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Section 4 · Pricing Strategy
Price On The Value You Create — Not The Hours You Worked
Charge for the outcome. Time-based pricing caps your income at the clock.
Pricing
Revenue
Profit
Why it works
Buyers pay for results, not effort. Value pricing aligns incentive: better outcome = higher price.
Connects to
Pricing
Revenue
Profit
When to use it
Services, consulting, coaching, productized offers with measurable outcomes.
When NOT to use it
Pure commodity work where the buyer truly cannot compare outcomes.
How to use it
- Quantify the outcome in dollars (revenue added, cost saved, time freed).
- Price at 10-20% of the value created in year one.
- Anchor with a higher tier you'd be happy to deliver — most buyers pick middle.
- Stop sharing your hourly rate. Share scope, deliverables, and outcomes.
Examples
Consultant
Charges $25k for a strategy sprint that adds $500k revenue. 5% of value created.
Copywriter
Switched from $80/hr to $5k/funnel. Same hours, 4× revenue.