Selfie
Complaining about getting “what you’re worth” is the pricing version of taking a selfie. When you focus on creating value for clients, and you value price your services relative to that value, you’ll get paid “what you’re worth.”
The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.
TRANSCRIPT
John Ray: [00:00:00] Hello. I’m John Ray on The Price and Value Journey. James Clear, who’s the author of Atomic Habits, said, “The more time you spend complaining about what you deserve, the less time you have to focus on what you can create. Focus on what you can control.”
John Ray: [00:00:21] Well, I ran across this quote in Clear’s newsletter – which I highly recommend, by the way – and it made me think of a Price and Value version of the same quote. Try this on for size, “The more time you spend complaining about not getting paid what you’re worth, the less time you have to focus on the value you can create for others. Focus on the value you can create for your prospects and your clients.”
John Ray: [00:00:51] When someone tells me they want to get paid what they’re worth, it’s the pricing version of a selfie. They often miss the key point. It’s not about them and what they think they’re worth. Clients perceive their value on their own. Sure, you can influence client’s perception of the value that you offer, but clients alone have the ultimate decision on whether the value they perceive that they’re receiving exceeds the price you are asking. If so, they buy. If not, they don’t.
John Ray: [00:01:27] So, focus on what you can control. Identifying ways to deliver value and then dishing it out. Now, if you maintain that perspective, here’s the delicious irony I’ve found that you’ll get, if delivering value is your constant focus, you’ll have a lot less to worry about when it comes to getting paid what you think you’re worth.
John Ray: [00:01:54] I’m John Ray on The Price and Value Journey. If you go to pricevaluejourney.com, you can find a link to the show archive of this podcast series. You can also find this series on your favorite podcast app, and I’d be honored if you’d subscribe to the show, if you haven’t yet already done so.
John Ray: [00:02:14] You can also receive updates on my upcoming book. It’s called The Price and Value Journey: Raising Your Confidence, Your Value, and Your Prices Using the Generosity Mindset. The release date is September 2023. I’m looking forward to getting that out. You can again sign up for updates there at pricevaluejourney.com. You can also email me directly, john@johnray.co. Thank you for joining me.
About The Price and Value Journey
The title of this show describes the journey all professional services providers are on: building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing which reflects the value we deliver.
If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.
The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.
John Ray, Host of The Price and Value Journey
John Ray is the host of The Price and Value Journey.
John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.
In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translates into revenue.
John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,700 podcast episodes.
Coming in 2023: A New Book!
John’s working on a book that will be released in 2023: The Price and Value Journey: Raise Your Confidence, Your Value, and Your Prices Using The Generosity Mindset. The book covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. For more information or to sign up to receive updates on the book release, go to pricevaluejourney.com.
