Ditching Hourly
Ditching Hourly
#business #businessgrowth #positioning #pricing #valuepricing #hourlybilling #freelance #consulting #software #softwaredeveloper #business #business

My name is Jonathan Stark and I’m on a mission to rid the earth of hourly billing. I hope that Ditching Hourly will help achieve this, one listener at a time 🙂

The 8 Steps to Value Pricing with special guest Ron Baker

December 07, 2016 0:47:01 33.89 MB Downloads: 0

Special guest Ron Baker talks about overcoming pricing objections, managing scope creep, safely offering guarantees, and much more.

Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker.

Ron is a recovering CPA who began value pricing in 1989. He’s the author of seven best-selling books, including: Pricing on Purpose; Measure What Matters to Customers; and Implementing Value Pricing. He’s the founder of pricing think-tank VeraSage Institute and a radio talk-show host on the VoiceAmerica.com show: The Soul of Enterprise.

This episode clocks in at nearly an hour - which I realize is longer than usual - but you’re going to want to listen to every single minute of it because Ron drops non-stop value bombs.

Just to give you a taste, here are some of the killer quotes Ron shares:

  • “The billable hour takes your focus away from measuring what matters to the customer.”
  • “The billable hour delivers a lousy customer experience.”
  • “Focusing on the tasks comes at the cost of focusing on the value.”
  • “People don’t want to hear about the contractions, they want to see the baby!”
  • “Value pricing is a skill like golf or tennis. The more you do it, the better you get.”
  • “Don’t ask your client ‘What do you need?’ ask ‘What are you trying to achieve?’”
  • “If you prescribe without diagnosis, it’s malpractice.”
  • “A professional takes responsibility for creating an outcome, not delivering a series of tasks.”
  • “What the client is trying to achieve determines the scope of work.”
  • “Time spent in reconnaissance is never wasted.”
  • “We have to get over the idea that we are pricing a series of tasks.”
  • “Value is not a number, it’s a feeling.”
  • “Two options encourages a price decision. Three options encourages a value decision.”
  • “It’s a huge fallacy to think that just because you’re giving a fixed price, you’re not scoping.”
  • “When would you rather find out your client is unhappy with your price: before you do the work or after?”

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