Price the outcome and risk you absorb, not just the hours.
11 min readHourly vs value (when each fits)
| Model | Good for |
|---|---|
| Hourly | Unclear scope, new client pilot |
| Package | Repeat tasks, clear outcome |
| Project fee | One-time setup (CRM, SOP build) |
Many VAs start hourly, then move best clients to packages.
Three package example (inbox VA)
| Tier | Price | Includes |
|---|---|---|
| Basic | $400/mo | 1 inbox, 20h cap, Mon-Fri |
| Standard | $650/mo | 2 inboxes, 35h, reports |
| Premium | $900/mo | 2 inboxes, light CRM, 45h cap |
Client picks value. You cap risk.
VALUE steps
- Verify outcome they want.
- Anchor price to their gain (time saved, hires avoided).
- Limit scope and hours in writing.
- Use tiers, not one vague number.
- Estimate your PHP floor (still run the math).
- Confirm package in email.
Script on a sales call
Most founders lose 8 to 10 hours a week on inbox. My Standard package gives that back for $650 with a 35-hour cap and weekly summary. If volume spikes, we adjust tier or add a change order.
Common mistakes
| Mistake | Result |
|---|---|
| Value price, unlimited scope | Worse than hourly |
| No hour cap on "package" | Burnout |
| Discounting anchor | Client doubts quality |
| Skipping floor math | Lose money on "premium" |
See virtual assistant monthly retainer pricing.
How Salag helps
- Project Scope Calculator: size packages with margin.
- Late Fee Calculator: protect package cash flow.
- Scam Pattern Detector: " huge outcome, tiny budget" leads.
Move safer. Not faster.
In short
Value-based pricing means you charge for the result the client cares about, not every minute you type.
For VAs: "Inbox zero + calendar managed" can be a monthly package, not "$5/hour because Philippines."
Still cap hours inside the package.
Common questions
Value-based pricing means you charge for the result the client cares about, not every minute you type. For VAs: "Inbox zero + calendar managed" can be a monthly package, not "$5/hour because Philippines." Still cap hours inside the package.
Ask what result the client wants (hours saved, leads booked, inbox zero). Price tied to that, not only your hour count.
Show outcome in their language: "10 hours back per week" beats "I am cheap per hour."
Package scope with clear caps. Value pricing still needs written limits.
Offer tiered packages (basic / standard / premium) so they choose value level.
Verify outcome, Anchor to client gain, Limit scope, Use tiers, Estimate your floor, Confirm in writing.
When client wants premium outcome at basic package price. Change order or upgrade tier.
Yes. Package inclusions in proposal email define the deal.
Scope calculator and rate tools keep packages profitable.
Package template, hour cap, rate calculator, time ledger to verify margin.
One hour to build three package tiers you reuse.
Retainers sell ongoing outcome (inbox + calendar). Projects sell deliverable bundle.
Do not start package work without confirmed tier and caps.