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Should presenting your price be “uncomfortable”?

Posted by Deidre Rienzo on

Hi, I'm Deidre. In my posts, I talk about my voyage down the road of self-employment as a website copywriter, my achievements and roadblocks along the way, and what I’m learning as I go (with Marketing Mentor as my guide).

Just this week, I priced a project (according to my system) and it seemed too high. So I lowered it a few hundred. I guess I was uncomfortable with the number, but why? Should comfort come into it? Are comfort and value somehow correlated? I doubt it.

Last week, Ilise interviewed Bryn Mooth for the MM Podcast. Bryn was having trouble matching her prices with her value, and she raised the idea that pricing should be uncomfortable.

Bryn’s husband, Rob (who works in the corporate world), suggested to her:

You ought to be uncomfortable when you’re submitting a price. If you feel too good about the price, and your client accepts too readily, you’re probably not pricing high enough.

Since I lowered my price to be comfortable, maybe I should have kept it and been uncomfortable. Maybe Rob is on to something?

I suspect I’m still too attached to the numbers. I still have feelings about numbers that keep me from seeing value clearly. Mostly, I think certain numbers are too big, even if I’ve priced a project according to the work involved, using the same method I always use.

What do you think? Should you be uncomfortable when presenting a price? How can one detach from numbers, and attach to value?

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