Robert Middleton, the More Clients Blog, was wondering about why some Independent Professionals charge (and receive) much higher fees than others.
Middleton’s Key Points:
- Sell a solution, not a process.
- See your fees in relationship to the outcome.
- Add a lot of intangible value.
- Have the guts to ask for more.
The first and most important thing for you to realize is that you can charge higher fees. You can charge fees based on the value a client receives, not based on time spent. The second thing to realize is that there are clients who will willingly pay what you’re worth, if you package your services accordingly.
Not once did he say “based on where you live.” Sometimes we feel like we live in a small town, in the middle of nowhere, and have to charge accordingly. Instead, we should feel like the important business professionals we are. Price based on what you are worth, not where you live. Use the myriad of communication technologies to reach beyond your home town.
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