Captain’s log, stardate 20170422
Sent by Jonathan Stark on April 22nd, 2017
One of the difficulties in make the mental shift from selling your labor to selling your expertise is, well... doubting your expertise.
When you charge by the hour to do things that you know how to do, it’s easy to feel confident in your ability to make good on your promise.
But when you instead set a price based on the value that you will deliver to your clients, you might suddenly realize that you don’t really know why your clients value what you do.
This can quickly turn into doubts about whether or not what you do is actually valuable to your clients at all.
This is scary.
It’s also common.
So common, in fact, that it has a name:
You need to beat impostor syndrome in order to break the chains of hourly billing and ultimately increase your profits.
In my experience, the best way to beat impostor syndrome is to talk to your past clients and find out what they valued.
Yup, it’s as simple as that. Just shoot them an email and ask.