To significantly increase your income, stop selling discrete skills or tasks. Instead, solve larger business problems tied to revenue and growth. Taking ownership of a client's outcome, rather than just executing instructions, makes you vastly more valuable and allows you to charge retainers instead of hourly rates.
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Calculate your effective hourly wage, then aggressively outsource any task you can delegate for a quarter of that price. Reinvest the saved time into high-leverage activities only you can perform, effectively trading what the speaker calls 'pennies for gold bars'.
Executives don't care about tactical benefits like 'five fewer clicks'. A crucial skill for modern sellers is to extrapolate that tactical user-level gain into a strategic business outcome. You must translate efficiency into revenue, connecting the dots from a daily task to the company's bottom line.
By selling your personal time at a premium to one client, you can cover your personal living expenses. This frees up 100% of the business's revenue for reinvestment, dramatically accelerating growth without needing external capital. It's a key bootstrapping strategy.
To create scalable offers that deliver results without you, shift from asking 'What do I know?' to 'What must my people do?'. Transformation comes from implementation, not just information. You must surface the hidden, instinctual actions and decisions that experts make to provide customers a clear path to results.
Elevate yourself from a vendor to a linchpin by offering insights that reframe a client's challenges. When you provide a perspective or data they haven't considered, causing them to think differently because of you, you become an essential, irreplaceable resource they rely on for strategic guidance.
Don't let your personal perception of what's 'expensive' limit your earning potential. Set your price high based on the value you provide. It is easy to lower a price that gets no buyers, but impossible to know if you could have charged more if you start too low. Never say no for the customer.
The desire for passive income leads creators to build digital products prematurely. The better path is to start with services like consulting or agency work. This validates demand, generates cash flow, and provides the deep customer insights needed to later create a successful, scalable product.
The same work provides exponentially more value to a larger company. A sales page optimization that adds $40k for a small business could add $4M for a larger one. This allows you to charge a massive premium for identical work by targeting higher-value customers who benefit more.
Constantly delivering custom solutions is inefficient and destroys profitability. Instead, define a standardized, repeatable service package that can be sold and delivered consistently, maintaining high margins and simplifying operations.
Move beyond selling features by offering a "Business Process as a Service" (BPaaS) solution. This involves contracting directly on the business outcomes clients care about, such as cost savings or revenue optimization. This model delivers an end-to-end capability and aligns your success directly with your customer's, creating a powerful value proposition.
