I attended Larry P's excellent seminar on value pricing and have been working to implement his ideas in my business. In looking around for resources to build on Larry's, ideas I came across a pretty cool podcast...
Charge More Money by Darren Scott Monroe. It's free on the Google Play site.
I listen to podcasts all day in the field, but this is the only one that I think is going to put more money in my pocket. My head just swims with marketing ideas as I listen to him. A lot of us need to get right when it comes to charging for the value we provide rather than our time, and this guy has some solid steps to help you move in that direction.
Worth a listen for sure.
I appreciate the kind words on my class. Glad to hear you are making progress implementing the principles.
I would say that rather than simply "charging more" we should learn to recognize the value we can and do create, learn to quantify that value and then capture a fair portion of that value.
Larry P
Hey Larry,
Your comment reminded me of my recollection of an SNL skit where the 2 guys at a hotel-type presentation just kept adding zeros to an arbitrary number on a chalkboard. EVERYBODY got rich.
I think if you'll give this guy a listen, you'll see that he's not just saying "charge more". That takes about fifth of a second. This guy gets a lot more in depth. There are 60 or so 1/2+- hour episodes. He talks more along your line. Positioning, 1st tier clients, being a go-to-guy and the like. One memorable quote was to bring a "simple solution to a painful problem for a specific client". That's 1st tier Larry P. stuff right there!
I had a boss tell me give the client a price and if they don't flinch , tell them it's for phase 1 ..
Awesome. I can just hear the pause and then "for phase one".
:good:
My observations about the come from my years working for a surveyor here. I was not in charge but I frequently had to give estimates when I was in the office working of a project.
I found out that there were two classes of people who didn't flinch about the price estimate. One was the client you wanted to work for, one who understood why the survey was needed and that it had value and who expected to pay you promptly upon completion of the deliverables.
Then there were those who didn't really care about the price because they didn't necessarily plan to pay for it.
But the people who squealed the loudest would have squealed just as loud if the quote had been for half as much because they didn't want to pay for a survey in the first place. If you can avoid working for those people, a lot of your collection problems will disappear with them.