April 13, 2017

Converting Hourly Clients To Value Pricing

Listen Later

12 minutes

Ditching Hourly 023: Converting Hourly Clients To Value Pricing

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about how to transition your existing hourly clients over to value pricing.

It's wicked hard

They don't think of you the way you want them to

It'd kind of like being in the friend zone

Probably easier to find new clients who don't have you pigeonholed in the wrong place

BUT if you love the client or whatever, and want to give it a try, here are some tactics for you

Quietly lay the ground work while still billing hourly

Try to gain more access to business people (e.g., founder, president, ceo, sales director) vs tech people (dev lead, dev manager, project manager, cto, even cio)

Start probing for business cases behind specific requests

Politely offer alternative solution when they occur to you

Wait for an opportunity to quote a new chunk of work

Pull your business contacts into the "scope" meeting

Have a Why Conversation to get at the desired business outcomes

Present a proposal with both and hourly estimate and a fixed price

What you SHOULD NOT do:

Don't barge into their office a say "so, we're going to do value pricing from now on!"

Don't try to explain what value pricing even is

How you price is none of their business

But if they ask, say "based on past experience with this sort of thing"

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

The next time someone asks you for your hourly rate, this is what you should say: "I don't have one." To learn what to say next, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

The next time a client asks you to justify an entry on your timesheet, go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

...more

View all episodes

View all episodes

Download on the App Store

Download on the App Store

Get it on Google Play

Ditching Hourly

By Jonathan Stark

4.7

5555 ratings

April 13, 2017

Converting Hourly Clients To Value Pricing

Listen Later

12 minutes

Ditching Hourly 023: Converting Hourly Clients To Value Pricing

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about how to transition your existing hourly clients over to value pricing.

It's wicked hard

They don't think of you the way you want them to

It'd kind of like being in the friend zone

Probably easier to find new clients who don't have you pigeonholed in the wrong place

BUT if you love the client or whatever, and want to give it a try, here are some tactics for you

Quietly lay the ground work while still billing hourly

Try to gain more access to business people (e.g., founder, president, ceo, sales director) vs tech people (dev lead, dev manager, project manager, cto, even cio)

Start probing for business cases behind specific requests

Politely offer alternative solution when they occur to you

Wait for an opportunity to quote a new chunk of work

Pull your business contacts into the "scope" meeting

Have a Why Conversation to get at the desired business outcomes

Present a proposal with both and hourly estimate and a fixed price

What you SHOULD NOT do:

Don't barge into their office a say "so, we're going to do value pricing from now on!"

Don't try to explain what value pricing even is

How you price is none of their business

But if they ask, say "based on past experience with this sort of thing"

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

The next time someone asks you for your hourly rate, this is what you should say: "I don't have one." To learn what to say next, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

The next time a client asks you to justify an entry on your timesheet, go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

...more

More shows like Ditching Hourly

The Tim Ferriss Show by Tim Ferriss: Bestselling Author, Human Guinea Pig

The Tim Ferriss Show

16,174 Listeners

The Daily by The New York Times

The Daily

113,121 Listeners

2Bobs—with David C. Baker and Blair Enns by David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns

261 Listeners

The Game with Alex Hormozi by Alex Hormozi

The Game with Alex Hormozi

4,471 Listeners

The Diary Of A CEO with Steven Bartlett by DOAC

The Diary Of A CEO with Steven Bartlett

8,876 Listeners

All-In with Chamath, Jason, Sacks & Friedberg by All-In Podcast, LLC

All-In with Chamath, Jason, Sacks & Friedberg

10,254 Listeners

No BS Mastery Podcast by Pia Silva

No BS Mastery Podcast

82 Listeners

Grow Your Independent Consulting Business by Melisa Liberman

Grow Your Independent Consulting Business

72 Listeners

The Startup Ideas Podcast by Greg Isenberg

The Startup Ideas Podcast

211 Listeners

AI Explored by Michael Stelzner, Social Media Examiner—AI marketing

AI Explored

98 Listeners