The Efficiency Paradox: why getting better at your work can cost you money
Under hourly billing, getting faster and sharper shrinks your invoice. Here’s why expertise caps your income instead of raising it.
-
-
Why narrow positioning earns more than broad positioning
“I help businesses improve operations” guarantees commodity pricing. Specific positioning commands a premium. Here’s why narrowing your focus expands your market.
-
The conversation that should happen before you name a price
Most experts pitch too early and price on guesswork. The value conversation reveals what an outcome is worth before any number enters the room.
-
Why three prices beat one
A single take-it-or-leave-it price turns a sale into a yes-or-no fight. Three options change the question the client is answering.
-
“I can’t afford it” almost never means what you think
When a prospect says they can’t afford it, cutting your price is usually the wrong response. The phrase masks three different problems, and only one is about money.