SCRIPTURE: Let your speech always be with grace, seasoned with salt, that you may know how you ought to answer each one. (Colossians 4:6)
THE ENTREPRENEUR’S REFLECTION
When you switch to Value-Based Pricing (May 9), clients will inevitably ask why your price is higher than the competition. You must have a graceful, confident answer, “seasoned with salt.” Your “Why You Are Expensive” Script must pivot from cost to consequences. The answer is never “because I’m better,” but “because my system is designed to remove risk and guarantee a specific outcome (VBP).” You are not selling time; you are selling certainty. A high price is justified by certainty and the consequence of failure if they choose the cheap alternative.
PRAYER / CONFESSION
Lord, I pray that my speech may be seasoned with grace and confidence. Help me to articulate my value so clearly that my price is immediately understood as an investment in certainty and results. I commit to answering questions about my cost by focusing on the catastrophic risk of choosing a cheaper, less systemized alternative. In Jesus’ Name. Amen.
Define the Consequence: What is the specific, painful consequence of a client hiring a cheap, unproven competitor? (e.g., “Wasted 6 months of marketing spend,” or “Broken regulatory compliance”).
Write the Script: Write a 3-sentence response to the question, “Why are you so much more expensive?” that highlights the Consequence of the cheap option and the Certainty of your system.
Practice: Practice saying the script out loud 5 times, maintaining strong eye contact and posture.
