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HandsOnWP.com @nick_batik@sandi_batik
The WordPress Freelancer
and Value-Based Pricing
Austin WordPress Meetup
August 8, 2...
HandsOnWP.com @nick_batik@sandi_batik
Every Thing We Know About Value Pricing
We have Learned By Either
Surviving Our Own ...
HandsOnWP.com @nick_batik@sandi_batik
Inexperienced WordPress
Freelancers Often End up Deciding
Prices Based on Time or Co...
HandsOnWP.com @nick_batik@sandi_batik
You will become more
valuable over time.
Your pricing should increase over time.
HandsOnWP.com @nick_batik@sandi_batik
Value Pricing is about understanding
your client’s business environment their
busine...
HandsOnWP.com @nick_batik@sandi_batik
“YOUR EXPERIENCE IS
SAVING CLIENTS MONEY.”
Your pricing should
reflect that reality.
HandsOnWP.com @nick_batik@sandi_batik
FIND YOUR
REPEATABLE NICHE
• Become an Expert in that Specific Niche, so
you can add...
HandsOnWP.com @nick_batik@sandi_batik
INVEST THE TIME AND FOCUS ON
BUILDING A CORE EXPERTISE
THAT INCREASES YOUR VALUE
HandsOnWP.com @nick_batik@sandi_batik
STEP 1 –
WHICH CORNER DO YOU
WANT?• Your first step is to decide which corner you wa...
HandsOnWP.com @nick_batik@sandi_batik
STEP 2 –
WHO ARE THE PLAYERS?
• Now you know which corner of the market you
best fit...
HandsOnWP.com @nick_batik@sandi_batik
STEP 2 –
WHO ARE THE PLAYERS?
• Make a list of your perceived competitors
and peers ...
HandsOnWP.com @nick_batik@sandi_batik
STEP 3 –
UNDERSTAND YOUR PROFIT
MARGIN
• Do you know where your “floor” is?
• Never ...
HandsOnWP.com @nick_batik@sandi_batik
STEP 3 –
UNDERSTAND YOUR PROFIT
MARGIN
• Open excel and think about your last three
...
HandsOnWP.com @nick_batik@sandi_batik
STEP 4 – PUT IN PLACE
YOUR PRODUCT
STRATEGY
HandsOnWP.com @nick_batik@sandi_batik
• List all the extra
items you can think
of which will provide
a benefit to the clie...
HandsOnWP.com @nick_batik@sandi_batik
STEP 5 – MAKE A PROMISE TODAY TO
STOP ANSWERING THE HOURLY RATE
QUESTION.
The next t...
HandsOnWP.com @nick_batik@sandi_batik
“PEOPLE WANT RESULTS AND
THEY WANT THEM NOW!”
Your pricing should frame you as an ac...
HandsOnWP.com @nick_batik@sandi_batik
ONLY PUT A PRICE IN FRONT
OF A CLIENT WHEN YOU FULLY
UNDERSTAND WHAT IS
MOTIVATING T...
HandsOnWP.com @nick_batik@sandi_batik
TAKE THE TIME TO LISTEN AND
UNDERSTAND WHAT YOUR CLIENT
ACTUALLY NEEDS.
Be an active...
HandsOnWP.com @nick_batik@sandi_batik
Never put only a single option/price
in front of your prospect.
• Giving options can...
HandsOnWP.com @nick_batik@sandi_batik
Take The Time to Learn Your
Client’s Pain Points
HandsOnWP.com @nick_batik@sandi_batik
TAKE THE TIME TO LEARN
YOUR CLIENT’S PAIN
POINTS
• Knowing the value of solving that...
HandsOnWP.com @nick_batik@sandi_batik
TAKE THE TIME TO LEARN
YOUR CLIENT’S PAIN
POINTS
• Know your client and dig deep to
...
HandsOnWP.com @nick_batik@sandi_batik
Keep a history of your proven track record.
It goes a long way to justifying your ra...
HandsOnWP.com @nick_batik@sandi_batik
Qualify your clients.
Be as selective as your clients are.
A good fit delivers great...
HandsOnWP.com @nick_batik@sandi_batik
"A problem well defined is
a problem half solved.”
— John Dewey
HandsOnWP.com @nick_batik@sandi_batik
Sandi Batik
WordPress evangelist, consultant, trainer,
curricula developer, author, ...
HandsOnWP.com @nick_batik@sandi_batik
Nick Batik
Started in web development in 1994 and have
been a WordPress consultant, ...
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The WordPress Freelancer and Value-Based Pricing

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This WPATX presentation looks at several strategies for implementing value-based pricing in your Freelance WordPress Business. Nick and Sandi Batik will review some industry standards for pricing your services and how experience, special knowledge, and skills affect the value you can offer your clients. Additionally, we will discuss how to qualify clients, so you are working with the kind of customers that appreciate how your special skill set and experience add value to their businesses.

Veröffentlicht in: Business
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The WordPress Freelancer and Value-Based Pricing

  1. 1. HandsOnWP.com @nick_batik@sandi_batik The WordPress Freelancer and Value-Based Pricing Austin WordPress Meetup August 8, 2016 Presented By Sandi Batik & Nick Batik
  2. 2. HandsOnWP.com @nick_batik@sandi_batik Every Thing We Know About Value Pricing We have Learned By Either Surviving Our Own Mistakes – or – Listening To Chris Lema… Some helpful insights for freelancers on how to set your prices from Chris Lema’s "You Can Quote Me…"
  3. 3. HandsOnWP.com @nick_batik@sandi_batik Inexperienced WordPress Freelancers Often End up Deciding Prices Based on Time or Comparison.
  4. 4. HandsOnWP.com @nick_batik@sandi_batik You will become more valuable over time. Your pricing should increase over time.
  5. 5. HandsOnWP.com @nick_batik@sandi_batik Value Pricing is about understanding your client’s business environment their business model.
  6. 6. HandsOnWP.com @nick_batik@sandi_batik “YOUR EXPERIENCE IS SAVING CLIENTS MONEY.” Your pricing should reflect that reality.
  7. 7. HandsOnWP.com @nick_batik@sandi_batik FIND YOUR REPEATABLE NICHE • Become an Expert in that Specific Niche, so you can add value to clients in that niche • Generating Interesting Use Stories for your Niche market can significantly increases the price • clients are willing to pay for your experience and the added value it offers them
  8. 8. HandsOnWP.com @nick_batik@sandi_batik INVEST THE TIME AND FOCUS ON BUILDING A CORE EXPERTISE THAT INCREASES YOUR VALUE
  9. 9. HandsOnWP.com @nick_batik@sandi_batik STEP 1 – WHICH CORNER DO YOU WANT?• Your first step is to decide which corner you want to own. • What area is it that you specialize in that no or few other people do? • You are not just a WordPress developer. • You do not just build websites. • Write down your point of specialization.
  10. 10. HandsOnWP.com @nick_batik@sandi_batik STEP 2 – WHO ARE THE PLAYERS? • Now you know which corner of the market you best fit into, you need to find out who your competitors are. • Don’t just think geographically (though this is a good place to start). • Are they solving a client’s problem in a different way to what you will be?
  11. 11. HandsOnWP.com @nick_batik@sandi_batik STEP 2 – WHO ARE THE PLAYERS? • Make a list of your perceived competitors and peers and get to know them. • You want them to understand your point of specialization as well as you understanding theirs.
  12. 12. HandsOnWP.com @nick_batik@sandi_batik STEP 3 – UNDERSTAND YOUR PROFIT MARGIN • Do you know where your “floor” is? • Never a set a price that is not profitable • Price products so that every product or service sale makes sense • Is it sustainable going forward? • Don’t have a loss leader to get people through the door
  13. 13. HandsOnWP.com @nick_batik@sandi_batik STEP 3 – UNDERSTAND YOUR PROFIT MARGIN • Open excel and think about your last three projects. • Figure out what the expenses and costs of each project were. • Are you constantly testing? • This will help you to understand your profit margin.
  14. 14. HandsOnWP.com @nick_batik@sandi_batik STEP 4 – PUT IN PLACE YOUR PRODUCT STRATEGY
  15. 15. HandsOnWP.com @nick_batik@sandi_batik • List all the extra items you can think of which will provide a benefit to the client in the future and that you can sell as an add-on to them. • Now calculate the profit margins for each of these add- ons.
  16. 16. HandsOnWP.com @nick_batik@sandi_batik STEP 5 – MAKE A PROMISE TODAY TO STOP ANSWERING THE HOURLY RATE QUESTION. The next time a client asks you about this — have a confident answer in place about how your expertise can add to their sustainability.
  17. 17. HandsOnWP.com @nick_batik@sandi_batik “PEOPLE WANT RESULTS AND THEY WANT THEM NOW!” Your pricing should frame you as an accelerator.
  18. 18. HandsOnWP.com @nick_batik@sandi_batik ONLY PUT A PRICE IN FRONT OF A CLIENT WHEN YOU FULLY UNDERSTAND WHAT IS MOTIVATING THEM.
  19. 19. HandsOnWP.com @nick_batik@sandi_batik TAKE THE TIME TO LISTEN AND UNDERSTAND WHAT YOUR CLIENT ACTUALLY NEEDS. Be an active listener Don't start solving the problem too soon Go wide / Go Deep
  20. 20. HandsOnWP.com @nick_batik@sandi_batik Never put only a single option/price in front of your prospect. • Giving options can help clients figure out what they need. • Create Options from which clients can chose High-end whiz bang 2000 / mid-range / less they might have expected
  21. 21. HandsOnWP.com @nick_batik@sandi_batik Take The Time to Learn Your Client’s Pain Points
  22. 22. HandsOnWP.com @nick_batik@sandi_batik TAKE THE TIME TO LEARN YOUR CLIENT’S PAIN POINTS • Knowing the value of solving that pain helps you understand how to set a realistic price. • Are you speaking your client’s language and taking the time to understand their needs?
  23. 23. HandsOnWP.com @nick_batik@sandi_batik TAKE THE TIME TO LEARN YOUR CLIENT’S PAIN POINTS • Know your client and dig deep to comprehend how much your solution is worth to them. • Maybe you have lost customers in the past because you have priced too low rather than too high.
  24. 24. HandsOnWP.com @nick_batik@sandi_batik Keep a history of your proven track record. It goes a long way to justifying your rates.
  25. 25. HandsOnWP.com @nick_batik@sandi_batik Qualify your clients. Be as selective as your clients are. A good fit delivers great results.
  26. 26. HandsOnWP.com @nick_batik@sandi_batik "A problem well defined is a problem half solved.” — John Dewey
  27. 27. HandsOnWP.com @nick_batik@sandi_batik Sandi Batik WordPress evangelist, consultant, trainer, curricula developer, author, unapologetic geek, unrepentant capitalist, lucky enough to do what I love everyday. I’ve served as Austin WordPress Meetup co-organizer since 2010. With my husband Nick Batik, co-founded Pleiades Publishing Services in 1992 and Hands-On WordPress Training in 2010. Follow me @sandi_batik / @WPATX Contact me at: handsonwp.com https://www.linkedin.com/in/hsandrachevalierb atik Presenter
  28. 28. HandsOnWP.com @nick_batik@sandi_batik Nick Batik Started in web development in 1994 and have been a WordPress consultant, and web developer since 2007. A WordPress evangelist, I’ve served as Austin WordPress Meetup co-organizer since 2010. With my partner, co-founded Pleiades Publishing Services in 1992 and Hands-On WordPress Training in 2010. Follow me @nick_batik / @WPATX Contact me at: handsonwp.com https://www.linkedin.com/in/nicholasbatik Presenter

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