Short YouTube clip (Nate Tilley) about pricing strategy for service providers. Counters the negotiating myth that 'whoever names the price loses' and instead advises focusing on deeply understanding client problems, offering the highest-value proposal (and price) needed to deliver optimal outcomes, and making clear that lower prices will reduce speed/value.
There's a saying in business, the first person to say the number is the one that loses. But if someone's only got $1,000 to spend and you know that your services are $2,000, what does it really matter if you say your price first? If it's a bigger deal, the focus needs to not be who says the price first, but it's really understanding the problem intimately and going as high as it needs to be to serve that prospect and that client the best way. It's not about just ext as much money as you can out of a client, right? The amount of value that you get is directly proportionate to the amount of value that you provide to that person. So what you really want to focus on is offering your highest value proposition to them, which is going to be your highest price. Making it fully clear that anywhere that you go based on price from this point is not going to get them the optimum outcome in terms of speed and value.
