Pricing if you are 18 years old

Well, yet another 18 year-old has asked how to price a website at $4500 like other firms when he fears that as an 18-year old he can only get away with $1000. See previous blog entry for his full question.

We’ve had this discussion before, a couple of times in fact, so search through previous blogs and articles on Sitepoint to learn more.

But here’s some thoughts in a nutshell:

1. People buy based on value. It is up to you to be someone who communicates your value in everything you do.

2. What creates a sense of value? All or some combo of the following:

– Focusing on a specific target market, so that the people in that target market see that you know their needs and speak their language better than anyone else.

– Creating a compelling marketing message that includes: the problem you solve, the benefits of your solution, why you are unique, proof that you are unique (e.g. testimonials, case studies).

– Using educational marketing approaches instead of sales pitches. In other words, provide valuable, free information that addresses your prosects’ top issues (e.g. how to make more money).

– Getting visible in ways that establish you as the “go to” person in your target market. This includes speaking, writing, publicity.

– Presenting yourself as a powerful, competent professional who wants the work but doesn’t need it. Dress great. Videotape yourself in action and get better. Make eye contact. As Brendon Sinclair notes, use an expensive pen (and leather note pad).

– Ask great questions, the kind of questions that show the prospect you know your stuff and understand their issues, and the kind of questions that help the prospect see that they get 10X your fees in value by hiring you.

– When people raise objections to price, be ready with some responses, and be ready to say “no.” I’ve listed objections elsewhere on sitepoint and on my own website.

3. If you don’t believe your stuff is worth $4500 instead of $1000, you’ve already lost. Why is your work worth $4500? Are you sure? Once you are, and can communicate that effectively, you’ll see some improvement.

Here’s a personal note:

When I first started in consulting, I charged about $2500 for a strategic retreat with clients. Now I charge $13000 – $20000 and win 80% of the bids I submit. Partly this is because I’ve followed the advice above, and partly because my business now comes from referral sources who have seen me in action and know what I can do.

So it may be that as you get more confidence and experience, you will figure it out naturally, as I did.

Finally, read SPIN Selling (Rackham) and You Can’t Teach a Kid to Ride a Bicycle at a Seminar (Sandler) this weekend!

Ah, youth! I envy you.

Replay

Category: marketing Time: 2005-07-08 Views: 1
Tags:

Related post

  • Data Recovery software doesn't recover recently deleted files but can recover year old files 2016-02-24

    I have deleted a zip archive from my E: drive which was really important to me about 3 days ago. Since I really needed it back, I ended up using Data Recovery software like eraseus data recover. This software showing me a lot of files that I can reco

  • What parts can you scavenge from a nearly 3 year old MacBook Pro? 2010-09-01

    I have an early 2008 model MacBook Pro (17") that went the way of all the earth a couple of days ago. I haven't diagnosed it fully yet, but it appears that it's the logic board that's gone, and if that truly is the case it's not worth it to spend the

  • NETSUITE - Saved Search - Show employees are one year old today 2016-02-10

    How to make and saved search to verify todays employee has exactly 1 year on company. Example: employee1 hiredate = 10/02/2015 employee2 hiredate = 11/02/2015 employee3 hiredate = 10/02/2012 employee4 hiredate = 10/02/2008 employee5 hiredate = 13/04/

  • Does only people who are learning from 10 years old are the only able to work in security? 2016-06-20

    I'm a second years Master student in computer science. However, as time passe, the more my desire to working in computer security increase. But I have many friend who are more experience than me who told me that I'll not be able to work in this area.

  • Are the only people who can work in security those who were learning from 10 years old? [on hold] 2016-06-20

    I'm a second years Master student in computer science. As time passes, the more my desire to work in computer security increases. I have many friends who are more experienced than I, who told me that I'll not be able to work in this area, because mos

  • Guide for users who've never heard of linux ( and are 8 years old )? 2014-07-23

    My wife's cousins had a useless computer because their mother loaded it with so many viruses it couldn't run. I got tired of cleaning it up and just put lubuntu 14.04 on it. I installed libre office and put nice big shortcuts on the desktop so hopefu

  • The Web Is For Four-year-olds 2008-05-20

    If you are reading this blog you are probably at least reasonably web savvy and use or know of services like Twitter and Flickr. You probably know what RSS is and how and why you might want to use it. Sometimes we forget that not everyone is as cool

  • What do you do about old documents (in old formats)? 2009-11-17

    We have documents on our network going back many years. Migrating these old files to newer formats hasn't been a big problem, we've always been able do them on an as-needed basis. But we had to open a Word 5.0 document a while back and that required

  • Netgear router not initializing properly upon setup (two year old router) 2010-02-07

    I have an old Netgear wifi router (model WNR834Bv2) which I am trying to reinitialize. A recent storm knocked out my internet, and when it came back on, the router was not functioning properly (I have a surge protector, it is in working condition). W

  • Should I install Windows 7 on a 3 years old PC? 2010-02-26

    This is my PC configuration, Should I upgrade my Windows XP to Windows 7. Currently I'm using Windows XP SP3 32 bit. Now will I get same performance or better performance or bad performance if I install Windows 7 on this system? Or would sticking wit

  • Why a 10 years old software still is so slow even today? 2010-03-22

    I just got to this question due to a game (which happens to be Diablo 2), but the matter of fact is: why is my brand new mac book pro, made in 2009 with latest technology (tho it's the cheapest one) can't rival my computer which used to run this much

  • How compatible are my old Nikon lenses? 2010-10-13

    I'm looking at buying a new SLR body. I have an old film Nikon entry-level SLR (about ten years old) with a kit lens. If I buy a Nikon body, how likely is it that my old lens will work on it? Would I be better off buying a new lens? --------------Sol

  • Should I switch off image stabilization when photographing my 2 year old? 2011-01-27

    A large percentage of my photos of my 2 year old appear to be blurred. I know one of the problems is that she will not sit still for a second, but I am using a fast shutter speed. Could IS be causing some of the blur? I am using a Canon 50D with 17-5

  • 25 years old and considering a career change-possible? practical? 2011-02-18

    I'm new to this site and new to programming as well. I've spent some time going through an intro cs book that uses python as the language of choice. I find the exercises interesting and engaging and I generally have had a favorable experience program

  • 5 year old server upgrade 2011-03-15

    I am looking to upgrade a server for a web app. Currently the application is running very sluggish. We've made some adjustments to mysql (that's another issue in itself) and made some adjustments so that heaviest queries get run on a copy of the data

  • Which GNU/Linux distribution for a 12-year old system? 2011-06-10

    I have a 12-year old Toshiba Libretto laptop with a Transmeta Crusoe Processor TM 5600 running at about 600 MHz, 128 MB RAM and S3 Savage graphics. Which Ubuntu (or any other GNU/Linux based OS) could I use for stable operation? I intend to use the l

  • Is there a point to including a "change log" in every code file when you are using version control? 2011-06-14

    I was under the impression that a version control system eliminated the need to have "change logs" plastered everywhere in the code. I've often seen the continued use of change logs, including big long blocks at the start of stored procedures wi

  • How to make Classic ASP interesting if you are stuck with it? 2011-06-30

    I used to work on a really small outsourcing company (4 programmers and the boss), then when the stress and the frequent long shifts made the situation unbearable I made the switch to a better paid job with a more relaxed schedule that allows me some

  • How do I explain "Recursion" to a 8 years old kid? 2011-07-18

    Possible Duplicate: In plain English, what is recursion? What is the best way to explain "Recursion" to 8 years old kid? I tried with the Fibonacci Series but i failed. --------------Solutions------------- Well, recursion is actually pretty simp

iOS development

Android development

Python development

JAVA development

Development language

PHP development

Ruby development

search

Front-end development

Database

development tools

Open Platform

Javascript development

.NET development

cloud computing

server

Copyright (C) avrocks.com, All Rights Reserved.

processed in 1.840 (s). 13 q(s)