Ditching Hourly

Q&A from TheJonathanStarkShow.com on YouTube ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call w...

Q&A from TheJonathanStarkShow.com on YouTube ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call w...

Q&A from TheJonathanStarkShow.com on YouTube ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call w...

What would you say if someone asked you to work for free in exchange for referrals? ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal...

How to craft an XY Positioning Statement. Click here to read the companion article ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?...

Scientific research into the negative psychological effects of trading time for money. Guest bio: Alice Lee-Yoon is a prospective phd student researching the link between time, money, and employee happiness. Her papers have been published in leading journals such as Current Opinion in Psychology and Academy of Management Journal, and her works have also been covered in Harvard Business Review, Psy...

Jason Resnick (aka @rezzz) shares how he went from burnt out jack-of-all-trades to in-demand specialist. Related Links Jason's Twitter Jason's website Transcript Jonathan Stark Hello and welcome to Ditching Hourly, I'm Jonathan Stark. Today I'm joined by guest Jason Resnick. Jason, welcome to the show. Jason Resnick Thanks for having me Jonathan. Jonathan Stark Can you tell folks who haven't heard...

The benefits of offering a productized service. In this episode of Ditching Hourly I'm joined by guest Ben Manley. Ben is the founder of Knapsack, a web design firm that offers an laser focused productized service that allows his team to deliver beautiful websites to their clients in one day. Ben shares his background and explains in detail how he went from a generalist design freelancer who would...

Business valuation expert John Warrillow explains the benefits of making your business more valuable as an acquisition target, even if you have no intention of selling it. Talking Points The two most common reasons business owners consider selling their business Why it makes sense to build your business to sell even if you don't want to sell The difference between growing value and growing revenue...

Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling. Talking Points You have to take control of the conversation in the first 20 seconds The importance of finding out the client's problem before you even think about selling anything to them Why talking about your company, product, or process is worse than useless Why to lead with a question and then shut up...

You know you want your customers, employees, and communities to be engaged, but what exactly does ‘engagement’ mean? Scott Gould, author of The Shape of Engagement joins me to talk about how independent software developers can sow the seeds engagement. Talking Points Why engagement matters What engagement is The three levels of engagement The three processes that make up the cycle of engagement Re...

Freshbooks CEO Mike McDerment joins me to discuss his book Breaking the Time Barrier. Talking Points The importance to talking to your clients Looking for ways to help your audience How to push yourself out of your comfort zone Why hourly billing is a bad idea Quotable Quotes “In one year, I worked 19 days and brought in $200,000.”—MM “I think the constant paranoia of not knowing something is heal...

Guest Maggie Patterson describes how she more than doubled her income by ditching hourly billing. Talking Points How hourly billing decreases your income The value of creating clearly defined service packages The benefits of systematizing your service delivery The magic of naming process steps How taking control of the client engagement increases your fees The importance of saying no to clients wh...

Guest David A. Fields shares a gold mine of practical advice on outreach, positioning, building authority, trust building, and more. Talking Points How to maximize your impact as a consultant How to "fish where the fish are" How to identify ugent problems that your clients are dying to pay you to fix for them How to win business even when you're up against giant competitors How to build trust in a...

Tom DeMarco - a former software litigation consultant - explains what all late software projects have in common. Guest Bio Tom DeMarco is a Principal of The Atlantic Systems Guild, a technology think tank with offices in the United States, Great Britain and Germany. He is the author of ten books on organizational dynamics and the role of technology, plus five novels. His most recent work —just pub...

You know you can't literally buy an hour from someone... so why do you think you can sell an hour to someone? Here's the tweet that inspired this episode: Matt's Tweet Thanks to Matt Olpinski for asking! —J ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Pro...

If you hate selling, you're probably doing it wrong. Guest Liston Witherill joins me to change your mind forever about what it means to sell as a consultant. Talking Points Where did the negative feelings about marketing and sales come from? How can you sell without selling? What you can do to relax in the sales process Why persuasion has no place in the sales process The importance of listening i...

Thinking of monetizing your expertise by creating an online software training course? Don't make these three classic blunders. Lessons Learned Building My First Online Software Course with guest Chris Buecheler Today I'm joined by guest Chris Buecheler to talk about a few of the hard lessons he learned creating his first online software course, Five Minute React . Chris' Bio Christopher Buecheler...

Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms. Adam's Bio Adam is the founder and principle of FileMaker development firm FullCity Consulting. Since 2000, FullCity has serviced clients like ESPN, the NY Rangers, and the WWE. Earlier in his career, he managed FileMaker database systems for advertising and television production at Martha Stewart Living Omnimedia a...

What if a client doesn't understand what they're getting themselves into? Talking points: The sales meeting is not over until you're reasonably confident that you can help improve the client's condition. Don't quote work that you believe will most likely hurt the client (even if they insist that they know what their doing). If you are skeptical of the client's vision, tell the client so and ask th...

Guest David C. Baker joins me to talk about expertise, positioning, the pros and cons of vertical vs horizontal focus, addressing client concerns about conflicts of interest, the risk of hitching your cart to a third party, and tons more. David's Bio David grew up with a tribe of Mayan Indians in a remote village in the highlands of Guatemala. He’s an author, speaker, and advisor to entrepreneuria...

Guest Nick Disabato (aka nickd) talks about measuring the economic value of design. Links Nick's personal site Nick's consultancy Nick's new book Nick's A/B testing course ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you neve...

Does the idea of doubling your prices make you physically ill? Janet Kafadar shares a very personal, inspirational, and funny story about how pricing herself too low wrecked her health... and yet raising her prices literally made her puke. Definitely check this one out. Links Janet's site Janet's YouTube ---- Do you have questions about how to improve your business? Things like: Value pricing your...

Jane Portman joins me to talk about her new book, Your Productized Consulting Guide. Links Jane's book - Your Productized Consulting Guide Jane's SaaS - UserList.io Jane's home site 20% Off Ditching Hourly listeners can use coupon code DH20 for 20% any package of Jane's book . Thanks Jane! ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead o...

Blair Enns delivers an impromptu master class on the strategies and tactics of value pricing creative work. Blair's Bio Blair Enns is a 25-year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching, which has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops & webcasts. Blair is th...