If you sell a service or any kind of information you’re in for a treat this week.
Because each email this week caters to service based business owners.
This is in advance of a course I am putting together to specifically help service based business owners get more leads and turn them into customers.
I have been testing these methods out both on my own business and a few select clients. The results are undeniable.
If you follow it step by step which means committing less than 1 hour per day to a few easy tasks, you WILL put your business on a predictable upward growth curve – almost without fail. (There’s no guarantees but it is hard to fail using it)
Nuff about that for now.
One of the big things I had to get my head around when starting out providing web design and digital marketing services was the idea of selling time (or rather NOT selling time).
Selling time has been the default way to price services since day dot.
But it has one major flaw.
Time does not equal value.
Rather output and results equal value.
And if you use time to price yourself, you are just pimping yourself out to the market.
Instead what you should be selling is your knowledge, skills and experience and ultimately the results.
It reminds me of the story about the engineer summoned to fix a very complex machine which was holding up an entire production line and costing thousands for every hour it was down.
After evaluating the situation for a few minutes, the engineer whips out a hammer and gives the machine a light tap.
Of course the machine starts right up. Problem solved.
When he issues the bill for $1000 the business owner is furious and demands an itemised bill.
Hitting the machine with a hammer: $10.
Knowing where to hit it: $990.
Moral of the story…
If you overvalue your work, the world will likely step in to knock down your price.
But if you undercharge yourself, it’s unlikely that the world will step in to compensate you appropriately.
The thing is, there’s a right way and a wrong way to charge for knowledge rather than your time…something I cover in detail in the upcoming course.