You’re Leaving Money On The Table

It was the biggest website project I was ever paid for, and I was stoked.

A MASSIVE $1,400 and it was ALL MINE! LOL.

It was for a local company that specialized in concrete driveways. I got the opportunity because my business coach was also coaching them.

After I got the good news that the project was moving forward, I got a call from my coach.  I figured that he had also heard the news and was calling to congratulate me on the big win.

And, I was right.  (Mostly)

He did call to congratulate me, but then his voice turned a bit more serious.

He said, “Mike, I had to convince them to use you.  You weren’t their first choice.”

I was kind of surprised and started to worry about what I had done wrong.  

He continued, “You were the cheapest option.  They thought that if they hired you that they might not get what they wanted.  I had to assure them that you were the right guy and that they were just getting a great deal because you were still learning how to value your services.”

WOW.

I left money on the table.

On one hand, I was excited about the project and happy to know that they believed in the work that I was going to do for them.

On the other hand, I was shocked that a client would ever think I was “too cheap” to get the job done.

That day I decided that I would never aim to be the cheapest option and, in fact would be the most expensive and most valuable option for my clients.

Because, as the saying goes, “ if you can’t be the cheapest, there is no strategic advantage of being the second cheapest.”

Always test the upper limits of the investments you ask your clients to make.  You’re only getting better, and inflation is usually rising, so charge accordingly and stop leaving money on the table.
If you want to  learn more about ways to increase your value and get paid what you’re worth,  apply for a call with our director of coaching. We’d be happy to help you create a plan to increase your pricing power.