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January 05, 2010


Tomasz Stasiuk

Matt, I read your writings about this before. But, I am concerned on how this impacts repeat business. I am concerned about the negative emotional impact of a "pay what you think it's worth" model.

As a customer, I feel that this puts the onus on me. Rather than having a definite price, I have to figure out what the service was worth. It also puts pressure on me not to appear cheap, which is aggravation I do not need. As a result, I might pay more than what I think the service was worth; but, I would resent having done so. If there was an option of providing return business, I might go with a competitor that does not put me in this position.

I think a slight tweak relieves this pressure: present the customer with an invoice fully describing the services, time spent, and the final cost. However, at the end include a statement which reads, "this is the value we feel we provided. You can raise or lower this amount to whatever you think is fair.


This still freaks me out! But talking to you about it, I have to think this is a major selling point to your clients


Very cool. I'll give it a try for an upcoming proposal. Interested to see what happens!

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