Someone hands you an invoice for $1000.

They then go on to explain that their job was to turn a screw. Turning the screw only cost $10. Knowing which screw to use and why costs $990.

Getting Started

What is the ISSUE you they are having?

What is the IMPORTANCE of solving it?

How does this IMPACT their business?

Calculating Impact For An Existing Businesses

How many sales do you currently get each month?

What is the average sales value of ___________?

How many extra sales do you think you might be responsible for?

For example, someone is currently selling 10 items for $8500 per sale in a month.

You believe you could bring in 2 additional sales. This would be an extra $16,000 a month or $200,000 a year. Would $15,000 be reasonable then to charge for your service?

Sure!

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Calculating Impact For A New Businesses

What is the average sales value of ___________?

How many do you think you can sell based on what you know about the company and their business plan?

References

  • https://studywebdevelopment.com/hourly-billing-vs-value-pricing.html
  • https://blog.hubspot.com/sales/23-questions-customers-needs-si
  • https://www.salesforce.com/blog/2017/08/value-building-questions-close-bigger-sales.html
  • https://www.thebalancecareers.com/questions-that-make-a-sale-2917200
  • https://www.rainsalestraining.com/blog/4-questions-sellers-must-ask-to-build-a-value-proposition
  • https://medium.com/@StudyWebDevelopment/getting-started-with-freelancing-993252e88513