Pricing Strategy
What do you base your pricing on?
Strong but fair margins driven by consistent execution — including product quality, expertise, reliability, responsiveness, and strong relationships with buyers.
When do you offer discount pricing?
Only when the client asks and there is a compelling reason, such as a large-volume purchase. Otherwise, you don’t lower your prices.
Should I base my pricing on what my competitors charge?
No. Pricing should be based on understanding the client’s problem and the work required to solve it. This makes fit and execution the focus of the decision, with price weighed against the problem being solved.
When should you walk away from a deal over price?
If price becomes the primary focus, the solution, work required, and expected results become secondary. A relationship based on cost alone places you at constant risk of being replaced. That position is unsustainable, and your should exit.
I help committed small B2B entrepreneurs improve their sales approach, accelerate their growth, and build the business they envision.
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