Not Writing, But Communication
A friend called with regards from an old boss she had just seen at a trade show. She shared this bit of conversation she had with him.
“So I asked Frank, are you getting as much work as you want.”
Frank answered, “Just a little less, but I charge a LOT. That way I know the folks I work with want to work with me.”
That was Frank. In one fell swoop, he made sure his clients valued him — not his price.
But I need the money. Frank doesn’t.
How Do Real People Get Respect Like That?
Frank had decades of experience, did well in a buy-out, and didn’t need to work. Most of us aren’t Frank. We need more work, not “just a little less.” Still we don’t need to overcharge to prove our value, and we don’t need to undercut our value to get a client’s work.
We can use Frank’s approach to build relationships on value — not price. We can barter with folks who need to and bill those who don’t. It’s how we calculate and communicate value that counts, not how we collect the price.
How to Calculate the Value
Next time you are pricing a job try this formula:
[(Time to do the work) x (Time it took you to learn to do it) x (Your Personal Proficiency)] + 10% for the problems that you didn’t think of = Value of the Work
The first few times, play with the numbers against what the market considers fair for the type of work you do. Once you have the basics, you can adjust the formula to fit any situation that comes your way. If it’s a client you want to work with or a job that offers something extra offer more value for price. If the client is not so nice or the job is unpleasant make an adjustment for combat pay.
Making value the promise changes the way a client interacts with you and your work and can make the difference between a respectful relationship and one on thin ice. Even when you’re just starting, no matter what the numbers, always be thinking about value not price.
Value yourself, your work, your time and I will too. How could I not?
.
–ME “Liz” Strauss
Liz can help with a problem you’re having with your writing, check out the Work with Liz!! page in the sidebar.