This week’s question from my portal “The Neagle Code: Directions for Life” comes from Gary V.
Hi David!
I’ve done what you recommend. I’ve tried to work from my vision and set my financial goals. I have my number, and I know what that money would be used for…and what I will provide in exchange for that money. Here’s my issue: I cannot stop thinking about time. In my line of work, people generally pay for time rather than a result. And the truth is, people aren’t paying me for time, they ARE paying for a result. I also see others in my industry who are making a lot of money by NOT charging for their time, so I know this is a barrier in my own mind.
How do I shift this???
Hi Gary!
Thanks for the great question. Making the switch from charging by the hour to charging for a specific result is really challenging for a lot of small business owners and service providers.
It requires them to not only step out of the “norm”; it requires them to really
OWN
THEIR
WORTH.
And I have a hunch this is what you’re struggling with.
Here’s the truth… exchanging time for money is a middle class value.
A VERY high percentage.
But if you’re in a business that sells results, it makes NO sense to charge by the hour.
There are a several things that are required to shift this:
1) You need to make a firm decision that you are changing your pricing structure.
2) You need to be committed and disciplined that no matter what, you will not offer your hourly rate to ANYONE
3) You need to focus your marketing efforts on the “right” prospects and clients.
4) You need to hone your sales skill so that you can accurately convey the value of the result you are going to provide.
Just a word of caution here.
Your mind will try to convince you of ALL the reason this won’t work.
And it’s a lie.
It will work if you will step into your worth and demand your success.
Do not waffle. Stay firm in your pricing.
And you’ll be surprised how fast your bank account will grow.
PS: If you enjoy reading my weekly Neagle Code, you’ll LOVE my brand new podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.
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