Now that you have your MVO, let's price it right! Most entrepreneurs price based on their costs, but that's backwards thinking.
Smart pricing starts with customer value. What's it worth to them to solve their problem?
Engagement Message
How do you currently think about pricing?
Cost-based pricing sounds logical: "My time costs $50/hour, so I'll charge $100/hour." But customers don't care about your costs.
They care about results. A $500 solution that saves them $5,000 feels like a bargain.
Engagement Message
What result does your MVO create for customers?
Value-based pricing asks: "What's this outcome worth to my customer?" A tax accountant saves a business owner 10 hours of stress - what's that worth?
A meal kit saves busy parents an hour of dinner chaos - what would they pay for that peace?
Engagement Message
What's your MVO's outcome worth to customers?
Here's how to think about value: If your solution saves time, what do they earn per hour? If it prevents problems, what would those problems cost?
A $200 website backup service preventing a $10,000 rebuild disaster? Easy decision.
Engagement Message
What does your MVO save or prevent?
Now we need to test if customers agree with your pricing. Create a simple hypothesis: "I believe [target customer] will [pay X amount] because [specific value]."
This becomes your testable prediction about market demand.
Engagement Message
Write your pricing hypothesis using the "I believe..." format.
Define success upfront. Maybe it's "5 customers buy within 2 weeks" or "3 out of 10 prospects say yes when I present the price."
Without clear success metrics, you'll never know if your test worked.
