Would it be alright if we stretched your imagination for a moment?
Imagine that one of your children has been in an accident and they have a broken arm. They are currently in great pain, and are clearly suffering. Are your thoughts about finding the best “deal” you can on a doctor, or are you more interested in getting your loved one out of pain as quickly as possible?
Does that doctor get paid for the time he spends helping your child, or for getting the results that you desire?
As a small business owner, do you get paid for the time you work, or for the results that you produce for your client?
The next time your clients complain that your price is too high for the time you have invested in their project, remind yourself of this simple truth: You are compensated for getting them out of their pain, and the sooner the better.
Then have the confidence to pass this insight along to your client. Whether their pain is a lack of clients, or poor investment results, or a lack of working capital, remember you get paid for performance and not for time on the job.
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