Pricing Strategies That Attract Better Clients
The pricing psychology that attracts premium clients and maximizes profit
Most contractors and professionals are leaving 30-50% profit on the table with menu pricing and cost-plus models. Here's how sophisticated businesses price—and how you can too.
5 Pricing Strategies That Attract Better Clients
Strategy 1: Value-Based Pricing
Don't price on time or materials. Price on value delivered to client.
Example: Tax planning that saves client $50K? Worth $10K, not $2K.
Strategy 2: Tiered Pricing
Always offer 3 options: Basic, Standard, Premium. Most choose Standard (your ideal margin).
Psychology: Middle option feels "just right." Premium anchors value.
Strategy 3: The "No" Price
For projects you don't want: quote 2-3x normal rate. Either they say no (great!), or they pay premium for your inconvenience (also great!).
Strategy 4: Value Stacking
Show everything included, not just headline price. Free consultation, 30-day warranty, priority scheduling, project manager, etc.
Perceived value increases 50%+ with smart packaging.
Strategy 5: Annual Price Increases
Raise prices 5-10% every January. Clients expect it. Those who leave were price-shoppers anyway.
10% increase with 5% client loss = 5% revenue bump with less work. Math works.
Stop competing on price. Start competing on value. Premium clients happily pay premium rates—if you position correctly.
Ready to implement these strategies in your business?