Increase Your Value To Increase Your Fees

So many leaders & business owners get caught up in pricing wars and feeling like they’ve got to be cheaper than everyone else. They feel like they’re going to lose the work or not be able to build a project pipeline if they raise their prices or are more expensive than their competitors.

Today I want to flip this viewpoint and this discussion on its head. 

I’ve been doing a lot of work recently with clients in my coaching programs around pricing, the value proposition and their positioning in the marketplace. 

You see if you get your positioning wrong in the marketplace, meaning that you've positioned yourself as a generalist, that you can do everything and that you’re all things to all people AND you don’t talk about the value that you add or how you solve your clients’ problems or how you deeply understand your client’s world, then of course you have to be the cheapest!! 

But if you completely flipped this on its head and can change your thinking around your positioning and you start to talk to your clients and the marketplace about how you DO add value, how you SOLVE your clients’ problems and how you DEEPLY understand your client’s world, then the conversation around pricing largely becomes irrelevant. 

If you really start to understand your client’s world, you’ll see and understand that your fees as a part of the overall project are such a minor percentage and really you could charge a lot more than you already do. 

It’s just that your clients are conditioned to always want you to be cheaper and they haven't been shown the VALUE you can bring to their projects and solving their problems. 

So if you can shift the focus of your clients away from pricing and onto the value that you bring, how you’re amazing at what you do, how you have 10 or 15 or 20 years of experience, know how to solve your clients’ problems and how you can make their lives easier - that’s when you can move the conversation towards increasing your fees, charging more and charging what you’re really worth. 

So the next time you find yourself worrying about dropping your fees or cutting your costs or trying to be the cheapest in the marketplace to gain market share - stop yourself. 

Have a different conversation.

Flip the conversation in your head to - how can I add value to my client’s world, how can I show them how I'll add value to this project, how can I show them how I can solve their problems - and watch the conversation around cheaper fees drop away.

Josh “Increase Your Fees” Stone

PS: If you’re interested, here are 4 ways I can help you right now:

  1. Join the Leaders In Engineering & Construction community designed specifically for leaders and business owners
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  1. Book in a Check In Session
    This session is designed for you and I to touch base, to get to know each other a little better and to really look at where you are now, where you want to be and then we’ll make a plan together for how to get you there!– Click Here
  2. Join our Ignite 12 Week Program
    Join our Ignite 12 Week Program designed to help you focus on the 3 x core areas of growing your team, your business and yourself in the process. Together we'll work on winning work, business development & client relationships. We'll look at strategies for team performance, project performance as well as your leadership skills to motivate and get the most from the people around you. We'll also focus on your growth as a leader, effective delegation to those around you and only focusing on the activities that move the needle and make the biggest difference. - Just send me an email at [email protected] with the word “PROGRAM” and I’ll get you some more information.
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