Freelance Cake
How to Sell Outcomes, not Hours: The Perfect 9-Word Response for Freelance Clients
Sep 9, 2022
Explore the importance of selling outcomes instead of hours in freelancing. Learn how freelancers are paid for delivering valuable outcomes similar to surgeons and pilots. Discover the power of shifting the conversation to focus on desired outcomes. Get insights on successfully implementing outcome-based selling and raising rates, along with a nine-word response to reframe conversations. Hear about the Freelance Cake Coaching Program.
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Quick takeaways
- Clients are not interested in purchasing your time, but rather the outcomes that you can deliver.
- By reframing the conversation and understanding what the client wants to achieve, freelancers can command higher prices for their services based on the desired outcome.
Deep dives
Sell outcomes, not time
To succeed in freelancing, it is crucial to rethink what you sell and what clients are truly buying. Clients are not interested in purchasing your time, but rather the outcomes that you can deliver. This is evident in various professions. For instance, a heart surgeon charging for their time wouldn't make sense to a patient in need of a life-saving procedure; they are paying for the desired outcome, which relies on the surgeon's extensive training and expertise. Similarly, freelancers are more akin to skilled professionals like surgeons, where they provide specialized knowledge, judgment, and decision-making. Clients benefit from the holistic package that freelancers offer, rather than just their time.
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