Coffee shop owner in Denver taught me a new way to pitch rates

I was grabbing a latte before a site visit and started chatting with the owner about how she prices her catering gigs. She said she never quotes per hour, she talks about what the job includes, like setup, cleanup, and the peace of mind. That hit different because I always lead with my hourly number and catch flak for it. Tried her approach on a small drywall patch job last Tuesday, mentioned the full scope first and the guy just nodded instead of haggling. Any of you folks use a value-first pitch over a rate-first one, and does it actually hold up for bigger contracts?

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brooke_murray2d ago

My buddy tried this on a deck build and the client signed without touching the price.