| Sometimes consultants and other service providers | | | | and other assets, you can boost your self-confidence |
| are hesitant to charge a fair rate for their services. | | | | for increased consulting fees. |
| Maybe they feel that the services they provide are so | | | | 2. Increased Consulting Fees Despite Inexperience |
| basic that you really can't justify charging much or | | | | Just because there are people more knowledgeable |
| anything for them. | | | | and experienced than you doesn't mean that you can't |
| Perhaps they feel that they don't have the knowledge | | | | charge for what you can do. |
| or experience that other consultants have. | | | | The top tax lawyers in the country may be more |
| Thus, they hesitate to charge fair rates because of a | | | | expert than other lawyers but who can afford them? |
| lack of self-confidence. This is natural (especially for | | | | For most clients, hiring them would be overkill. |
| new consultants). However, what you know and do | | | | Sometimes you might feel inadequate because you |
| has real value. | | | | know you are still learning. You realize that you don't |
| By the way, I'm sure that most people find it more | | | | know everything there is to know about your field. |
| appealing to deal with someone who is humble enough | | | | Who does? We're all learning! Get paid for your |
| to admit their limitations than someone who is arrogant | | | | on-the-job training. |
| and cocky and not as great as they think they are. | | | | If you know some things that your client doesn't and |
| To stay in business, though, you need to charge a fair | | | | you can help him improve his business, then you can |
| price for all of your services. Fair means fair to the | | | | offer a valuable service. |
| client but also fair to you. | | | | Don't under-estimate the value of your services. |
| You can enjoy increased consulting fees by | | | | Again, self-confidence can lead you to enjoy increased |
| developing more self-confidence. | | | | consulting fees. |
| 1. Don't Take Your Skills for Granted | | | | 3. Increased Consulting Fees for Additional Services |
| First of all, we tend to take our assets for granted. If | | | | Many feel that their clients wouldn't pay extra for |
| you are an expert bookkeeper and good with | | | | certain additional services offered. |
| numbers, you may feel it's easy to do the work you | | | | How do they know? Have they asked their clients? |
| do. Yes, it's easy for you but not for others. | | | | Make your case for the extra fees. How could the |
| You may actually have an aptitude for what do. You | | | | services offered help improve the profitability of your |
| may have a gift that others don't have. Perhaps, | | | | client's business? |
| through hard work and applying yourself, you have | | | | Replace unappreciative clients (who undermine your |
| developed a marketable skill. | | | | self-confidence) with appreciative ones. |
| Second, even if someone were fairly good with | | | | Selling value-added services is one way to obtain an |
| numbers, it might not be a good use of time for that | | | | edge over your competitors. For example, a web |
| person to do the bookkeeping. By outsourcing this | | | | designer who is knowledgeable about search engine |
| work, time can be more productively spent on other | | | | optimization could help increase their client's targeted |
| activities crucial to the business. | | | | web traffic which could result in increased sales and |
| Bookkeeping may seem pretty basic but if you ask | | | | profits. |
| your accountant to do it for you, he's going to charge | | | | Premium services deserve premium rates. |
| you extra. Why? It takes his (or his staff's) time. | | | | In summary: Don't take your skills for granted. Lack of |
| Your services may also improve your client's bottom | | | | experience doesn't mean that you have nothing to |
| line. That being the case, your client is profiting from | | | | offer. Charge for all your services. Yes, your |
| your services. | | | | self-confidence can result in increased consulting fees |
| Thus, by realistically evaluating the value of your skills | | | | for you. |