A real world example of the subjective value of money. ---- 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!
Jason Swett shares lessons he’s learned in the process of ditching hourly. Guest Bio Jason Swett is a web developer from Sand Lake, Michigan, who has been freelancing since 2011. Jason has historically billed by the hour but in the last couple years he has figured out how to start transitioning into value-based pricing." Links Million Dollar Consulting by Alan Weiss Better Training Exercises by Reuven Lerner Jason’s Book Jason’s Consultancy Transcript Jonathan Stark: Hello and welcome to Ditchin...
How to answer the world's most common cocktail party question ---- 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!
Bait your hook with worms, not poptarts. ---- 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!
Clients are paying for outcomes, not outputs. ---- 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 to say when the client reveals that they have an absurdly low budget. ---- 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!
Why clients don't always choose the cheapest option. ---- 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!
Joel Miller shares his first experiences using value pricing for project work Guest Bio Joel is co-owner and project manager at The Sky Floor, a web design and marketing company in the Chicago area. I asked Joel to come on Ditching Hourly to share with you his first experiences using value pricing for project work. Enjoy. Quotes "Hourly billing is a quagmire." —Joel Miller "My advice to someone considering value pricing is start with a new client." —Joel Miller "One of the things that really sca...
The worst time to present yourself as a generalist is when you’re desperate for work. Ditching Hourly 032: The Irony of the Generalist In this episode, I'll give you a concrete example of how presenting yourself as a generalist will actually decrease the number of leads you get. Oh, the irony! 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 nex...
$30 is worth more to some people than others Ditching Hourly 031: The Subjective Value Of Money Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about the subjective value of money. LINKS Jonathan’s Card That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening. ---- 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 valu...
Are value pricing and agile development compatible? Jason Mundok joins me to talk about value pricing agile projects. Guest Bio Jason Mundok is a co-founder of Elusive Moose, an online business resource and community for software developers. He has been developing custom business applications since 2000 and has been successfully managing software development projects for over ten years. In 2012, Jason began training and coaching software development consultancies on implementing Agile methodolog...
Are you acting like an expert or an employee? Ditching Hourly 029: Be The Expert There's a Seinfeld episode where Jerry hires a carpenter to build him some kitchen cabinets. The carpenter is insanely, hilariously, indecisive and at every turn asks for Jerry's opinion about how he (the carpenter) should do his own job. "which hinge should I use?" etc You almost expect the guy to ask Jerry how to hold the hammer. My question to you is this: Are you doing the same thing with your clients? Yours, —J...
Finding the overlap between your target market's problems and the solutions your expertise can provide. Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs I'm joined by listener Josh Robbs who asks: I'm stuck and it might be a problem that other beginners (or people changing their positioning) have. Seriously, this is my ultimate positioning / expensive problem frustration. Might be some newsletter or podcast fodder. I'm supposed to find people with a problem I can solve. They nee...
Focus on outcomes, not activities. Ditching Hourly 027: My Squirrel Guy Why you should focus your sales conversation more on your client’s desired outcomes than the activities you will undertake on their behalf (and how my squirrel guy got it wrong). ---- 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!...
Why you should be offering guarantees. Ditching Hourly 026: Why You Should Be Offering Guarantees Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about offering guarantees. One of the tactics I advocate for increasing your fees is to offer some sort of guarantee. This typically horrifies developers. They immediately have visions of an unreasonable client demanding a 100% refund after six months of work. Yikes, right? Still, I think you should consider offering...
Special guest Ron Baker and I discuss the ethical challenges of hourly billing. The Ethics of Hourly Billing with special guest Ron Baker Special guest Ron Baker and I discuss the ethical challenges of hourly billing. Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker to discuss the ethical challenges of hourly billing. Ron is a recovering CPA who began value pricing in 1989. He’s the author of seven best-selling books, including: Pri...
Value pricing is not a license to print money. Ditching Hourly 024: Value Pricing Cuts Both Ways Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to dispel the misconception that value pricing is a license to print money. Value pricing cuts both ways. It is not a magic wand that you wave and suddenly poof! you get to charge more for projects. value pricing - as the name indicates - is the practice of setting a price for a project based on the value that the project del...
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 ...
Ditching Hourly 022: How To Grow Your Business Without Hiring Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today I talk about how to grow your business without hiring junior employees or farming out work to contractors. 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 ---- Before...
Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm joined by guest Jeff Scornavacca . Jeff is a business consultant who helps companies improve their contracting and offer development processes. He's worked with clients like Johnson & Johnson, Ocean Spray Cranberries, Reebok, and many others. Jeff has been value pricing enterprise clients for years which is what we focus on in this episode. Th...
Ditching Hourly 020: Is Value Pricing Immoral? Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to answer the question: Is value pricing immoral? The next time a client questions one of your hours entries, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com ---- 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 valuepricin...
Ditching Hourly 019: Can Any Type Of Project Be Value Priced? Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about what sorts of projects can be value priced and which can't. Any kind of project can be value priced. BUT... not every kind of project can be value priced profitably. ---- 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 valu...
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 n...
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 thi...
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 ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what y...
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 t...
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? ---- 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 valuepricingbo...
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 Instit...
How to get paid for projects 100% up-front. ---- 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!
My #1 tip for writing proposals that close. ---- 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!
