Are you charging less than your worth?
You know what I’m talking about. You are on a roll doing one low paying project after another while your bank account never goes up. You want to charge more but don’t know how.
You want to charge more but are afraid of losing work.
‘I barely get work at my current rate. If I charged more clients would go elsewhere. There are always cheaper options.’
What if I told you there was a way to raise your rates, get bigger contracts, and have twice the number of clients asking you for work than right now and it wouldn’t cost you anything?
You can if you leverage one simple disproportional advantage.
The Secret Disproportionate Advantage You Don’t Know About
When a student asks me,
‘How do I raise my rates?’
I give the same response every time-provide more value.
So the question is this,
How do you provide more value without getting more experience?
At first glance, it seems like a weird Buddhist riddle. To provide more value you need to get more work. But if you only get work because your rates are low then you’re not doing anything that will lead to learning new skills.
So what do you do?
You can get stuck in a cycle of under-charging and never getting better. That’s how you end up finding freelancers who’ve been on Upwork forever with hundreds of clients while still charging $25/hr.
So how do you get better without taking risks, ruining projects, or losing clients?
Putting great books on your reading list and reading them!
Books Are Your Biggest Untapped Resource
Books distill the knowledge and strategy specific to an industry into one place.
Books ALSO allow you to grow the lateral strategies you bring to clients.
Here are two examples of books I read in the last month that increased the value I bring to clients.
Industry Specific Book: Finding The Right Message By:Jennifer Havice
Jennifer’s book distills multiple review mining methods into easy to apply approaches to increase the impact of my research.
As I move deeper into understanding and implementing data to increase the effectiveness of my client’s copy I look for industry-specific books that help me grow my skills.
Jennifer’s book was amazing. In under 250 pages, she distills key skills that took her years of trial and effort to get right.
Lateral Strategy Book: Trading Up By:Michael Silverstein
I am working more with businesses looking to carry high return products or services to add to their revenue.
To increase the impact I brought ot clients I knew I needed to understand the psychology that compels people to pick higher priced options-even when a similar product/service is available for a portion of the cost.
Silverstein’s book broke the psychology, positioning, and more that gets consumers to choose higher priced products and services when offered more affordable options.
How These Books Increased My Rates
After finishing the books I knew the strategies needed to get clients the results they wanted.
I also knew the language that communicated this to clients. This is key. When you read books specific to strategy or industry you learn the language that communicates authority to clients. These two books led me to book two different $5K projects with clients.
An $18 investment led to me booking $10,000 in projects.
This wasn’t a ‘one-off’ thing either. Last year I read ‘Thinking Fast And Slow’ By Daniel Kahneman. What I learned resulted in me:
1:Booking a long form sales page
2:Generating $400K in sales for this project
‘This is great. But how do I know which books are right for me? And how many should I read?’
Great question! To help you pick the books that are right for you I’ve included the guidelines I use when deciding to read a book.
My Book Buying Guidelines
I love books and read all the time. This was a huge weakness for me for years.
I would buy whatever caught my eye and end up wasting time reading something that didn’t help me.
To make sure I used my time the best way possible I came up with three guidelines I use to decide if I should read the book or not.
Guideline 1: It Teaches Me Something New
The first guideline I use is asking if taking the time to read the book will teach me something I don’t know but should.
I would love to learn about SEO but my clients don’t come to me for it. My clients want sales strategy, increased conversion, and business strategy.
What about subjects I already know? Do I buy more books on it? It depends.
I will buy a book about a subject I already know if it:
A:Gives me a bigger insight I don’t currently have
B:Shines a light on an issue I haven’t been able to solve
C:It discusses something my clients have started talking about that they haven’t before
Guideline 2:Does It Teach Me A Non-Industry Skill I Can Apply Laterally
Learning non-industry skills that apply to your industry is a competitive advantage few service providers develop.
When I read ‘Thinking Fast And Slow’ I was able to outline a strategy that increased sales by considering a psychological approach tailored to a specific emotion.
When I look for non-industry books I focus on writing that gives me insight into a strategy, mindset, or approach that applies across all platforms.
The 12 Week Year By Brian Moran accomplished that. It’s approach to getting more done showed me how to execute large projects in short amounts of time.
This helps me shorten launch cycles for clients without losing quality.
Guideline 3:Does It Increase My Skills As A Business Owner
You need to constantly increase your skills not just as a service provider but also as an entrepreneur.
This is where you develop the skills that keep clients working with you for years to come, get you key referrals, and expose you to greater opportunity.
Reading The 4 Principles Of Execution by Sean Covey helped me increase my per day output without experiencing a decrease in quality of work. The management skills showed me how to better manage execution across my entire business.
Giftology by John Ruhlin helped me understand how to organically and sincerely cultivate relationships with leads and clients. His guidelines for ‘gifting as networking’ showed me how to deliver unique and personal value to clients no one else did. T
When picking a book in this area its best to start small and scale. Identify something you need help with and then work to resolve that.
Want Access To My Reading List
If you want to see what I’m reading then join my mailing list.
I send out emails twice a week with private content that will:
*Help You Book Yourself Solid
*Grow Contract Size
*Book Clients You Like Doing Work You Love
*And Insider Access To What I’m Reading