How To Price Your Services With Erin Halper

Yeah.

I love this question from Molly, you know, because you talked about websites, but also strategies, things that are kind of.

not really tangible or not easily seen.

If someone listening to this is thinking to themselves, okay, how would I describe what I'm bringing to the table? If you're totally new to consulting, what kind of guidance would you give them?

Just to start with the end, you know, we want to start with the, let's just start with the problem we're solving and the results we're delivering.

And yes, sometimes the result is easy.

It's the magazine, you know, but you still have to define the problem.

Why do they need a magazine? What, What problem does the magazine solve? And oftentimes it's our jobs to redefine what the problem is for the client.

Because the client, for example, I like to just use websites as an example, because everyone knows what a website is.

So let's say you're a web designer, you know, clients, oh, we need a new website.

The immature, the uneducated consultant would say, great, well, how many pages do you want? What are you thinking for layout? What about color scheme? But the educated consultant will say, tell me why you need a new website.

What's not

working with the current website? And they would ask 20 more questions after that before saying anything about their services or asking to scope it out.

I feel like I've gone out on a tangent now and we're going back to, I want to, I want to hit on what's really important, which is something that I've coined as the four pillars of value, because it's really the only four deliverables that were four problems being solved.

I should say that any client, um, wants and they typically do not come to you asking for any of this but it's actually underneath it all underneath the i need a website is one or more of the four pillars of value and every single consultant offers one or more of the four pillars of value pillar number one is growing revenue that's easy why do we need a new website well our current website isn't converting it's not bringing in customers like it used to and so on and so on Cutting costs.

So that's oftentimes our operations people, our behind-the-scenes people, cutting costs.

Another one is access.

So access to something that you have that they need.

So let's say you're...

You're a PR firm, a publicist.

So you're coming in saying, I have access to, I have at my fingertips on speed dial.

I've got the New York Post.

I've got the Times.

I've got Wall Street Journal.

I've got Inc. I've got Entrepreneur.