In October 2014, I had the opportunity to present a session at WordCamp DFW 2014 called Four Steps to Determine Value and Start Pricing. Even though the overhead projector was not working, we had a great session on the four steps to implement value pricing including Q&A.
Video Highlights
- 3:15 – Define Value Pricing
- 4:00 – The Value Pricing Chart
- 5:15 – Three Disadvantages of Hourly Billing
- 5:40 – Conflict of Interest
- 6:35 – Faster Equals Less Money
- 7:10 – The Wrong Focus: Inputs
- 8:10 – Step 1: Believe You Create Value
- 9:20 – Peer Review
- 10:05 – Self-Evaluation
- 10:40 – Customer Feedback
- 11:25 – Step 2: Discover Value
- 11:50 – 4 Sources of Value
- 12:50 – Ask Great Questions
- 14:55 – Role Play
- 16:15 – Redirect Conversation
- 17:25 – Step 3: Create Options
- 20:45 – Time
- 21:45 – Terms
- 23:00 – Tailoring
- 24:00 – Step 4: Start Pricing
- 25:45 – Reference Price
- 27:45 – Anchoring
- 30:05 – Pricing Review
- 31:45 – Q&A
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