Throwing the Anchor High

You could offer an hourly rate.
While you’re at it, you could offer a part-time week block instead, for a price.
While you’re at it, you could offer both, so they can choose.

“Interesting, we’ll get to decide at the beginning of the week what the priorities are. I don’t care how much time it takes honestly. I like the price.”

You could start by offering a part-time week block.
While you’re at it, you could offer a monthly retainer, as a second option, so they can choose.

“I don’t really want to decide stuff week-to-week. I want their skills at a set price, billed monthly. I like that.”

With two choices, the client will feel the trade-offs of going with one or the other. That will help them make a decision.

You could offer a third choice.

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When speaking to the client, you realized the context. There’s a workflow that’s expensive to run and quite manual, and they’re really hoping to get some efficiency gains there. Away from a manual, expensive workflow, toward an automated, minimum-intervention process. The client can calculate the current (lack of) efficiency. You have enough information now for offering your top option.

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You could offer an option that is structured with a guarantee.

“Interesting, a set price to start, and another amount in 3 months, and so much per month for a year when we hit 40% improvement.”

This offer is going to be expensive because there’s a guarantee tied to it.

“But there are two other options. A monthly retainer, their skills for a monthly price. And a week block. That’s going to be useful for occasional maintenance maybe.”

The high option is meant as an anchor. It makes the second option seem natural, in that the risk is shared. The high anchor isn’t meant to be purchased. It’s probably beyond the discussed budget, but you’d be thrilled and capable to offer it.

The three options presented will cause the client to consider the trade-offs. In their mind now, you’re not in competition with someone else. The options are in competition with each other.

You can make one last tweak, before you present the options. The retainer and the week block are too similar. You could get rid of the week block and offer a block of calls as the bottom option. No work on your part, just consulting and teaching. This way you have a mix composed of a guarantee, availability to your skills, or a show-us-how option.

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Whichever option they choose, you both will be ecstatic to work together. All because you took the time to offer a high anchor that offers a guarantee, showing you understand the value.

You are trusted. Surely, one of these alternatives will be selected.