The customer says it's expensive — should I discount?

Find the reason first: they haven't understood the value (explain it), they feel the risk (offer a small phase), or they're simply not your audience (which isn't solved by discounting — it's solved by choosing the right market).

What percentage of customers should reject the price?

If nobody rejects it you're probably underpricing, and if everyone does, the positioning or message is the problem. A moderate rejection rate is a sign of correct pricing, not weakness.

How is value-based pricing actually done?

Calculate the monthly cost of the problem with the customer so they confirm the number themselves, then state your price against that number — not against your hours or the competitor's price.

Pricing Your Services: Why Being Cheaper Isn't a Strategy

By Hassan Saber · 8 min read

Competing on price is a race where even the winner loses. A framework for value-based pricing.

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