Sent by Jonathan Stark on December 2nd, 2016
Experts command premium rates.
Selling yourself as an expert requires that you behave like an expert.
Behaving like an expert requires that you make decisions on your client’s behalf.
Making decisions on your client’s behalf requires that you understand their desires.
Understanding your client’s desires requires that you ask probing questions.
For folks who want to transition from selling their labor to selling their expertise, asking probing questions is a precondition to commanding premium rates.