Dan Martell - You never want to close 100% of your sales

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00:00:00.000 If I'm not getting like 60% of the people saying no,

00:00:02.680 it means I didn't put my price up high enough.

00:00:04.600 And some people make this mistake when they're starting off

00:00:06.540 because they're so worried of not having enough business,

00:00:08.360 but then you're essentially working for free

00:00:10.460 because it's impossible for you to be able to deliver the value,

00:00:13.740 have enough gross margin to be able to actually reinvest and grow the business.

00:00:17.240 See, a lot of independent freelancers, et cetera,

00:00:19.380 they don't value their time, so they price aggressively to get the job,

00:00:23.060 but then they could never afford to pay anybody else to do the work.

00:00:25.540 So the right way to price is actually to say,

00:00:27.620 If I wasn't involved in this, what would I have to pay people?

00:00:30.440 Put a margin on top of that.

00:00:31.680 That's your price.

00:00:32.540 If you're winning 100% of your deals, you're not charging enough.

Dan Martell - September 15, 2024