I spoke with a service provider yesterday. He’s working hard, working long hours too… yet he’s still really struggling.
Why?
He’s competing for clients by trying to make his fees as low as possible. He’s in a race to the bottom with a handful of equally misguided competitors.
Now, his fees are too low for him to make a decent living and too low for him to provide a great service. So not only are his clients barely profitable to his business, he gets very few referrals from them. That’s a toxic, unsustainable mix!
Cheap or valuable?
As service providers, we can either market our work based on it being valuable or we can market our work based on it being cheap. However, we first need to accept that there’s a huge difference between the two.
Cheap work is seldom, if ever, valuable. Usually, it’s just cheap.
P.S. – Here are 3 Ideas to help you, the next time they say you’re too expensive.