The Pricing Strategy That Helps You Close More Deals Faster
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The Pricing Strategy That Helps You Close More Deals Faster
Tired of Struggling With Pricing Your Services?
Many service-based business owners undercharge, relying on hourly rates instead of pricing based on value. This mistake keeps you stuck, overworked, and underpaid.
In this post, you’ll learn how to shift to value-based pricing, structure your offers like a pro, and close deals with ease. If you’re ready to charge what you’re worth and stop chasing clients, keep reading.
Why Most Entrepreneurs Undercharge and How to Fix It
Most service providers price based on time spent, not results delivered. Clients don’t care how long you work behind the scenes. They care about the transformation.
How a Pricing Shift 5X’d a Business’s Revenue
A client of mine was only billing for face time with clients. She ignored all the strategy, research, and post-work she was doing. When she started pricing for total value instead of hours worked, her revenue grew 5X—without taking on extra clients.
Your expertise is worth more than just time on a clock. Let’s break down the steps to charge premium rates and close more deals faster.
Step 1: Qualify Clients Before the Call
Don’t waste time on leads who can’t afford your services. Use a pre-call questionnaire to filter out tyre-kickers.
What to include:
- Goals: What they want to achieve.
- Challenges: Where they’re stuck.
- Budget: Their investment range.
This helps you identify serious prospects and tailor your conversation to their needs.
Step 2: Send a Credentials Deck Before the Call
Before hopping on a call, send a credentials deck—a simple PDF or slideshow that establishes credibility
.
What to include:
- Who you are
- The problems you solve
- Your process
- Client success stories
Why This Works
Clients buy certainty—not just services. A credentials deck gives them confidence in your ability before they even speak to you.
Step 3: Make the First Call About Them, Not You
Most business owners jump into selling too soon. Stop pitching. Start listening.
Ask powerful questions:
- What’s your biggest challenge right now?
- What have you tried before?
- What would success look like for you?
Repeat back what you hear to ensure understanding. This builds trust and positions you as the right solution.
Step 4: Present a Structured Proposal With Pricing Tiers
Sending generic proposals kills deals. Instead, use a structured, repeatable template you can personalise with 2-3 pricing tiers.
Why pricing tiers work:
- Gives clients options instead of a yes/no decision.
- Most people pick the middle package—it feels like the best value.
- Prevents negotiation—your pricing is already structured.
Pro Tip: Highlight the Best Option
People love guidance. Mark your middle-tier option as the “most popular” to subtly guide decision-making.
Step 5: Stop Charging Hourly—Switch to Value-Based Pricing
Hourly rates limit your income. If a project is worth €100,000 to a client, why would you charge €3,000 just because of the hours worked?
Instead, price based on:
- Total transformation you provide.
- ROI for the client (e.g., increased revenue, saved time, better positioning).
- Total work invested—not just client-facing hours.
“Most entrepreneurs charge too little because they don’t price based on real value. Clients don’t care how long it takes you. They care about results.”
Step 6: Never Email a Proposal Without a Follow-Up Call
Want to lose control of the sale? Send a proposal and cross your fingers. Want to close more deals? Present it live.
How to do it:
- Book a proposal review call before ending the first call.
- Walk them through the proposal live—answer objections in real time.
- Have a clear next step—don’t leave things open-ended.
Proposals don’t sell. You do.
Step 7: Price With a Buffer to Avoid Scope Creep
Most service providers underestimate how long projects take. Add a 10-20% buffer to cover extra client requests.
If you’ve ever found yourself doing “just one more thing” for free, this step will save you time and frustration.
Step 8: Should You Niche Down or Offer Multiple Services?
Being a jack of all trades makes you forgettable. Being a specialist makes you the go-to expert.
How to Balance It:
- Lead with your core offer.
- Mention optional add-ons—but don’t dilute your focus.
- Position yourself as the authority in one area.
Think of it this way: If you needed heart surgery, would you choose a general doctor or a cardiothoracic surgeon?
Your ideal clients want a specialist. Position yourself as one.
Final Thoughts: Charge More, Close Faster, Work Less
To recap:
✅ Pre-qualify leads with a questionnaire.
✅ Send a credentials deck to build trust.
✅ Listen before selling on your first call.
✅ Use pricing tiers to guide decisions.
✅ Switch to value-based pricing and charge for transformation.
✅ Present proposals live—never email them cold.
✅ Add a pricing buffer to prevent scope creep.
✅ Position yourself as an expert—not a generalist.
Now, take action: Review your pricing and adjust it based on real value, not just time.
Want to Nail Your Pricing Strategy?
Download my Brand Strategy Checklist to position your business for premium pricing.
If this post helped you, share it with a business friend who needs to hear this message.
🚀 Ready to close more deals and command premium pricing? Start implementing these steps today!
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