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First, you must create a business based on value pricing and not hourly pricing. The number one worst way to charge (and most creative businesses are charging this way) is by the hour. Frankly, it shouldn't matter how long it takes you to solve the client's problems or provide your service, it should matter that the client is getting what he needs and what he wants. If you're creating value and you're giving them value, they'll pay you for that value. They shouldn't be paying you for your time. If you're being paid for your time you're essentially setting the ceiling to how much money you can make because you can only work so many hours. Therefore, you must determine, specifically what your value is to the customer, not how many hours you will work for that customer. To do this, ask yourself the following questions:
How do you impact that customer or potential client?
What do you provide to them that will help them and helps solve their problems? How will solving these problems impact the customer? Is it a problem with high impact or low impact? What is important to the customer? Why is it important to the customer? How important is
it?
Have they had experiences working with someone in your type of business before? If so, was it a good or back experience? Why? Exactly what happened?
Why is the client coming to you for this issue?
What is the client's definition of success with this project? Ask him to describe specific ways he will know he made the right choice in hiring you.
By getting the answers to these questions - not guessing what the client will say, but actually getting the client to answer these questions - you will have the information you need to create VALUE in the mind of the client. If they perceive your work to be valuable, they will be thrilled to pay you. If they do not perceive your work to be of value, they won't pay you no matter how low you go on the pricing scale.
It's all in the mind of the client. Get in their head and understand specifically what they want and, even more specifically, why they want it. Once you do that, getting paid what you are worth is a piece of cake!
About the Author
Kirstin Carey is the author of "Starving Artist No More: Hearty Business Strategies for Creative Folks." Since most creative people hate sales, contracts, and discussing money Kirstin consults them on the business side of creativity so they make more money, get better clients, and still love what they do. She put together a resource of proven strategies to help creative types get the business help they need. Go to http://www.MyCreativeBiz.com.
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USA TODAY |
Money Watch: How do I make my 401(k) last after retiring?USA TODAYMoney Watch, a personal finance column that runs every Saturday, features a financial planner from the National Association of Personal Financial Advisorsanswering reader questions about saving, protecting and growing your money. To submit a question, ... |
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Maine churches raising money to fight gay marriageCBS NewsBetween 150 and 200 churches are expected to raise money for the Protect Marriage Maine political action committee, said Carroll Conley Jr., executive director of the Christian Civic League of Maine evangelical organization and a member of the PAC.and more » |
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