How to Structure the Value Conversation

‘That all sounds great! So, what’s it going to cost?’ PANIC! Whenever I heard this question, I used to go into panic mode – I’d freeze up, I’d stumble out something like ‘oh, well, let me take a look at some things and I’ll get back to you…’ – cringe! Then I’d send a proposal in the mail (with a price WAY TOO LOW). The pricing conversation used to be something I absolutely HATED. I had no idea what to price, I felt like the client was always going to think I was too expensive and ...