
Ditching Hourly
For freelancers, consultants, and other independent professionals who want to make more and work less without hiring.
Latest episodes

Mar 14, 2019 • 4min
Do I have to move to a tech hub to grow my business?
Q&A from TheJonathanStarkShow.com on YouTube
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

8 snips
Mar 13, 2019 • 7min
Can a newb become a consultant right away?
Q&A from TheJonathanStarkShow.com on YouTube
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Mar 8, 2019 • 5min
Should you work for free in exchange for referrals?
What would you say if someone asked you to work for free in exchange for referrals?
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Mar 1, 2019 • 10min
XY Positioning Statement
How to craft an XY Positioning Statement.
Click here to read the companion article
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Feb 20, 2019 • 25min
Making Seconds Count with guest Alice Lee-Yoon
Scientific research into the negative psychological effects of trading time for money.
Guest bio:
Alice Lee-Yoon is a prospective phd student researching the link between time, money, and employee happiness. Her papers have been published in leading journals such as Current Opinion in Psychology and Academy of Management Journal, and her works have also been covered in Harvard Business Review, Psychology Today, and New York magazine.
Related links:
The Psychological Trap of Freelancing
Making Seconds Count: When valuing time promotes subjective well-being
People Who Choose Time Over Money Are Happier
Time is Money When You’re Paid by the Hour
How I Realized That Hourly Billing Is Nuts
Hourly Billing Is Nuts: Essays On The Insanity Of Trading Time For Money
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Jan 12, 2019 • 57min
Productized Services with guest Jason Resnick
Jason Resnick (aka @rezzz) shares how he went from burnt out jack-of-all-trades to in-demand specialist.
Related Links
Jason's Twitter
Jason's website
Transcript
Jonathan Stark
Hello and welcome to Ditching Hourly, I'm Jonathan Stark. Today I'm joined by guest Jason Resnick. Jason, welcome to the show.
Jason Resnick
Thanks for having me Jonathan.
Jonathan Stark
Can you tell folks who haven't heard of you before who you are and what you do?
Jason Resnick
Sure, as I said my name's Jason Resnick, Rezzz online as most people know who I am there. Yeah, I'm a web developer, I've been since the late 90's so showing my age a little bit. And yeah, and I've worked the full gamut from Fortune 50 companies to small agencies, largee agencies, consulting firms. And then I struck out on my own doing my own thing twice, the second time is in 2010 and I've been doing that full time every since.
Jonathan Stark
Excellent. So, the main reason, the impetus of this phone call is that ... I don't want to air too much dirty laundry but I was considering a platform migration from Drip to Convert Kit. So, anyone lisetening to this show I'm sure knows I sent out daily emails from a very heavy user of email automation, email marketing software, and it's one of my daily tools. So, small things really matter to me because it really adds up over time if there's small things that are annoying or not the way I'd like 'em or whatever the case may be.
Jonathan Stark
So, I was kind of, to be honest I was kind of ranting about this in a slack room that we're both in and as many times as we've talked in the past you were not pigeon holed in my mind as an email marketing platform guru the way that you are now. So, it was like we started talking and I was like, "Wow, Jason's got amazing answers to these questions. What's going on here?" So, tell me a little bit about ... And then, I came to realize oh this is your deal. So, could you tell people a little bit about your, I don't know I'll use the wrong word but sort of convert kit trusted partner or whatever it is and I think you're also a Drip one and that whole.
Jason Resnick
Yes.
Jonathan Stark
Talk a little bit about how that piece of it happened, the sort of partner thing.
Jason Resnick
Yeah. So, like I said I am a web developer. I focused ever since I started on my own I focused with e-commerce companies whether they were selling digital, physical products, membership websites, subscriptions, even non profits, basically anybody that was taking some sort of a transaction online. And as that grew and I really started to work, sort of fall into a specialty there where I was helping them decrease the time from the first interaction to their first purchase as well as creating repeat buyers and rating fans out of the customers. That was around I guess 2013, 2014 ish, I really started to look into email marketing. Because that was kind of, I mean obviously at that point in time it was out there, it was doing it, but it wasn't doing it at the level that it is now. But I was a web developer so when Drip came along I was taking a look at their API and to be able to do some of the things that Drip was able to do through the API meaning leveraging that subscriber data on the website making the experience on the website a little bit more personal based around whether you opened up the last email or not and these kind of things. And I mean you can do down the rabbit hole of personalization there but that was the genesis of where I am today because what I was doing with my clients as far as the development end of it people wanted more of the other stuff. They wanted the on site personalization. They wanted the beahavioral marketing that I was implementing more so than the custom development work that I was doing. 'Cause at the time and I still do this to this day is I sort of put that final 20% into their website. So, out of the box they install orld wcommerce or whatever. They get 80% of the way there, they see that it's working and getting traction and now they want to put the rest of their business into it whether that's inventory control or anything like that. So, I ...
Jonathan Stark
Can you sort of drill into that a little bit more? I want to make sure it's clear. So, when you say, "Put 80% into it", and you mentioned WooCommerce. I'm not a 100% sure I'm following so.
Jason Resnick
Sure. Yeah. So, I focus in on WooCommerce based customers and a lot of times the companies would install world commerce and find out that it was working for them just out of the box. They would be able to sell products, they would be able to do these things but then other areas of the business whether it was a brick and mortar business like I had one customer that was an ice cream shop that only could deliver to local areas because otherwise it would melt or whatever it is right?
Jonathan Stark
Yeah.
Jason Resnick
So, things like that right?
Jonathan Stark
So, that's what you meant when you said put the rest of the business into it?
Jason Resnick
Right.
Jonathan Stark
Okay I've gotcha.
Jason Resnick
So, but then I noticed a trend towards the behavioral marketing stuff, the email marketing, and automation, and things. And I decided that I could essentially do a lot of that stuff with Java Script code. I didn't need to be in the WooCommerce space, or Magento space, or any of that kind of stuff. So, I just gave it a shot and I basically said, "Okay I'll give this six months. I'm going to essentially slice that part of the business out and offer that as a service." And at that time it was just Drip and I wound up getting a couple of Shopify customers, a couple of Magento customers, and it worked out well. It was nice and easy for me to be able to implement that stuff over and over again. It was a platform that was working well.
Jason Resnick
Support was great too in the growing API there and all that other stuff. So, I was like, "Okay this is great". When they offered the consulting, I think they called it a certified consultant program or something like that, they knew who I was. 'Cause just in and around the community around Twitter and things like that I would jump into these conversations where Drip was mentioned and not to totally get into the weeds over there but I would just basically set up Zapya recipe to look for those mentions and then ping me in my own private Slack. So, I kind of jumped ahead of drip a lot of times in the conversations and I was just offer suggestions, or answers, or things like that because I was well versed in the platform. So ...
Jonathan Stark
Now is that ... Sorry to interrupt. Is that where these clients came from because they saw you and you put them ...
Jason Resnick
A lot of times.
Jonathan Stark
Okay.
Jason Resnick
Yeah. Yeah, a lot of times.
Jonathan Stark
So, basically you being helpful online in public brought you to the attention of Drip but also a bunch of clients who were evidently wrestling with these problems and then you just basically act like third party support in a way.
Jason Resnick
Exactly, exactly right.
Jonathan Stark
Awesome.
Jason Resnick
And they said, "Well we're opening up this consultancy platform, or certification program, or whatever you want to call it", which was really just a [inaudible] had to use Drip in the best way that they wanted you to use it. And so, I dove in. I was in the first co hort of those. I don't really think they have two of them. I'm not really sure h...

Nov 28, 2018 • 54min
Setting Expectations with guest Ben Manley
The benefits of offering a productized service.
In this episode of Ditching Hourly I'm joined by guest Ben Manley. Ben is the founder of Knapsack, a web design firm that offers an laser focused productized service that allows his team to deliver beautiful websites to their clients in one day.
Ben shares his background and explains in detail how he went from a generalist design freelancer who would do anything from Photoshop comps to theater sets, to running a highly specialized web design firm that generates incredible word-of-mouth referrals.
As a past client of Ben's, I can tell you from experience that his process is stellar and delivers a huge amount of value in a very short time.
Talking Points
Transitioning from hourly billing to project based prices
The benefits of specializing
The importance of having a healthy margin
Designing with the client over your shoulder
How to ask for good design feedback
Capitalizing on a platform specialization
Preventing scope creep on fixed price services
Related Links
Knapsack
The site Ben build for Jonathan (password is 'mobile')
StoryBrand
Breaking the Time Barrier by Mike McDerment and Donald Cowper
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Oct 25, 2018 • 37min
Creating a Business That Can Thrive Without You with guest John Warrillow
Business valuation expert John Warrillow explains the benefits of making your business more valuable as an acquisition target, even if you have no intention of selling it.Talking PointsThe two most common reasons business owners consider selling their businessWhy it makes sense to build your business to sell even if you don't want to sellThe difference between growing value and growing revenueWhy productizing makes it easier to charge upfront for servicesQuotable Quotes"I see a lot of freelancers 'start a company', but they really just created a job."—JW"There's a difference between 'specialization' and 'productization'."—JW"Focus on a very small niche and become dominant in that space."—JW"People say 'Revenue is vanity, profit is sanity,' but neither is the value of your company."—JW"If you're just a hodgepodge of a bunch of undifferentiated services, an acquirer could easily go after your revenue without buying you."—JW"The very same things that make your business valuable and sellable, are also the things that will make your business fun to run forever."—JW"Can the business succeed without you?"—JW"Employees thrive on repetition."—JW"Every service offering you add grows the complexity of your business exponentially."—JW"Take a half-day and think about the one thing you do better than anybody else."—JW"Billing after services are rendered creates a 90-day negative cashflow cycle."—JWRelated LinksBuilt to Sell (the book)Built to Sell (the podcast)Value BuildereMyth RevisitedJohn's BioJohn Warrilow is an entrepreneur, podcast host, and best-selling author with over 20 years of research experience into the small and medium business market. He has started and exited four companies, including a quantitative market research business that was acquired by the Corporate Executive Board in 2008. His best-selling book, Built to Sell: Creating a Business That Can Thrive Without You, was rewarded by both Fortune and Inc. Magazine as one of the best business books of 2011. He is also founder and host of the successful podcast, Built to Sell Radio.Recently, John has founded The Value Builder System, which helps business owners and advisors assess the value of their company. With over 35,000 business owners and advisors having taken the Value Builder Questionnaire, this system has helped reassess and raise the company’s value by up to 71%.
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Sep 19, 2018 • 60min
The Language of Business with guest Norman Lieberman
Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
Talking Points
You have to take control of the conversation in the first 20 seconds
The importance of finding out the client's problem before you even think about selling anything to them
Why talking about your company, product, or process is worse than useless
Why to lead with a question and then shut up
What you can learn from a cold-calling master, even if you'll never do them yourself
How to bring prospects back to what they want accomplished if they start talking about price too early in the conversation
How to pull a relationship together out of thin air
How to anchor your high price against the much higher cost of doing nothing
How to respond to a client who asks if you guarantee your work
How to make buyer's eye glaze over (and what to do instead)
Links
Norman's site
Norman's email
Learn Your Lines
Jill Konrath on TBOA
The Secret of Selling Anything
The Red Balloon
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Aug 27, 2018 • 57min
The Shape of Engagement with guest Scott Gould
You know you want your customers, employees, and communities to be engaged, but what exactly does ‘engagement’ mean? Scott Gould, author of The Shape of Engagement joins me to talk about how independent software developers can sow the seeds engagement.
Talking Points
Why engagement matters
What engagement is
The three levels of engagement
The three processes that make up the cycle of engagement
Real-world examples of how typical marketing activities fit in the cycle of engagement
Simple steps software professionals can take to understand why their work matters to their clients
Guest Bio
Scott Gould is an author and popular speaker who champions the cause of real engagement in a world where so much is only skin-deep. As a management advisor he has helped some of the world’s biggest brands and oldest organisations get their customers, employees and communities highly engaged around their mission.
Related Links
Scott’s website
Scott’s book "The Shape of Engagement"
Trainer Weekly by Reuven Lerner
How to Fascinate by Sally Hogshead
TED Talk by Joe Pine
Social Proof
Derek Sivers
Kai Davis
----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!