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But before you do that, take two minutes to read this, because you being here means it’s very likely you are not being paid what you are worth.
My client Simon runs a digital agency. We were talking about one of the services he offers, a sort of market analysis which went by the rather unsexy name of “gap analysis”. He saw it as a very small thing and sold it for £3-5,000.
As he explained it to me, though, I said, “Simon this is not a small product. This is massive. You are helping your clients (large retailers) uncover whole new markets – large groups of people who nobody is talking to. This is worth an awful lot more than a few thousand pounds.” .
And I was absolutely right. Over the course of a few months we raised the fee for this product from £3-5,000 to £46,000.
Why had Simon missed the huge value of what he was doing? It wasn’t stupidity because he is absolutely not stupid. In fact it was the opposite. He missed the value of this product because he’s brilliant. Because doing this work to him felt completely routine. It was simple, obvious and he couldn’t understand why anyone else would find it difficult or be impressed by the results.
His other problem was that he was just too close to it. As one of my associates brilliantly put it, “you can’t read the label from inside the bottle”.
If you are reading this now there’s a very high chance that you have Simon’s problem. You’re doing something hugely powerful for your clients but it doesn’t feel like anything special and you’re far too close to see its true value. So you’re not getting paid what you’re worth.
The only reliable way to get over this problem is to get an outsider view. Even better if it’s an outsider who has a time-tested method for uncovering this additional value.
If you have been missing the full value of what you do, it’s probably been going on for years. And it will go on for many more years until you do something about it. That’s why I suggest we talk. I’ll happily give you 30 minutes on zoom to go through your product range and find for the first time the true value of it, which could be far far greater than you currently think. (It’s not a sales conversation – that can come later if we both think it makes sense).
At the end of the call you will have a clear value of what your services are worth and the outline of a plan for getting paid at a rate that properly reflects that. I have 6 slots available over the next two weeks. Click this link to book one.
PS: we raised the fee from £3-5,000 to £46,000 for the same client. This obviously added an extra challenge; how to escape from existing expectations? The email you’ll be receiving shortly tells you how we did this.
