The Real Truth on Pricing Your B2B Services

By Chip Tarver

Right out of the gate let's get something straight.

This article is about what works for me.  You're welcome to test this model and see if it will work for you (or not.)

First and foremost - all deals are based on real relationships – not products and services - so if you want info on this topic, check my other articles at ... http://www.firstcontactsecrets.com/Articles.htm.

Let's proceed ...

1. Pricing

Pricing is based on fairness, value, and market conditions.

Fairness - if your price does not seem fair, no one will take you up on your offers.  Period.  So be fair.

Value - if you don't establish your value with people, no one will take you up on your offers, either.

Market Conditions - you simply must have some idea about the current value of services like yours.  The chance that you're so unique that no one offers anything like you do is fairly remote, so look at what others are doing.

And remember - pricing is also based on 'perceptions.'

2. Your Service(s)

Did you notice that I didn't bring this up first?  Why?  If you can't embrace and utilize those first three points above, your service matters not.

No one will want it.

3. What I Do

I have a simple way to price my services, and it typically catches people off guard.  I simply ask them some questions like:

"What's in your budget for this service?

"What would you charge if you were offering this service?"

"What is this service worth to you?"

(I want them to have that "I got a great deal" feeling - not the "Man, I got ripped off" feeling.)

4. If these questions fail

If those question won't pin down the answer you want, I say, "Well - what about ten dollars?"  (That also catches them off guard, and most honest people will say that that's a silly answer, or will laugh.

... and I add, "or $10,000?"

Now they usually laugh more -- or stop laughing.

If this still does not pin them down so they make you an offer ... I say, "Well - if its ten bucks, I'll do it because I said I would.  I also promise that I'll never do anything else with you."

And I add. "If it's ten thousand, I'll happily do this for you, and then I'll come sleep in your yard so I'm close to you when you want to do this again."

They typically laugh.

To close - there is exactly one real way to get the maximum value for your services ... price yourself at whatever amount your market will pay.

You have to have a little bravery to do this.  If you're typical, many times you consider your own time worth LESS than it really is to others.

If you tend to be egotistical, you might consider your time to be worth MORE than others feel it is.

The way to find out is to test your offers with different markets and people.  Testing is the best way to discover anything because it reveals in real time what your market will bare for your services (or anything else.)

Talking about 'the money' is really hard for a lot of people.  I don't have a problem asking for the money because I'm worth it.

That's not bragging ... it's the truth.  I do exactly what I promise to do when I promise to do it.  I'm faithful and reliable.  That's a good deal for everyone involved. 

It also creates repeat business for you.

Chip Tarver
Author, First Contact Secrets
"Insider Tips Reveal How to Successfully Connect
With Anyone, Any Time, for Any Reason"

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Chip Tarver knows that you NEVER get a second chance to make a first impression. That's why he wrote "First Contact Secrets." Listen to the giants of Internet Marketing teach you how they make first 
contact with people they want to do business with. Just model their success and success will become yours! Learn more now at ...

http://www.FirstContactSecrets.com/
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http://www.FirstContactSecrets.com/publicity-blog/
http://www.FirstContactSecrets.com/Articles.htm
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"The B2B Relationship and Product Launch Pro"

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