How to Price Yourself on Value (as a Freelancer or Consultant)

How can you price your freelance work based on value? Does your cost of living matter? In this video, you'll learn the pricing strategy that makes hiring you a no-brainer in your clients' eyes.

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Do you have questions about your pricing strategy for services? Drop it in the comments below or tweet your question at me tagged with #AskJonathan.

[hillmansimonleung]

Amazing! I tried to crystallized the main points as below:

1. Try to make your customer compare your price to the value you bring, not your cost.
2. The 'why me' question is used to pin down the unique service/ feature you can provide (and whether that is meaningful to the client), not justifying a price via its cost.
3. A client is (or should be) looking for a positive investment, not a price of cost.
4. Try to build up an expectation that 'you are expensive' in the client's mind, before giving your actual price/ proposal.
5. Estimate what the perceived value is for the client, and price below that.
6. provide upsell option that can provide more value to the client.

Please correct me if I am wrong.

[manuelmartini]

Hey Jonathan,

been listening to the podcast since finding the interviews with you on the futur. Tried to find a YouTube video now that somehow touches or at least relates to two questions I had in mind for weeks now

- I guess one of your most asked questions is: do you ever mention that you‘re value pricing to prospective clients? I just checked and found at least 5 episodes on the podcast ;-) your answer is easy and always no. You then continue in your answers about how to manage the situation and/or what went wrong beforehand. My question is: why wouldn’t you mention that your practicing value pricing to prospective clients? I understand that Blair Enns for example does it. And I tried telling some as well as not telling others (just mentioning that it’s based on experience as you recommend) lately. My results were about equal. Some people find that approach totally fair and reasonable, some don‘t.

- in Episode 23 (and I think in several other occasions as well) you specifically point out that the difference between a fixed price offer and another (hourly for example) should be about 85%. So if the estimate is 10.000 but that could quadruple as it‘s just an estimate the fixed price option should be 18.500. not 12.000 and not 25.000. why is it 85%? Any psychological reasons?

Thank you for incredibly helpful content!
Manuel

#askjonathan

[JWiley-kdiw]

I've learned so much from you. Thank you.

[fareedezzedeen]

What alternatives the client has is a major factor in pricing, and you should justify any extra cost and most of the time it is related to quality and delivery time, and above of all is experience in the domain and its problems.

[aaaar]

Great video, Jonathan! Hope you keep making more

[operationada]

great video, i like how you broke everything down!

[designnikolas]

Great video, off topic questions, is that a 3d background ?

[MiaogisTeas]

Also, you can't please every client. Sometimes they're just looking for a quick fix at a cheap price, and no matter how you price it they're going to be resentful. It's possible that they don't see the value or they don't understand what's involved. Maybe that's our fault sometimes, but it could also be an indication that they're not a good fit for you.