Ditching Hourly

Hello and welcome to Ditching Hourly. I'm Jonathan Stark. I've got a question for you. Are you good at what you do? You are? Great. Okay, now prove it. Here's the thing. If you want to dramatically increase your income, it's not enough to merely be good at what you do. You need to be able to prove it to the ideal buyers in your target market. But how do you prove it? Would you point to your years of experience? Or would you brag about your fancy credentials? Would you provide a long list of your skills? Sorry, but none of these things prove that you're good at what you do. So what does? The best way to prove that you're good at what you do is to point to results that you have delivered to happy clients. The keywords here are happy and results. If you orient your whole business around making your clients happy, then you'll spend every sales call trying to learn exactly what results would make them happy. Without this information, your odds of satisfying them are extremely low. No results leads to no satisfaction, which leads to no testimonials, which leads to no proof that you're actually good at what you do. But check this out. There's a difference between satisfaction and compliance. The way to make your clients happy is not to do as you're told. The way to make your clients happy is to deliver business outcomes that they desire. Compliance is not a result. If you are an expert at what you do, and your client is not, then doing what they tell you to do will almost certainly not give them desirable results. Compliance might appease them in the short term, but it is highly unlikely to deliver any kind of meaningful business outcomes in the long term. If you really want to satisfy your clients and make them happy, focus on the business outcomes that they desire, not the punch list of things that they want you to undertake on their behalf. That's it for this week. I'm Jonathan Stark, and I hope you join me again next time on Ditching Hourly. Hey, Jonathan again. The next time someone asks you for your hourly rate, I want you to stop what you're doing and go over 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.