The Upside

Use These 2 Words to Immediately Elevate Your Value

It’s my mission to make sure your consultancy succeeds so that you can enjoy more flexibility, purpose and autonomy in your career. 

I want you to build the type of consultancy that fulfills you with clients who appreciate your expertise and are excited to work with you month after month, and year after year. And I want you to have a client roster filled with companies that know your value and are more than willing to pay your rates. 

Building a consultancy can seem complicated. After all, there are a LOT of moving pieces to consider. 

However, sometimes something can seem so simple that we forget how important it is. This is especially true when it comes to the choices in words we use to describe our business and our value. 

There are two words that will help you communicate your value and weed out clients who can’t pay your rates:

“Starting at.”

For example:

Advisory blocks starting at $10,000.

Fractional CFO retainers starting at $12,000/month.

Branding projects starting at $20,000.

Websites starting at $30,000.

Leadership training packages starting at $60,000 for a 6-month engagement.

This is intentionally different (and much more effective) than providing a price range that caps your rates. Here’s why:

  • What if a company comes to you with a project that’s bigger than you’ve ever done before? 
  • What if you want to try out some higher pricing because you don’t really need this client and you’re willing to walk away?
  • What if you can tell the client will be especially difficult and you want to price your services higher than your typical rates?

“Starting at” language will help steer away any potential clients who can’t afford your fees (saving you valuable discovery call time) and will communicate to the right clients that you know your value and are confident enough to stand by it. 

Don’t be afraid to list your “starting at” pricing anywhere that captures your prospects, such as a services page or contact page on your website.

I promise that the right clients will respect you for this and will be even more eager to work with you as a result.

You’ve got this!

Erin Halper

About the Author

Erin Halper is the founder and CEO of The Upside and the leading authority on independent consulting. Since launching The Upside in 2017, Erin has helped thousands of professionals transition from corporate life into consulting to achieve flexibility, autonomy, and a renewed sense of purpose in their careers.

Erin has been a frequent speaker at Columbia, NYU, Harvard, and Brown and has been featured as a leading future of work expert on dozens of podcasts as well as in Forbes, Business Insider, Nasdaq, Crunchbase and many more.

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