribe them the perfect solution and really deliver on value.
Here’s what you will learn in today’s episode:
✅ The 5-Step Pricing Process
✅ The Fact Find: What is it and why it's important
✅ The 4 Stages of the Questioning Process: What you need to find out and how to find it
✅ BONUS: 5 Top Tips for your Fact Find
When you can uncover what it is a client values, you can make sure to include those things in their package. Then you can charge a high price, because you know they are getting a lot of value. This is value pricing.