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Stop Charging by the Hour and Make More Money as a Creative Professional
 Category |
: Home Improvement |
 Times Read |
: 23 |
 Date |
: 01 May 2008 07:00 |
by: Kirstin Carey
One of the biggest challenges with a creative business is getting paid what you are worth. The root of the problem isnt that the client doesnt have the money and it isnt that the client isnt willing to pay you what you are worth. The root of the problem is how you are charging and how you are creating value in the mind of the client.
First, you must create a business based on value pricing and not hourly pricing. The number one worst way to charge (and most creative businesses are charging this way) is by the hour.
Frankly, it shouldnt matter how long it takes you to solve the clients problems or provide your service, it should matter that the client is getting what he needs and what he wants. If youre creating value and youre giving them value, theyll pay you for that value. They shouldnt be paying you for your time. If youre being paid for your time youre essentially setting the ceiling to how much money you can make because you can only work so many hours.
Therefore, you must determine, specifically what your value is to the customer, not how many hours you will work for that customer.
To do this, ask yourself the following questions:
How do you impact that customer or potential client?
What do you provide to them that will help them and helps solve their problems? How will solving these problems impact the customer? Is it a problem with high impact or low impact?
What is important to the customer? Why is it important to the customer? How important is it?
Have they had experiences working with someone in your type of business before? If so, was it a good or back experience? Why? Exactly what happened?
Why is the client coming to you for this issue?
What is the clients definition of success with this project? Ask him to describe specific ways he will know he made the right choice in hiring you.
By getting the answers to these questions - not guessing what the client will say, but actually getting the client to answer these questions - you will have the information you need to create VALUE in the mind of the client. If they perceive your work to be valuable, they will be thrilled to pay you. If they do not perceive your work to be of value, they wont pay you no matter how low you go on the pricing scale.
Its all in the mind of the client. Get in their head and understand specifically what they want and, even more specifically, why they want it. Once you do that, getting paid what you are worth is a piece of cake!
About The Author
Kirstin Carey is the author of "Starving Artist No More: Hearty Business Strategies for Creative Folks". Kirstin knows that most creative professionals hate sales, contracts and discussing money. She consults creative folks on the business side of creativity so they make more money, attract better clients, and love what they do. Get proven strategies and insider secrets to help creative types like you get the business help you need at http://www.MyCreativeBiz.com.
kcarey@mycreativebiz.com
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