Ditching Hourly

By Jonathan StarkBusiness

Ditching Hourly episodes

January 24, 2017Ten Ways To Attract Your Ideal Buyer
If you're barely getting any leads, you're not going to have the confidence to experiment with ditching hourly billing.
Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.
Today, I'm going to talk about gaining the confidence you need to experiment with new pricing techniques by increasing the number of leads you get on a weekly basis.
"Insanity: doing the same thing over and over again and expecting different results." —Albert Einstein
Advice:
Get more leads so you can start practicing new things.
How to get more leads:
Freely share your expertise with people who would be your ideal buyers. i.e., TEACH
Ways to freely share your expertise:
Speak at conferences attended by your ideal buyers
Guest on podcasts listened to by your ideal buyers
Blog for websites read by your ideal buyers
Write for magazines read by your ideal buyers
Build relationships with people who are trusted by your ideal buyers
Open source some code that would be of use to your ideal buyers
Publish screencasts that would be of use to your ideal buyers
Publish a podcast that would be of use to your ideal buyers
Host a webinar that would be of use to your ideal buyers
Host a meetup that would be of use to your ideal buyers

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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!
9 min
January 19, 2017Escape Hourly Billing with Productized Services with guest Kurt Elster
Shopify guru Kurt Elster explains how he used productized service to escape the hourly billing trap.
Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.
Today, I'm joined by guest Kurt Elster.
Kurt is a Senior Ecommerce Consultant who helps Shopify store owners uncover hidden profits in their websites.
Kurt is the founder of ecommerce agency Ethercycle, host of the popular Ecommerce Hacks Weekly video series, author of Ecommerce Bootcamp, and host of The Unofficial Shopify Podcast.
In this episode, Kurt explains how he uses productized service to escape the hourly billing trap.
Enjoy!
More Information about Kurt:
Websites
Get Kurt's book at ecommerce-bootcamp.com
Learn more about Kurt at kurtelster.com
Hear Kurt's advice at unofficialshopifypodcast.com
Work with Kurt at ethercycle.com
Learn from Kurt at Ecommerce Hacks Weekly
Social Media
https://twitter.com/kurtinc
https://www.linkedin.com/in/kurtelster
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, remember to visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.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!
19 min
January 17, 2017High-Touch, Low-Touch, and Leverage
Using the concepts of high-touch, low-touch, and leverage in your mix of products and services.
Links
Concierge medicine
Offering Mix Graph
Offering Mix Medical Analogy
Sign off
If you bill by the hour and would like to learn how to significantly increase your income, please go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.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!
13 min
December 22, 2016 Building a Product Ladder
Escape the feast/famine cycle by building a product ladder.
Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about how to escape the feast/famine cycle by building a product ladder.
HOUSEKEEPING
The 4 phases of engagement is something I heard first from Blair Enns of WWP in a post called "We Will Diagnose Before We Prescribe"
If you bill by the hour and would like to learn how to significantly increase your income, please go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.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!
7 min
December 13, 2016Productized Services
How to break the habit of trading time for money with productized services.
Today, I'm going to talk about how to break the habit of trading time for money using something called productized services. Topics covered include:
What is a productized service?
What are the pros and cons of a productized service?
What goes into creating a productized service?

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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!
18 min
December 08, 2016The 8 Steps to Value Pricing with special guest Ron Baker
Special guest Ron Baker talks about overcoming pricing objections, managing scope creep, safely offering guarantees, and much more.
Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker.
Ron is a recovering CPA who began value pricing in 1989. He’s the author of seven best-selling books, including: Pricing on Purpose; Measure What Matters to Customers; and Implementing Value Pricing. He’s the founder of pricing think-tank VeraSage Institute and a radio talk-show host on the VoiceAmerica.com show: The Soul of Enterprise.
This episode clocks in at nearly an hour - which I realize is longer than usual - but you’re going to want to listen to every single minute of it because Ron drops non-stop value bombs.
Just to give you a taste, here are some of the killer quotes Ron shares:
“The billable hour takes your focus away from measuring what matters to the customer.”
“The billable hour delivers a lousy customer experience.”
“Focusing on the tasks comes at the cost of focusing on the value.”
“People don’t want to hear about the contractions, they want to see the baby!”
“Value pricing is a skill like golf or tennis. The more you do it, the better you get.”
“Don’t ask your client ‘What do you need?’ ask ‘What are you trying to achieve?’”
“If you prescribe without diagnosis, it’s malpractice.”
“A professional takes responsibility for creating an outcome, not delivering a series of tasks.”
“What the client is trying to achieve determines the scope of work.”
“Time spent in reconnaissance is never wasted.”
“We have to get over the idea that we are pricing a series of tasks.”
“Value is not a number, it’s a feeling.”
“Two options encourages a price decision. Three options encourages a value decision.”
“It’s a huge fallacy to think that just because you’re giving a fixed price, you’re not scoping.”
“When would you rather find out your client is unhappy with your price: before you do the work or after?”
Links
Ron Baker on Twitter
Implementing Value Pricing
Pricing On Purpose
Verasage Institute
Seinfeld clip of indecisive carpenter
TSOE #76: Lessons from the Trading Game
Change Order Boat
Extraordinary Guarantees by Christopher Hart
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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!
48 min
November 29, 2016 100% Up-Front
How to get paid for projects 100% up-front.

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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!
7 min
November 16, 2016 How To Write Proposals That Close
My #1 tip for writing proposals that close.

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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!
8 min
November 09, 2016 The Why Conversation
The three types of questions you must ask your prospect before writing your proposal.

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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!
11 min
November 07, 2016 Making the Leap to Value Pricing with guest James Jeffers
Guest James Jeffers shares his recent success with his transition to value pricing.

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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!
22 min