Short talk (YouTube video) by TJ Walker arguing that professionals should stop selling hours and instead sell the value they create for clients/employers. Walker explains that clients care about outcomes (business improvement, results) not the speaker's time, and that shifting to a value-based mindset allows higher charges and career growth.
A lot of gurus out there giving advice. Don't sell your time. Don't sell your time, sell your value. But what does that really mean? Think of it this way. When you're selling your time, what you're really talking about is me, me, me, me. I'll work X hours for X amount of pay. You must pay me $50 an hour. That's all about yourself. Now realize, your clients, your customers, your employers don't really care about you. They may like you as a person, they don't have ill will towards you, but they care about themselves. They care about advancing their business, their cause. And that's why you got to make the switch. Focus on the value you provide. If you can give someone a lot of value and it doesn't take much of your time, you can make a lot more money. If you can give someone a lot of value and improve their business, even if you deliver it digitally and you did it once six months ago, they will still gladly pay. So that's the mind shift you've got to make. It's not about you and what you want, the value of your time. It's about the value you create for others. Once you make that switch, you can charge more, your career can flourish.
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