Q&A from TheJonathanStarkShow.com on YouTube ---- 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!
Q&A from TheJonathanStarkShow.com on YouTube ---- 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!
What would you say if someone asked you to work for free in exchange for referrals? ---- 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!
How to craft an XY Positioning Statement. Click here to read the companion article ---- 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!
Scientific research into the negative psychological effects of trading time for money. Guest bio: Alice Lee-Yoon is a prospective phd student researching the link between time, money, and employee happiness. Her papers have been published in leading journals such as Current Opinion in Psychology and Academy of Management Journal, and her works have also been covered in Harvard Business Review, Psychology Today, and New York magazine. Related links: The Psychological Trap of Freelancing Making Se...
Jason Resnick (aka @rezzz) shares how he went from burnt out jack-of-all-trades to in-demand specialist. Related Links Jason's Twitter Jason's website Transcript Jonathan Stark Hello and welcome to Ditching Hourly, I'm Jonathan Stark. Today I'm joined by guest Jason Resnick. Jason, welcome to the show. Jason Resnick Thanks for having me Jonathan. Jonathan Stark Can you tell folks who haven't heard of you before who you are and what you do? Jason Resnick Sure, as I said my name's Jason Resnick, R...
The benefits of offering a productized service. In this episode of Ditching Hourly I'm joined by guest Ben Manley. Ben is the founder of Knapsack, a web design firm that offers an laser focused productized service that allows his team to deliver beautiful websites to their clients in one day. Ben shares his background and explains in detail how he went from a generalist design freelancer who would do anything from Photoshop comps to theater sets, to running a highly specialized web design firm t...
Business valuation expert John Warrillow explains the benefits of making your business more valuable as an acquisition target, even if you have no intention of selling it. Talking Points The two most common reasons business owners consider selling their business Why it makes sense to build your business to sell even if you don't want to sell The difference between growing value and growing revenue Why productizing makes it easier to charge upfront for services Quotable Quotes "I see a lot of fre...
Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling. Talking Points You have to take control of the conversation in the first 20 seconds The importance of finding out the client's problem before you even think about selling anything to them Why talking about your company, product, or process is worse than useless Why to lead with a question and then shut up What you can learn from a cold-calling master, even if you'll never do them yourself How to bring p...
You know you want your customers, employees, and communities to be engaged, but what exactly does ‘engagement’ mean? Scott Gould, author of The Shape of Engagement joins me to talk about how independent software developers can sow the seeds engagement. Talking Points Why engagement matters What engagement is The three levels of engagement The three processes that make up the cycle of engagement Real-world examples of how typical marketing activities fit in the cycle of engagement Simple steps so...
Freshbooks CEO Mike McDerment joins me to discuss his book Breaking the Time Barrier. Talking Points The importance to talking to your clients Looking for ways to help your audience How to push yourself out of your comfort zone Why hourly billing is a bad idea Quotable Quotes “In one year, I worked 19 days and brought in $200,000.”—MM “I think the constant paranoia of not knowing something is healthy.”—MM “Your peers are great for support but you should look for an advisor who is a reach for you...
Guest Maggie Patterson describes how she more than doubled her income by ditching hourly billing. Talking Points How hourly billing decreases your income The value of creating clearly defined service packages The benefits of systematizing your service delivery The magic of naming process steps How taking control of the client engagement increases your fees The importance of saying no to clients who are a bad fit How productized services make the sales process easier Quotable Quotes "If you're sa...
Guest David A. Fields shares a gold mine of practical advice on outreach, positioning, building authority, trust building, and more. Talking Points How to maximize your impact as a consultant How to "fish where the fish are" How to identify ugent problems that your clients are dying to pay you to fix for them How to win business even when you're up against giant competitors How to build trust in a five minute conversation Quotable Quotes "It's about the finding the right people, right problem, r...
Tom DeMarco - a former software litigation consultant - explains what all late software projects have in common. Guest Bio Tom DeMarco is a Principal of The Atlantic Systems Guild, a technology think tank with offices in the United States, Great Britain and Germany. He is the author of ten books on organizational dynamics and the role of technology, plus five novels. His most recent work —just published this month — is a romance, entitled The One-Way Time Traveler. Talking Points Why clients get...
You know you can't literally buy an hour from someone... so why do you think you can sell an hour to someone? Here's the tweet that inspired this episode: Matt's Tweet Thanks to Matt Olpinski for asking! —J ---- 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!...
If you hate selling, you're probably doing it wrong. Guest Liston Witherill joins me to change your mind forever about what it means to sell as a consultant. Talking Points Where did the negative feelings about marketing and sales come from? How can you sell without selling? What you can do to relax in the sales process Why persuasion has no place in the sales process The importance of listening in the sales process How to have your products and services sell themselves What activities are okay ...
Thinking of monetizing your expertise by creating an online software training course? Don't make these three classic blunders. Lessons Learned Building My First Online Software Course with guest Chris Buecheler Today I'm joined by guest Chris Buecheler to talk about a few of the hard lessons he learned creating his first online software course, Five Minute React . Chris' Bio Christopher Buecheler is a self-taught web developer with over 20 years of professional experience. He's worked as a devel...
Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms. Adam's Bio Adam is the founder and principle of FileMaker development firm FullCity Consulting. Since 2000, FullCity has serviced clients like ESPN, the NY Rangers, and the WWE. Earlier in his career, he managed FileMaker database systems for advertising and television production at Martha Stewart Living Omnimedia and provided 24/7 personal technology support for Ms. Stewart and her executive team. Adam managed th...
What if a client doesn't understand what they're getting themselves into? Talking points: The sales meeting is not over until you're reasonably confident that you can help improve the client's condition. Don't quote work that you believe will most likely hurt the client (even if they insist that they know what their doing). If you are skeptical of the client's vision, tell the client so and ask them to help you "connect the dots" to understand their business case. You need to understand the clie...
Guest David C. Baker joins me to talk about expertise, positioning, the pros and cons of vertical vs horizontal focus, addressing client concerns about conflicts of interest, the risk of hitching your cart to a third party, and tons more. David's Bio David grew up with a tribe of Mayan Indians in a remote village in the highlands of Guatemala. He’s an author, speaker, and advisor to entrepreneurial experts. This is his fifth book. He’s a helicopter and airplane pilot, an avid photographer, and t...
Guest Nick Disabato (aka nickd) talks about measuring the economic value of design. Links Nick's personal site Nick's consultancy Nick's new book Nick's A/B testing course ---- 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!...
Does the idea of doubling your prices make you physically ill? Janet Kafadar shares a very personal, inspirational, and funny story about how pricing herself too low wrecked her health... and yet raising her prices literally made her puke. Definitely check this one out. Links Janet's site Janet's YouTube ---- 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 em...
Jane Portman joins me to talk about her new book, Your Productized Consulting Guide. Links Jane's book - Your Productized Consulting Guide Jane's SaaS - UserList.io Jane's home site 20% Off Ditching Hourly listeners can use coupon code DH20 for 20% any package of Jane's book . Thanks Jane! ---- 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. Hop...
Blair Enns delivers an impromptu master class on the strategies and tactics of value pricing creative work. Blair's Bio Blair Enns is a 25-year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching, which has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops & webcasts. Blair is the author of "The Win Without Pitching Manifesto" and the forthcoming "Pricing Creativity: A Guide to...
Corey Quinn is a consultant who helps companies fix their horrifying AWS bills. In this episode, Corey explains how he monetized his technical expertise by selling sponsorships for his weekly mailing list. Links Last Week in AWS Quinn Advisory Group Corey's Twitter Corey's sponsorship page ---- 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. Hop...
Former software consultant Brian Dunning talks about transitioning from hourly billing for dev work to donation supported content production. Description My guest today is Brian Dunning. Brian is an old friend who I met back when we were both building FileMaker solutions for clients who we billed on an hourly basis. Over the years, Brian has transitioned away from trading time for money to the most purely value-based model I've ever encountered: he now runs a donation supported non-profit called...
Shopify guru and former Wordpress developer Kurt Elster explains how he monetized his technical expertise by selling sponsorships for his podcast. Links Kurt's press page Kurt's Twitter Kurt's sponsorship page ---- 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!...
How to recognize and handle the anxieties of running your own business with guest Dr. Sherry Walling Guest Bio Dr. Sherry Walling is a licensed clinical psychologist who helps high-performing professionals meet their potential to enjoy personal well-being, life satisfaction, and a sense of meaning. She has a PhD in clinical psychology and two master’s degrees. In addition, she completed research fellowships at Yale University School of Medicine and the National Center for Posttraumatic Stress Di...
Money is worthless if you can't exchange it for something you want. ---- 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!
Push past your clients self-diagnosis to unlock more valuable outcomes. ---- 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!
