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Do Good Work is not a label but a way of living.
It is the constant and diligent effort to achieve a new level of excellence in one’s own life.
It is the hidden inner beauty behind the struggle to achieve excellence.
It is not perfect but imperfect.
It is the effort, discipline and focus that often goes unnoticed.
The goal of this podcast is to highlight that drive.
The guests I have on this show emulate this drive in their own special way. You’ll be able to apply new ideas into your own life by learning from them.
We will also have 1on1 episodes with me where we’ll dive into my own experiences with entrepreneurship and leadership.
Every episode is designed to provide you with ideas that you can apply and grow in excellence in all areas of your life, business and career.
Do Good Work,
Raul
INTRO
PODCAST
Speaker: Have you ever found yourself
thinking that you're not charging
enough or even earning more for what
you're doing and you're underpaid
and you think it's for all these
different reasons, but I'm here to
tell you it's not about your offer.
It's not the experience, your lack
of experience in the marketplace.
It's not anything you're
pricing, and here's the real
reason why you're underpaid.
It's how you're measuring value.
Now I had an hour conversation of
like over an hour conversation at
a coffee shop with a friend talking
literally about this one thing.
Value is perception, and perception
is anchored on belief and our argument
or a conversation, it was a good
argument, proactive argument, but the
conversation was around changing beliefs.
Can you change someone's belief?
When you're making a sales presentation,
when you're offering them to work
with you, and I don't think you can
because to someone's anchored in their
belief, that's their world to view.
That's how they view themselves.
That's how you, they view the
opportunities around them and
the opportunity that you have
for them to work with you, how
they see the environment and how.
They measure value.
For example, why is it that some
people like me would pay like $4,000
for a workshop to spend with the
main trainer, maybe only three hours
during that workshop, while other
people like scoff at the thought or
the imagination of paying someone.
300 or a hundred or $200 an hour.
What's the main difference there?
Even though paying someone $200
an hour could make a dramatic
change in your life or business,
you don't know what they're doing.
But if they were either a personal health
coach or a business consultant or someone
helping you with pricing, you only pay
them 200 bucks an hour and they help
you increase your pricing, you can ROI.
That's super easy.
On the first example, paying someone from
a workshop that equals around a thousand.
$1,300 per hour versus $130 an hour.
Why are there people
that pay a higher price?
And some people don't even
want to pay $120 an hour.
It's the same reason why in your
neighborhood right now, there are
people who drive luxury cars and
people who drive good old reliables.
I love my good old reliables,
don't get me wrong, but they
take you from point A to point B.
It's the same thing.
What's the difference?
It's perception, it's belief.
So why are you underpaid?
Well, What are you actually selling?
Are you selling the hands, the
widgets, the technology, the
bits, the software, the service?
Or are you selling and
focusing on the transformation?
That's easy to say that.
I'm gonna give you five simple
steps to go through auditing your.
Value and your time.
So you're not anchored to selling
hours, you're not anchored to selling
services, you're not anchored to that.
You're anchoring what you're
doing to the transformation.
And then when you do that,
then the real question becomes,
I'm totally undercharging.
What is the true value of
the work that I'm doing?
And not only is there a market out there
for what you're doing, but who is the best
type of client to work with, who already
believes in the value that you deliver?
Not trying to convince
the people who don't.
Believe, and that's where I see a
lot of my clients come in and they're
trying to convince a lot of my
clients are serving the wrong market.
We shift the market, shift the pricing,
shift the positioning, and then
from there they're selling less work
for more dollar amount because the
value and the transformation they're
able to deliver to their clients.
It's incre, it's incredible.
Like the end client is getting the best
service because they're gonna get two,
three, maybe even five x their return.
By paying more and they're focusing
on laser focus on over-delivering.
So this isn't to do less work,
to be lazy, to be one of those.
No, this is you get out.
This is for you.
If you actually want to increase
the value that you deliver to your
clients, help them go further.
And have a deeper impact with your work.
So here's the five steps for your audit.
Number one, I want you to identify all the
tasks, all the things, all the services
that you deliver to clients right now.
Just list them out.
Don't even judge 'em.
Just list them out.
You list them out, step by step.
1, 2, 3, 4, 5, 12 things, 24
things, 18 things, three things.
I don't care.
List them out.
The second thing, what
does that help the client?
Do you want to identify,
okay, if I'm doing this thing.
What does that help the
end client do or achieve?
What are they?
Who are they?
What does it help them be, do or have?
Who are they?
What does it allow them to become?
What does this allow them to do or
what does this allow them to have?
And it has to be something that
they couldn't achieve without you.
So the listing out everything
that you do, what does this allow
your client to be, do, or have?
What is the visible
outcome that they can see?
Not something you have to prove
to them, like through some secret
formula that they're getting
a return on their investment.
They have to see it because if they
don't see it, they ain't believe
in Number three, then identify,
okay, what is my current price?
And then if I help a client achieve
these kinds of things, if they become
this kind of person, they do these
new kind of things, or they have these
new things, what's the value to them?
And look at your price point
and then look at the value.
Don't make up the value.
Just put the market value.
What is the value to them to achieve that?
And then is your price point
in alignment with that?
You might be looking at your price like,
oh wow, I should increase my pricing.
You don't do it overnight.
You don't just double it, but you
have to anchor it towards the outcome,
which comes to step number four is
to packaging instead of step number
one, we listed all your services.
Instead of putting all that, just
package everything together into
a process or a unique mechanism.
To help the client achieve their
outcome, and that leaves to step
number five, sell the mechanism.
Don't sell the services.
Don't sell the software.
Don't sell the widgets.
Don't sell the hands.
Sell the process.
And make the process a proven process
because it's a rinse, repeat thing
that if you can do it with one
person, two people, three clients,
five clients, 50 clients, and you've
iterated that process, it's refined.
And now people are not buying your
services, they're buying the outcome.
And when you have that unlock and you
start seeing, wow, the things that
I do actually deliver the value, and
not only that, it's even more higher
likelihood for them to get the outcome.
Then it's like you should
be increasing your prices.
Not because you wanna make more,
you should, but second, you
attract the right kind of people.
And there's a thing when we buy,
when you and I buy things, when we
pay less for something that we, our
perception of value is higher, we
either are not gonna take action.
We're not gonna fully utilize
whatever you're giving me.
Or I might psychologically,
unknowingly, sabotage myself.
It's taking action.
You do that too if you're knowing
something, you can invest.
Let's just, simple example let's
say you're selling your business
and you're selling your business
for a thousand dollars, but your
business does six, seven figures.
And the question is like, why are you
selling it for only a thousand dollars?
There's something wrong here.
Either you're getting sued or
there's something terribly wrong
that you're not telling me.
I'm gonna feel as a potential buyer,
scared and even I'm not even gonna touch
it 'cause it's probably a bad deal.
Same thing when you're selling your
services, your offers to your clients.
If you're saying, I can help
you achieve this, but it's, you
only have to charge this much.
You tell me already your operations, you
already tell me your level of experience,
and you're telling me your perception
of what you do if it's priced too low.
And all of this still works in the era
of AI and technology and workflows simply
because with those you can help your
clients go further, you can increase your
margins and do cost savings for yourself.
Or you can even do more for your
clients for the same amount of output or
hours or costs for your internal team.
Therefore, you can actually even help your
client achieve even more of an outcome.
It.
This still works.
It's all about perception.
It's all about belief.
So look at your offerings.
Identify what is the true value
of the work that we're actually
doing, and am I standing by that
value or am I undercutting myself?
And , identify are you appropriately
communicating the value of what you're
doing in your marketing and your sales,
and most importantly, in your price.
And then from there, try this.
Just try this once.
Your next proposal.
Just know, just offer the value that
you know you're gonna be afraid.
It's gonna feel weird.
So I hope some of my clients
win their biggest deals.
They felt they were gonna
get laughed out of the room.
Do it.
Try it.
And once you get a yes,
'cause you will get a yes.
If you do this properly and you
over deliver and you care about
the clients when you get the yes,
email me, let me know so I can
congratulate you and cheer you on.
Thank you for listening to the podcast.
If you'd like to get more of
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If you have any suggestions or questions
that you want me to answer on the
pod, or you have a guest that you want
me to interview, please go ahead and
email me all of your suggestions and
questions at podcast at do good work.
io that's podcast at do good work.
io.
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If you'd like more free resources where
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scale profitably, where you can get hand
picked articles to propel your growth, and
you can get trainings and discussions that
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You can get all of that
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access by going to dogoodwork.
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you'd like to accelerate your progress
and shorten the gap between information
and action and start seeing results
in your business, let's work together
to increase your company's performance
and scale profitably and serve
more clients without the overwhelm.
You can request a free clarity call
to see how we can best support you to
reach your goals by going to DoGoodWork.
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Again, that's DoGoodWork.
io forward slash apply.
As always, it's an honor to be
a small part in your journey.
This is Raul Hernandez.
Do good work.