What if the biggest thing holding your consulting practice back isn’t your expertise — it’s your pricing model? In this episode, pricing and business development expert John Ray joins host John Golden to make a compelling case for leaving hourly billing behind. Drawing on over a decade of advising consultants, attorneys, coaches, and fractional executives, John explains how shifting to value-based pricing starts with a mindset change — and a much better conversation with your clients.
Topics covered in this episode:
- Why hourly billing commoditizes your expertise and invites the wrong comparisons
- The mindset barriers (inadequacy, comparison syndrome) that keep professionals from charging
- How to conduct a value conversation that reveals what clients truly care about
- The discovery questions that move a conversation into “priceless territory.”
- Practical first steps for transitioning your practice to value-based pricing
- Why silence is one of the most powerful tools in any pricing negotiation
John Ray is the author of The Generosity Mindset and host of The Price and Value Journey podcast. Visit johnray.co to download his free list of value conversation questions and book a consultation.
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