The Cost Video gives the range. This one gives the rules.
They are not the same video, and keeping them apart is the point. The Cost Video answers “what does this kind of work cost?” — the market, the bands, the drivers. The Pricing Video answers a different, more personal question: “how do you charge, and can I trust the number?” Cost is the market. Pricing is your model.
In the 8-video trust stack, its trust job is to demystify how you charge — and kill the fear underneath every quote: that the number will grow once the work starts.
What the Pricing Video is for
When a customer rings five operators for a price, they are not really shopping for the lowest number. They are shopping for certainty. They have been burned, or they have heard the stories: the low phone quote that grew “extras” once the work started, the surcharge nobody mentioned, the invoice that bore no resemblance to the conversation. Deep down they know the cheapest voice on the phone is a gamble.
The Pricing Video makes your model the reason to choose you. Not “we’re worth more” — you never say that. You demonstrate the mechanism that makes your number safe and the bait number risky, and you let them draw the conclusion. This is the race-to-the-bottom escape: when the customer understands how the extras game works, the low quote stops looking like a saving and starts looking like a trap.
The rules to say on camera
Three to five minutes, you to camera, ideally with a real itemised quote (names blacked out) in your hand. Cover the rules in this order:
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How you charge. Hourly, fixed, tiered — and when each applies. Plain words, no defending.
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What is included in the quoted price. And what is not, unless it is written down. The customer cannot compare quotes properly until someone teaches them what a complete one contains — be the one who teaches them.
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When the price can change — the scope-change sentence. This is the most important take in the video. Say, on camera, exactly what happens when you find something mid-job that the quote could not see: “I stop, I show you what I found, I give you the options and the cost, and nothing extra happens until you say so.” That single sentence kills the blow-out fear, because it replaces a vague dread with a named procedure.
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How payment works. Deposit, progress, on completion — whatever your terms are, say them before they have to ask.
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What you guarantee, and for how long. Read the warranty out loud, including the limits. Hiding the fine print wastes your strongest trust signal; naming it is what makes the rest believable.
The read. Confident, not defensive. You are not justifying your price — you are explaining why your way protects them. Paper helps: a real itemised quote held to camera does more than any sentence you will say over it.
The script skeleton (fill in the blanks)
"Here's how I price, because how a ____ charges matters
as much as the number.
I charge ____ for ____, and ____ for ____.
The quote always includes ____. It doesn't include ____
unless it's written down.
If I find something mid-job the quote couldn't see,
I ____ before anything extra happens.
The work is guaranteed for ____, and that covers ____."Five rules, five sentences, one sitting.
Where it goes once it is shot
The Pricing Video works the stretch between quote and decision:
- On your pricing page, beside the Cost Video — the range and the rules, together.
- Sent with every written quote. This is its main job: it sits in the inbox next to your number, answering “will I be surprised by this person?” while they compare you to the cheaper one.
- In the pre-visit message for bigger jobs, alongside the FAQ video, so the rules are known before you walk in.
The shoot checklist
Block 45 minutes. One prop required.
Gear
- A phone on a tripod, lens at chest height. No studio required.
- A window or open shade in front of you, never behind. Natural light beats any kit.
- A $20 lapel mic, or film somewhere quiet. Sound is the one thing a viewer will not forgive.
Before you press record
- Print a real itemised quote and black out the names. Paper on camera is proof.
- Get your scope-change procedure clear in one sentence. If you do not have one, deciding it is worth more than the video.
- Read your warranty once out loud, limits included, so it comes out plainly on camera.
While filming
- One rule per take. Five short takes beat one rambling one.
- Hold the quote up and point at the lines as you name what is included.
- Say the scope-change sentence slowly. It is the one they will replay.
After
- Check the quote is legible on screen; zoom in the edit if it is not.
- Caption it, and put it on the pricing page beside the Cost Video.
- Add the link to your quote template today, so every number you send from now on arrives with its rules.
What if it does not fit your trade
- You genuinely cannot fix-price your work. Then your process is the product. “I can’t give a fixed number until I have seen it — but here is what I do instead: I make it safe, I show you what we are dealing with, and you get the price before the work, not after.” Transparency about why you cannot promise a number beats a number you would have to walk back.
- You charge hourly on some jobs. Sell transparency instead of certainty: an honest estimate of hours up front, and the promise that you flag it the moment a job runs longer than expected — never a surprise at the end. Honest hourly beats a fixed price padded with hidden margin.
In the Tradie Trust Pack this is card 18 — the card is the move, this guide is the method, and the deeper build with the full worked walkthrough lives in the workbook. But you do not need it to start. You need five rules, one redacted quote, and 45 minutes.
Get the book for the research behind each move, then go film the take that earns the whole video: the scope-change sentence.