The most effective way to price your offer is by looking at the historical outcomes of your deliverables and assigning a probability to those outcomes occurring. This way, we’re able to assign a true expected outcome to your offer, which then enables us to price accordingly.
However, how do we price if we have no historical data and haven’t had any clients or customers previously?
With your first few customers, you’re not trying to get the highest PIF amount you can (or charge 100% of what your solution is worth). Prior to building a proof of concept around the transformation being realized for your customers, you don’t know how likely you are to actually produce the promised result.
So with your first few customers you need to 1. validate the problem and then 2. validate your mechanism (proof of concept). If that means instead of signing a $4k client, you sign a $2k beta client that’s completely fine.
We can then increase our price once we’ve delivered the desired transformation for our first set of customers and we can accurately assign a certainty on the transformation being realized.