Ditching Hourly

Hello, and welcome to Ditching Hourly. I'm Jonathan Stark. For folks who are used to selling their hands by the hour, like devs or designers or writers or photographers or whatever, it can be a real head-scratcher when I suggest packaging their expertise in new ways. The typical reaction I get is something like, what? I build websites, which amounts to me typing code into a text editor. There's no other way to package it. And yeah, I get that. If you see yourself strictly as a doer, i.e., I'm someone who does X, then the idea of packaging your expertise in new ways will bounce off your head like a dodgeball. Here's some examples of a doer mindset. I code web apps. I design pitch decks. I write sales pages. In order to come up with new ways to package your expertise, you need to shift your thinking to a knower mindset. In other words, I am someone who knows how to do X. This is a big difference. Someone who knows how to do something has a whole new set of options beyond just doing the thing. Things like teach or advise or oversee or audit. Things that consultants and advisors and teachers and trainers and coaches do. So this is what I mean when I say sell your brains, not your hands. Long-time doers often have a knee-jerk reaction to the idea of selling their brains instead of their hands. They'll say things like, but that's not real work, or there's no value in me just telling clients what to do, or clients won't implement my advice on their own, or, oh yeah, those who can't teach, or I'll lose my edge if I stop doing what I do. These reactions are all myths, especially that last one. Besides, you don't have to stop doing what you do. You can keep selling your hands if you want to, but make it the most expensive offering in your product ladder. For all the potential clients who can't afford your direct assistance, package and sell your know-how at price points that are affordable to them and profitable to you. Before long, you might find yourself with a bigger audience, more leads, better clients, and a more diversified set of income streams. That's it for this time. I'm Jonathan Stark, and I hope you join me again next time for Ditching Hourly. Bye. Would you like to learn how to get paid what you're worth? How about selling your expertise and not your labor? What about making more money without working more hours? We work through all of this together in The Pricing Seminar. Registration starts soon, so head on over to thepricingseminar.com to add your name to the announcement list. That URL again is thepricingseminar.com. I 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.