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The Rich Webster Show
Q&A: Outcomes Over Deliverables, Charging Your Worth, Saying No, Ignoring AI
Feb 26, 2025
Join Patrick McAndrew, a moderator at the Life's Work event who specializes in business strategy, as he chats with Rich Webster about vital entrepreneurial insights. They dive into the power of selling outcomes instead of mere deliverables and challenge the notion of 'charging what you're worth.' Discover the 'Line In The Sand' test for client selection and the intriguing dynamics of turning down big money. The discussion even tackles the cautious approach to AI in business. Prepare for enlightening strategies that could transform your professional journey!
52:37
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Quick takeaways
- Focusing on outcomes rather than deliverables allows service providers to better align their offerings with client needs and justify higher prices.
- Establishing a 'line in the sand' helps professionals maintain focus on ideal clients, fostering a healthier work-life balance and deeper client engagement.
Deep dives
Focusing on Outcomes Over Deliverables
The discussion emphasizes the importance of prioritizing outcomes instead of merely focusing on specific deliverables. Deliverables, such as a website or coaching sessions, are often what clients think they need, but what they truly desire are the results those deliverables can produce, like increased leads or personal growth. By concentrating on the outcomes, service providers can better align their offerings with what clients genuinely care about, which not only creates a stronger connection but also enables providers to justify higher pricing for their services. This shift in focus encourages a more holistic view of the work being done and its value to the client’s life and business.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode