The Client Letter
August 28, 2012
Sedona, Arizona
Sunny 89 Degrees
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The day you realize it’s not your clients that need to change but the person who chooses them who needs to grow… that’s the day your new journey will begin. Change you, change everything.
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Today we had a good Q&A Session on the Facebook® page where someone asked what to charge for a particular service in the social media field.
What to charge is a great question. And you can read the Facebook® page for my response.
The question brought to light something super important. In fact, this one idea could completely transform your business if you take action on it.
Here’s the big idea:
Stop charging for your service.
I don’t mean stop collecting money, I mean stop charging for what you do.
Your clients don’t care about that.
And if they do care about that, then the next thing they’ll care about is how cheaply and how quickly they can get what you do. You probably want to stay away from people like that.
Stop charging for what you do, start charging for what they get because of what you do.
“How much do you charge for that?” you ask?
It depends 🙂
And that’s where the money is hiding… in the “it depends.”
This is why you ask questions. Without answers, you have no idea what the results of your work are worth to your client.
Information like that is super helpful. This is why you listen WAY more than you speak.
As I said in the Q&A, price is subjective, not objective. Price varies. Price is a function of value. Price is not a number you make up because everyone else is doing it.
Life is too short to be a “vendor.” If you want to stop being perceived as one you have to stop acting like one. This whole pricing thing is just one way to do that.