Don’t bother knocking. I won’t open the door. Don’t call. I won’t answer the phone.
He looked at me, like I was someone else, not the friend he’s been around for years.
It’s just that I need some time alone. I need to get this thing… I need to finish the project, I said.
I was trying my best to find the right words, the words that wouldn’t hurt him.
This reminds me, I said. This reminds me of a conversation I had just a few days ago. He looked at me, his eyes… he was interested in what I was about to tell him.
I was at a seminar. We talked about pricing, I said. Pricing strategies, and how to price my services. You know that it’s been something I’ve struggled with for years, and do you know what I was told?
My friend didn’t say anything. He just looked at me, as if he wanted me to continue. I’m not sure what it was, it might have been the eyes, or the tilting head… I just kept going.
They told me that I should focus on value, and asked me a question instead of giving me the answer.
How do you price your services so that your customer will understand that you are providing remarkable value?
I had no idea.
Not a single idea came to mind.
Well, until a few minutes later.
What if I define the outcome that defines success, I asked them.
The man standing by the whiteboard smiled and nodded his head. Yes, he said, now we’re talking.
Don’t just let your customer pay by the hour. Shift the conversation, focus on the outcome and define success and how much you’re going to get paid for that.
It’s your turn
I shifted the conversation with my friend, to a topic that I know we both find interesting.
I’m still struggling with pricing strategies. Sometimes I get paid by the hour, other times I get paid to perform a service.
I don’t define the outcome that defines success, and I don’t get paid for results.
Let’s discuss this.
What’s your pricing strategies? How do you set the price for your services?