Premium is a signal problem before it is a price problem.
- Format
- Essay
- Author
- Pratyush
- Published
- Reading time
- [n] minutes
Most founders meet the price problem in the proposal. A buyer asks for less, and the conversation turns into a negotiation about scope. By then the price has already been set, and not by the founder.
The price is set early
Buyers form a view of what a business is worth before they read a word of the proposal. They take it from the site, the deck and the way a first email looks. When those signals read a tier below the business, the proposal has to argue its way back up.
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