Let’s say we agree on your work not being a commodity. That means that we also agree it shouldn’t look like it’s being sold as a commodity either, right?
Otherwise, clients might get funny ideas and treat you as their waiter, instead of their surgeon. Let me be clear, any job deserves full dignity and respect, and waiters also wouldn’t like you to treat them like surgeons either.
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To get back to the initial idea, here’s what not to do as an expert service provider:
1. Don’t explain your price using “time and materials logic.” Instead, lead with the outcomes, not deliverables.
2. Don’t volunteer discounts: You can give discounts if asked, but NOT before the client says “hello.”
3. Don’t list hourly rates: More hours of your service are not necessarily better value for the client. In fact, the better you are, the less time you will need. Charge fixed fees or value-based retainers, and never disclose hourly math. If pressed, say, “We price based on impact, not effort.”
4. Don’t apologize or over-explain – ditch words like “accessible”, “reasonable rate”, “industry standard”, etc. Confidence sells.
5. Don’t offer too many options – offer 2-4 curated high-impact bundles, not a big buffet.
6. Forget the .99, .97, or similar “impulse shopping” pricing tricks. They won’t work.
That’s enough to set you apart and give you a good head start in showing off your true value.