Ditching Hourly

Hello and welcome to Ditching Hourly. I'm Jonathan Stark. Today I've got an audio excerpt from an answer I provided on my YouTube channel. You can check it out at thejonathanstarkshow.com and it'll redirect you to YouTube if you're into watching videos. Otherwise, you can just listen to the audio here on the podcast. Enjoy. Hey, Jonathan here. I've got a question from... I'm going to try it. Bojan Jankic? Hopefully that was right. Bojan Jankic. It's got to be a Y sound. And the question is, how do you deal with clients who are always bargaining the price and asking for lower fees? Such an easy question. I don't work with them. I fire them. Probably the more accurate question is, how can I afford to fire bad clients? Clients who don't value what I do. Clients who don't want to invest in their business with me. You just don't work with them. I don't try to convince anybody. I don't try to change anybody's mind. I think the real question is here is how do I afford to fire cheapskates? And the way that you do that is by attracting better clients. How do you do that? You're very clear in your marketing with what's in it for them if they hire you. What can your clients expect to receive as a business outcome from hiring you? If you get real clear with that and you go out into the world and you share with them how to do that, you just freely share your expertise to people in this market who are looking for this particular thing, this segment, this audience, whatever the right word is for your particular industry. If you share with them and raise awareness that you are the go-to person for this particular thing, this business outcome that they want, and that you are the path to greatness for them, you're going to start attracting better clients. And then you can just get rid of these ones who want to fight you over every invoice. There's a sort of subtopic here, which is maybe that you're presenting yourself in a way that these clients... It could be that people don't value what you do because of the way you present it. It could be. But some people are just trained to negotiate every single price, and there's nothing you're ever going to do about that. They just always want the cheapest. So you have to attract better clients. And that will mean making changes probably in your marketing, almost surely in your marketing, the way you talk about what is in it for them if they hire you. And see the rest of the channel for various strategies and tactics for doing such a thing. But yeah, when people are just constantly nickel and diming you, it's not worth your time. Just get rid of them. Okay, I'm Jonathan Stark. If you have a question for me, hashtag AskJonathan on YouTube, LinkedIn, or Twitter, and we'll add it to the queue, and I'll answer it as quick as I can. See ya. Hey, Jonathan again. The next time someone asks for your hourly rate, I want you to stop what you're doing and go to valuepricingbootcamp.com to sign up for my free value pricing email course. That URL again is valuepricingbootcamp.com. Hope to see you there. Hey, Jonathan again. Do you have questions about how to improve your business? Things like value pricing your work instead of billing for your time, or positioning yourself as the go-to person in your space, or maybe productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal. Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes you to get ready for work in the morning. Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call you don't feel like it was worth it, just say the word and I'll refund your purchase in full. To book your one-on-one coaching call, go to jonathanstark.com slash call, C-A-L-L. That URL again is jonathanstark.com slash call. Hope to see you there.