July 1, 2024

Garbage Hours

If you’ve ever quietly eaten hours because something “took you longer than it should have,” then you lied.

I guess technically you lied to the client, but the person you really lied to was yourself.

Here’s the thing...

When you write off hours without being asked, you are demonstrating with your behavior that you intuitively understand that clients are NOT buying your time.

Think about it...

If they were really buying time, and you really spent the time - no matter how ineffectively - then why wouldn’t you charge them for it?!

Here’s why:

The reason you don’t charge for garbage hours that don’t “move the needle” for your client is that you know on some fundamental level that what clients really want are results, not hours.

So...

Why not price the results in the first place and stop worrying about how long it takes?

Yours,

—J

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