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There’s a great resource that so many of us overlook.

It starts with the time you spend invoicing, speaking on the phone and training clients. It’s the time it takes to update a plugin starting from the first click to login. There’s top pages, posts and podcasts that your audience consumes on a monthly basis. There’s the monthly recurring revenue and new product sales numbers during a launch.

Have you guessed it yet? It’s data.

We have all of this data right at our fingertips and we’re still unsure how to price or estimate hours. Mason James of WP Valet joins us to talk about that and more in today’s episode.

Sit back, relax and get your stopwatches ready for your next client project!

Interview with Mason James

Filling a gap

Finding customers, better yet, finding the right customer is no easy task.

I think that a lot of us are afraid of the sale. We’re so afraid of the possible “No!” we’re going to hear, that we don’t prove our value well enough. We’re not telling the right story from the onset.

I’m going to go out on a limb and say we don’t give ourselves enough credit. I think that before our businesses get rocking, we’re a bit timid to approach someone and attempt the sale. We’re more concerned that they will say no, than getting them to understand the value we bring to the table.

Mason approaches this by proving the value before the sale happens. In fact, he’s really focused on clients that want a relationship and not just a 2 month engagement.

Educating a customer on the process, people involved, and support level of your team should begin to raise the price in their mind. Remember, this isn’t just to raise prices for the fun fact of raising prices. This is because you value your time and employ a team of professionals dedicated to the project’s outcome.

You must truly believe that you are offering a service that no one else is. The next challenge is to actually deliver on your promise. Fill the gap no one else is.

Audio 

Looks like I had another fault at the mic on this one, which was recorded right after the previous episode.

I hope you’re liking the Soundcloud embeds. Folks are starting to follow me on there which is great. I use Soundcloud when I’m out running and at the gym — I really love the app. You can also download the mp3 from the embed above if you need to.

I was able to buy a Soundcloud Pro account thanks to folks who support me by signing up for Matt Report Pro. THANK YOU!