Sometimes a buyer sets the scope of what they want too narrowly – in your opinion – to achieve their objective. For example, they ask for a website, but don’t ask for functionality you know would make a big difference to them, or hosting, maintenance, security, or SEO support. Don’t take it upon yourself to increase the buyers’ scope for them in your pricing. You risk overpricing yourself and losing the business.

Instead separate the value-adds into a new section and price them there. This will keep your price competitive while showing that you can really help them to achieve their objective.

If the buyer’s scope is not clear, it’s ok to contact them to ask the buyer for clarification.