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15d • Business & Strategy 🧠
Stop Charging $500 When They'll Pay $2,000
Confession: Lost $63,000 last year. Not from bad deals. From scared pricing.
Let me show you the math that changed everything:
CLIENT: Small law firm
PROBLEM: 6 hours daily on contract review
MY FIRST QUOTE: $500
WHAT I BUILT: PDF data extraction to their CRM
TIME TO BUILD: 3 hours
THEIR REALITY:
- Paralegal cost: $25/hour
- Daily waste: 6 hours = $150
- Monthly waste: $3,000
- Annual waste: $36,000
I saved them $36,000/year and charged $500.
They would've paid $5,000 without blinking.
THE PRICING FORMULA THAT WORKS:
Step 1: Calculate their pain
"How many hours per week on [manual task]?"
"What's the hourly cost?"
= Monthly waste
Step 2: Price at 10-20% of annual waste
$36,000 waste = $3,600-$7,200 fair price
Step 3: Add monthly maintenance
Usually 10% of setup fee
THE CONFIDENCE BUILDER:
Start saying these numbers out loud:
- "That'll be two thousand dollars"
- "My setup fee is twenty-five hundred"
- "Monthly maintenance runs three hundred"
Say it until it feels normal. Because it IS normal.
ACTUAL PRICES I'VE CHARGED:
- Invoice automation: $1,800 + $200/month
- Form processing: $2,200 + $250/month
- Document extraction: $1,900 + $225/month
- Report generation: $2,400 + $300/month
- Contract parsing: $2,100 + $275/month
All built with the same tools. Same complexity. Different confidence.
THE MINDSET SHIFT:
You're not charging for your time.
You're charging for their transformation.
3 hours of your work =
1,560 hours of their freedom
HOMEWORK:
Write this down:
"My minimum setup fee is $1,500"
Post it where you'll see it daily.
Next person who asks your price, say it.
Watch what happens.
Who's done undercharging?
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Stop Charging $500 When They'll Pay $2,000
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