Ditching Hourly

By Jonathan StarkBusiness

Ditching Hourly episodes

February 01, 2022Ton Dobbe - The “Broken” Triangle
Is the problem you solve for your clients a “nice-to-have” or mission critical?
Author, consultant, and podcast host, Ton Dobbe joined me on Ditching Hourly to talk about the three requirements of any expensive problem, and how to reverse engineer these factors into a simple formula you can use to decide what to focus on in your positioning, segmentation, and value proposition.
Taking Points
The three levers of the value foundation
The importance of uncovering the worldview of your ideal buyers (and how to do it)
The three sides of The “Broken” Triangle
How to set yourself apart from your competitors in a way that they can’t copy
Related Links
Ton’s book, The Remarkable Effect
Ton’s Website
Ton’s Podcast
Ton’s LinkedIn
Ton’s Twitter
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
31 min
January 25, 2022Paul Klein - The Three Pillars of Revenue
Entrepreneur, consultant, and former hair metal guitarist Paul Klein joined me on Ditching Hourly to talk about his Three Pillars of Revenue: consulting, training, and infoproducts.
Making the leap to self-employment
Selling your first infoproduct
Using workshops to build your consulting business
Niching down to grow an expertise-based consulting business
Scaling up your business by getting bigger clients
Increasing fees and accelerating sales by focusing on expensive problems
Related Links
Thou Shall Prosper by Rabbi Daniel Lapin
The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It
Paul's LinkedIn
Paul's Consulting Website
Paul's Coaching Website
Paul's SaaS Website
Paul's Podcast
Bizable TV
Yours,
—J
P.S. If you like Bizable, you can use coupon code DITCHINGHOURLY at checkout to save 40% forever. NOTE: This is NOT an affiliate coupon. I just think Paul's doing great stuff and you might find it useful.
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
45 min
January 18, 2022Coaching Call with Java Developer Alice B.
Java Developer Alice B. (name withheld by request) joined me on Ditching Hourly to talk about what to do when the skills you’ve built over many years become less valuable to clients.
The pros and cons of platform specialization
The difference between horizontal and platform specialization
What to focus on when your technical skills are no longer in demand
How to spot a truly expensive problem
Why freely sharing your expertise is the right thing to do
The three “good, better, best” ways to generate new business
Why being specific about who your ideal clients are can dramatically increase your referrals
Why thinking about something harder or longer often doesn’t work
The importance of having conversations
How to learn to what your ideal buyers really want
How cold outreach, warm referrals, and organic inbound work together
The difference between “hunting” and “gardening” sales models
How to know when to double down or cut bait with a given target market
How to ask for testimonials from active clients before a project is finished
Why your odds of success are probably better if you focus on a type of buyer instead of a particular skill
Related Links
Building The Perfect Testimonial
The Pricing Seminar
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
1 hr 10 min
January 11, 2022Coaching Call with Business Appraiser Charlie Stanton
Business appraiser Charlie Stanton joined me on Ditching Hourly to brainstorm how to differentiate what is typically considered a commodity service.
Talking Points
Pricing risk mitigation instead of cost cutting or value creation
Differentiating in a commoditized market
Creating productized services for a specific market
Partnering with adjacent business that serve the same market
Connecting with the target market way before they need you
Charlie's Links

The listeners can find out more about Charlie at www.StantonValue.com or contact him directly at [email protected]
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
1 hr 2 min
January 04, 2022Coaching Call with Outdoor Brand Identity Designer Devin Renaud
Outdoor brand identity designer Devin Renaud joined me on Ditching Hourly to brainstorm how to get more leads.
Devin's Links:
https://fourestdesign.com/
https://www.linkedin.com/in/renauddesignco/
https://www.instagram.com/fourestdesign/
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
49 min
December 21, 2021Paul Boag - Helping People For Free At Scale
Paul Boag, UX consultant, digital transformation expert, and OG podcaster, joined me on Ditching Hourly to talk about how helping people for free is good for business.
Talking Points
The value of jumping on a new platform.
How podcasting creates trust.
How to create a good podcast.
Hunting versus gardening.
Expertise by association.
Video-first workflow.
The benefit of publishing your mistakes instead of editing them out.
Why you don’t need to be outgoing to have a podcast.
The benefits of daily publishing.
The trust difference between writing and speaking.
The simplicity of being a helpful human being.
Why you should share absolutely everything you know.
How tactics change over time.
Why you need to adapt for the reality you’re in.
What to copy from your heros (spoiler: copy the strategy, not the tactics).
Why niching down is a great way to become dominant in a sector.
Why it’s critically important to find out where your ideal buyers talk to each other.
How to work your way into a niche market.
Show your expertise, don’t tell your expertise.
Niching around an audience instead of a deliverable.
Connect with Paul:
Paul's website
Paul's newsletter
Paul on Twitter
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
1 hr 6 min
December 14, 2021Sam Shepler - Productized Testimonials
Sam Shepler, founder of Testimonial Hero, joined me on Ditching Hourly for a wide ranging discussion about the moving parts of productized services.
Links We Mentioned
Sam's Twitter
Testimonial Hero
Haute Stock
Range by David Epstein
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
58 min
December 07, 2021Ryan Berman - Courage Is Your Competitive Advantage
Speaker, author, and entrepreneur Ryan Berman joined me on Ditching Hourly to talk about using courage as a competitive advantage.
Things We Mentioned
Ryan’s Website
Return On Courage
This Book Will Make You Dangerous by Tripp Lanier
Icarus Deception by Seth Godin
Jonah Berger
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
50 min
November 30, 2021Swizec Teller - The Employed Consultant
Software engineer, author, and educator Swizec Teller joined me to talk about consulting vs employment in Silicon Valley.
Swizec's links:
https://swizec.com/
https://twitter.com/swizec
https://seniormindset.com/
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
24 min
November 23, 2021Philip Morgan - The Self-Made Expert
My good friend Philip Morgan interviewed me on The Self-Made Expert Podcast about what's been going on behind the scenes in my business for the past couple years.
We chatted about a bunch of things I don't usually get asked about, including:
My transition from surfing a once-in-a-generation tech wave to a very different kind of advisory business
My inventory of nasty emails received from my mailing list
How I run inexpensive experiments
Links:
My previous appearance on Philip's podcast
Philip's main website
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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
1 hr 17 min