📈Price to Outcomes, Not to Time

Read time: 3 mins

We value our time. Our clients don’t.

It’s not that they’re rude or thoughtless. It’s just that they’re not hiring us for the hours we work. They’re hiring us for the changes (outcomes) we help them create.

The only time a client really thinks about our time is when:

• They’re worried about how much it will cost.

• They have a looming deadline.

Outside of that? They don’t care if it takes us 10 hours or 10 minutes. They just want the result.

Chances are, you’ve been selling “sessions,” “packages,” or “hourly work,” you’re probably already sensing the tension. It’s subtle, but it shows up in ways like:

• Clients trying to squeeze extra calls into a fixed time window.

• Scope creep justified by “we still have hours left.”

• Confusion about what’s actually being delivered.

You’re not wrong for doing it. We all start there. But it’s worth pausing to ask: what are people really buying from me?

Not your time.
Not your process.
Not your credentials.

They’re buying a shift. A movement from “before” to “after.” A resolution.

What Clients Actually Want

Think about this:

• A nutritionist’s clients don’t want meal plans or food diaries. They want to feel confident in their bodies and energetic in their lives.

• A marketing consultant’s clients don’t want campaign breakdowns. They want more sales, more leads, and more growth.

• A career coach’s clients don’t want coaching sessions. They want the job, the raise, or the recognition that changes everything.

When we sell “sessions” or “hours” or “blocks of time,” we turn ourselves into commodities.
When we sell outcomes, we become trusted guides.

Why Outcome-Based Pricing Works

Here’s what my Commercial Playbook Course focuses on:

Time is a delivery mode, not a value metric.
Nobody wakes up thinking, “I wish I could buy five hours of consulting.” They think, “I wish someone could help me solve this problem.”

Selling outcomes improves your positioning and pricing.
You’re no longer a “per-hour provider.” You’re the expert who helps people get from where they are to where they want to be.

 It’s easier to buy & easier to scale.
You don’t put the client in a position to have to calculate how long something will take. They just focus on the result they want.

This isn’t about being slick or “charging more.” It’s about making it easier for you and them.

Easier to sell.
Easier to say yes.
Easier to deliver something meaningful that feels aligned and worth it.

How to Shift Right Now

Here’s how you start:

1. Define the After State
   Instead of saying “6 coaching sessions,” say “land your next promotion” (how much is that worthto them?

2. Package the Journey, Not the Hours
   Turn what you do into a structured offer. Think milestones along an interesting and valuable journey for them - not minutes.

3. Name the Outcome
   Give your offer a name that reflects the transformation, not the process (e.g., “Offer Accelerator” or “Launch Ready”).

You don’t have to change everything overnight. But the next time you pitch what you do, try leading with the result and save the talk about time when it comes to how you engage wth them and deliver.

I’ll leave you with this:
Clients don’t need your time. They need your judgment, your precision, your ability to get them somewhere new. Price that.

Thanks for being here,

Taural

PS: know someone who might find this useful? Please share!