The Authority Builder Podcast

Back in my engineering days pricing drove me nuts. There was this thing known as a “market rate”—the sort of standard within the industry for what you should charge. But I didn’t like the standard. It didn’t leave much profit, and it was driven by the firm that was willing to sell their time for less. And, there’s always someone who will choose to sell for less. For a long time that really......pissed me off. What was wrong with them?!!! 😖

It took some time, but I finally realized that the market rate had no bearing on what we choose to charge our clients.

Show Notes

Back in my engineering days pricing drove me nuts. There was this thing known as a “market rate”—the sort of standard within the industry for what you should charge.

But I didn’t like the standard. It didn’t leave much profit, and it was driven by the firm that was willing to sell their time for less.

And, there’s always someone who will choose to sell for less.

For a long time that really......pissed me off.

What was wrong with them?!!! 😖

It took some time, but I finally realized that the market rate had no bearing on what we choose to charge our clients.

In the process, I stumbled upon some well known, yet seldom used principles that lead to better fees.

In this episode, we’ll tackle them.
  • The mindset that leads to higher fees.
  • Why clients complain you’re too expensive and how to respond.
  • How to avoid discounting when clients ask, “Is that the best you can do?”
  • The best way to present your fees.
  • Why bonuses are useful, even in service businesses.

What is The Authority Builder Podcast?

The Authority Builder Podcast is the place to come if you are building a professional practice and want to be seen as the leader in your market. We interview the top experts throughout professional services and share insights to help you grow your firm and be positioned as the only choice the clients ever want.

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”
― Calvin Coolidge, 30th President of the United States