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Podcast: Let's talk branding
Episode:

Jonathan Stark - Value-Based Pricing
Category: Arts
Duration: 00:59:19
Publish Date: 2019-07-28 17:00:07
Description:

We talk about:

  • Jonathan’s beef with hourly rates.
  • Clients don’t want your time, they want your results.
  • Time is the wrong thing to focus on. What should you focus on instead?
  • Transitioning your business away from the hourly model and to the value pricing model.
  • The big transition: switching your mindset in the sales interview.
  • You want some urgency from prospects. Why do they want it now?
  • You need to ask them: “why me? Why not someone cheaper?”
  • Be confident that what you deliver is the best out there, and simply be confident as a business person.
  • Come to them as a peer and know you have control in the conversation.
  • You need to be prepared to walk away from any client.
  • How you can position yourself to make things easier.
  • Always ask for testimonials from happy clients."
  • What is the leading indicator that you think will lead to sales?
  • Learn the difference between the strategy and the deliverables.
  • Break down every possible assumption in advance.
  • How to deal with cashflow problems.

Important Quotes:

  • “It destroys wealth and value creation.”
  • “What is their real objective?”
  • “My whole life was hours.”
  • “They’re expecting to get something back.”
  • “That’s just basic hygiene.”
  • “Share that out to the world.”
  • “They don’t want to know how hard your job is.”
  • “This is definitely a million dollar thing for you.”
Total Play: 0