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When you're asked about rates...
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When you're asked about rates and that with that (and your rates "being competitive") you'll move to the top of the line when procuring your expertise, you can reply something like this: "Thanks for asking about rates. We don't work with predefined rate cards, as all you could get is an estimate based on assumed calculations of the rate, times X, Y, or Z. And you know estimates are just that, they could go up or down (they almost always go up). We do work, however, with fixed prices, as our pricing is tailored to the specifics of each engagement. This will give you total certainty of your level of investment, while protecting and improving your financials and forecasts. If this feels like it would be a good fit for you, feel free to reply and we could set a call to better understand what you're after and how we could be of help." Give it a try. :) |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Acting on fear closes your options and gives away your power to say No. The real only power you have in the market is your capacity to choose. You can choose what you do. You can choose who you work with. Most important, you can choose who not to work with. Sure, if you have bills to pay and there's only that non-ideal available, take it. Pay your bills. And find your way to get to your ideal. Where you can say No confidently. Free of fear.
You can set up a price on: the market your costs your desired margin your desired profit what you want to make at the end of the year your effort how long it takes you to deliver how long it takes you to produce the conditions of your competitors your passion your revenue goal what you feel your worth is what you time your time costs how long it took you to learn and excel at it Here's the pattern with all of these: they're all about you. They have nothing to do with your customer. Nothing to...
Pricing different than the convention (cost-plus pricing, hourly, input-based, market-based, etc.) is risky. It pushes you to think in different terms. Not only on what you do, but on what your customers actually get. It's harder, more complex and more fluid. It changes on the context, not on the work done or product itself. It changes on the customer. It pushes you to say no to most prospects. It pushes you to detach what you charge from what it costs you. This is all risky, as it means...