Breaking the Time Barrier 摘录

Breaking the Time Barrier 这本电子书是为那些自由工作者(freelancers)或solo而写的。里面主要介绍了用基于价值(value-based)的定价去取代基于时间的定价。我用了一个多小时读完发现这是一本很好的书,并且是免费的。以下是我的摘录。

1.The value of what I do is based on the impact I can have on my client’s business.

我所做的价值是以我给客户业务的影响为基础。

2.Wouldn’t you invest $20,000 to generate $100,000?

你不愿意投资20000美元去赚取100000美元吗?

3.The best thing you could do for yourself is to get the concept of time out of your head.

你能做你自己做的最好的事情就是忘记时间这个概念。

4.Our clients don’t care about our costs. They care about the value we create for them, so that’s what we should be asking them to pay for.

客户不管我们的成本和消费。他们只关心我们为他们创造的价值,所以这就是我们要求他们付钱的原因。

5.When you start off talking about price with a client, you’re putting your needs ahead of theirs.

当你开始和一个客户讨论定价的时候,你在客户之前提出自己的需要了。

6.The best thing I can do for the client is to help them explore what they want.

我能为客户做的最好的事情就是帮助他们找到他们想要什么。

7.You gain an immense amount of clarity by establishing the A and B points.

通过建立起点和终点,你能得到很好的清晰度。

8.The first thing you think when someone offers to sell you a perfectly decent- looking car for a thousand dollars is that something must be wrong under the hood.

当一个人向你销售一辆十分好看而定价只是一千美元的车时,你能想到的第一件事情就是在车身里一定有什么问题。

9.If things get very competitive in your industry, instead of trying to compete on price, which just reduces you to a commodity, look for new ways to distinguish yourself and your services. Sometimes that means learning a new skill.

如果你的行业竞争激烈,找到新的能够使你鹤立鸡群的方式而不是转之去竞争价格,那只是把你自己作为商品。 有些时候这意味着学习新的技能。

10.Instead, you’ll be the partner they are investing alongside to deliver results for their business. You’ll be working on the same side of the table and you’ll be building a relationship that is mutually beneficial.

取而代之,你会成为他们为了得到成果而投资的搭档。你会和他们在统一战线工作,并且你们会建立互利的关系。

The Seven Mutual Benefits

  1. Create trust

  2. Foster alignment

  3. Help your client better evaluate vendors

  4. Frame the solution as an investment, not an expense

  5. Inspire action

  6. Let your client make an informed business decision

  7. Establishe a trusted partnership

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