11. “I help growth stage B2B SaaS
startups cut churn in half.”
12. More examples of EXPENSIVE PROBLEMS
“I help growth stage B2B SaaS startups…”
• …decrease churn
• …increase conversions
• …decrease time to activation
• …increase LTV
• …decrease CAC
13. Okay, once I have an idea for
my positioning statement,
what do I do next?
14. Q: What do I do next?
A: Write and speak (pick one from each column)
• Start a newsletter
• Start a blog
• Write an eBook
• Write for trade publication
• Start a podcast
• Start a YT channel
• Livestream on Instagram
• Go on a podcast tour
15. As your audience of ideal buyers
grows, you can start to increase
your fees with value pricing.
17. “Value pricing is a form of fixed project bid in
which the price is based on the VALUE to
the buyer instead of the COST to the seller.”
—Jonathan Stark
19. Q: How does value pricing work?
A: Backwards from what you do now
1. Uncover what the project OUTCOME is worth to the client
2. Create a PRICE that is a fraction of the VALUE
3. Create a SCOPE that “
fi
ts inside” the PRICE
23. Q: How do I set prices based on value?
A: The “Goldilocks” pricing curve is a good default
• Option 1: 10% of guesstimated value
• Option 2: 22% of guesstimated value
• Option 3: 50% of guesstimated value
24. So if the value is $100k…
…then your prices would be:
• Option 1: $10,000
• Option 2: $22,000
• Option 3: $50,000
25. Now pick a scope of work
for each price that you’d be
fist-pumpingly happy to do.
29. Want to learn more?
Tons of free resources for you…
• Free email course on value pricing link
• My 5-page proposal template link
• Value pricing calculator link
• Interview about roadmapping engagements link
• Articles on positioning link
• Articles on value pricing link
• Loads more free stu
ff
link