“If you don’t value your time, neither will others. Stop giving away your time and talents. Value what you know & start charging for it. ” Kim Garst
Do you feel like you’re slugging your guts out in your freelance career yet not getting the results you deserve?
Do you frequently find you’ve got too much month at the end of your money?
You know what I mean. You have a great service, your clients love what you do. It’s just that months or even years later, you’re not making as much money as you’d hoped when you first started out.
And sorry to break it to you ladies, but this is largely a girly problem.
Time and again, when comparisons are made, we tend to undercharge, or give away too much of our time compared to our male counterparts.
Perhaps it’s the Venutian in us. We favour nurturing and caring over the more practical, tinkering of our Martian mates.
If that sounds like you, take a closer look at your fees.
Are you really charging what you’re worth?
If not, and if you feel uncomfortable broaching the subject of raising your fees, try these tips for starters:
Switch your focus to BEING results ORIENTED
Prospective clients are not interested in the job you are doing.
They’re only interested in how you can help them get from A to B. What’s in it for them. What problem you can solve for them.
Start by creating a list of the results your clients (or prospective ones) will get when they use your services.
- Example: You’re not just a copywriter. You produce exciting copy that leaps off the page. Or winning copy that sells. Or better still, “By using my copywriting service, my clients have doubled their response rate.”
- Example: You’re not just a Virtual Assistant. What problem are you solving? Are you saving clients’ time? In which case, try quantifying it. How much time? How much time each week? How long have you been saving them that amount of time each week? So, “By using my service, 20 clients saved on average 100 hours each month”.
It’s a slight shift in focus, but when you start thinking in this way, it becomes easier to do what I’m going to suggest next.
Focus on being niche (and nice)
When you first start out in business, you think you ought to charge the same as everyone else in your field.
But that’s telling your prospects that you are the same as everyone else.
Instead, why not focus on serving a smaller, more defined (and refined market).
When you serve a smaller market, you can concentrate on pleasing them. Really pleasing them. Giving them exactly what they want.
Boutiques deliberately set out to serve an exclusive bunch of people.
That’s good news for you, because in this context ‘exclusive’ means a smaller, more manageable group. A group you can provide a deeper level of service, or a long-term one.
And that, of course, means higher fees.
Over to you, what tips would you add?