Date: Wed, April 27 & Thur, April 28, 2011 (two-part teleclass, 1 hour each)
Time: 1p Pacific / 2p Mountain / 3p Central / 4p Eastern
Duration: 1 hour each session
Conducted by your host, Danielle Keister
Who should take this class:
This class is specifically for those who are in the business of providing ongoing administrative support on a monthly basis and want to work with monthly retainer clients and earn more money. Although all Virtual Assistants and Administrative Consultants are welcome, this class is probably best-suited for VAs/Admin Consultants who have worked with clients before and are frustrated with the hourly billing model. Tell your friends and colleagues about this class! |
How to Price & Package Your Support Based on Value and Expertise--NOT Selling Hours!
Are you tired of working like an employee? Do you hate tracking your time and "reporting" it to clients (not to mention all the drudgery and extra work that creates in your business)?
Do you wish you could attract and work with clients much more easily and effortlessly? Would you rather spend your time focused on the work and goals of your clients instead of having to track every little transaction to make sure you get paid?
Do you feel like the economy is affecting how much clients are willing to pay these days? Do you often have to deal with price shoppers? Are prospective clients scared off once you tell them your hourly rate?
Are you working tons of hours with clients and still struggling to earn the money you want and need? Are you working so much that you don't have any time left to think, much less take on any more clients (even if you wanted to)?
The question on everyone's mind these days is how to price competively, yet profitably. You want to attract clients, but you also want to honor yourself and all the skill and expertise you bring to the table. You can't be in business to work for free after all, right?
The answer isn't taking on more clients. If you're struggling to earn well and take care of everyone already, adding more clients will only make things even MORE difficult—for you and them.
You wanna know the single biggest cause of all these problems? Billing by the hour! Billing by the hour—which is essentially selling hours—actually STOPS you from earning well and growing your business. And here's why:
Your time is the least valuable thing you have to offer. It's your skill, knowledge and experience that helps clients move forward and get things done. Your work helps improve your clients' businesses. It makes them better than they were before. You help them achieve success faster and make more money. Often, you can do what you do blindfolded with both hands tied behind your back.
But you actually earn LESS when you bill by the hour because you're penalized financially for getting things done faster and better. On top of that, tracking and reporting hours is a huge administrative burden. It wastes time and energy that you could better spend working with clients, marketing your business, or even just having more time for your own life.
So the question that stumps everybody is this: How do you structure your fees so that you're compensated fairly if time is not the unit of measurement? Well, this is exactly what I'm going to help you with! I'm going to show you how to bill for your expertise—NOT your time—and the VALUE you bring to the table and focus clients on the results you achieve for them.
NONE of this involves discounting, bargaining or reducing your rates whatsoever. AND, if you are doing everything under the sun for clients, dropping everything the second they bark, and it's driving you to insanity and leaving little time left for you or your family, I'm going to show you EXACTLY how value-based pricing and packaging can instantly change all that!
What We're Going to Cover
In this class, you're going to learn how to:
- How to stop selling time and trading hours for dollars;
- How to create flexible, customizable packages and present them to clients;
- How to set parameters so you don't end up working for free;
- How to structure your fees and establish a profitability baseline;
- How to toss out the timesheets and what to give clients instead;
- How to transition current clients;
- How to raise your fees;
- How to create separate revenue streams for greater earning;
- Why clients LOVE this way of working together and how it's going to make it easier for you to get and work with clients;
... PLUS you'll get a TON of samples, examples and other juicy tools and information to take home with you and start implementing right away!
If you want to make more money, create an easier business to run & toss those timesheets out forever,
you really don't want to miss this class!
This teleclass is now over, but you can purchase the self-paced home-study version in our success store here... |
How the Class Will Be Delivered
We'll be using webconferencing software so that you can view my screen as we go through the course and also see who your fellow students are. This will be a highly interactive class where I'll be presenting learning information and also asking you questions and participating together as a group.
Don't worry—you don't need any special software; it's provided by my training platform. You'll be given all the details for attending once you pay for your registration. Course materials and handouts will be provided at the time of the class. The class will be recorded so afterward, you'll get your own copy of the video that you can reference whenever you wish.
Want to Know More Before You Pay for Your Registration?
If you have any questions about the class or what you'd like to see covered, please do email them to me and I'll post the answers below. Your questions also help me identify where the common difficulties are and which parts of the training to place a little extra focus on.
Questions About the Class
Q. I have a schedule conflict and am not able to attend this training. Will you be offering it again in the future?
A. Yes, I will be offering this class again in the future; I just can't say for sure when exactly that will be. You could instead purchase the DIY self-paced version of this program at the store, which includes videos, workbook, examples and templates.
Q. I'm not able to attend the live class. Will the recording be made available for sale afterward?
A. If you aren't able to attend, you can instead purchase the DIY self-paced version of this program at the store, which includes videos, workbook, examples and templates. What I want to make clear is that no, you cannot sign up for the class and expect to sit on the sidelines and then receive the recordings afterward. I will be asking a few "homework" questions in advance and I expect people to participate, give respect to the class and complete what is requested of them on time, and to demonstrate the same kind of professionalism as they would for clients. Anyone who doesn't feel they can participate in this manner or who doesn't follow-through as requested will be thanked for their interest and sent the DIY version. They will not receive any of the class recordings.
Q. If I can't attend, will my registration be refunded?
A. I want warm, committed bodies live in the class who are eager and willing to participate. My wish is for you to attend the live sessions because you're going to get so much more out it and have the opportunity to get your questions personally answered. However, if there is any question as to whether you can make it or not, you should purchase the DIY self-paced version of this program instead as there will be no refunds for those who couldn't make it.
 Best. Product. Ever. Highly recommend!!! Thank you, Danielle for the difference this has made in my business. =) You have just no idea how your Value-Based Pricing & Packaging Toolkit has provided the BRIGHTEST light bulb solution for my business. I have been struggling with so many of the aspects you have addressed. I am launching a brand-new business model. I have been doing fine up until now, but I have been spending so much time managing timesheets and clock-watching. What you have outlined will not only be valuable for my business, but for my existing clients as well. I really loved the way you have outlined the models for pricing. I just re-vamped my hourly rate model, but you have changed my mind of how to move forward and I don't mind investing more time into re-vamping once again. I am excited to not have to spend time on monthly time reports. I LOVE the idea of providing an overview of accomplishments. This is not only a benefit for my bottom line, but for my clients bottom line as well. I have a feeling my clients would prefer this monthly overview, rather than a nickel and dime overview of how my time was spent. I work VERY fast on projects, so the hourly rate model is a detriment to me. Thank you for opening my eyes! This was exceptional! GREAT work! You should feel very proud of this offering. —Jaimie Skultety, A Virtual Assistant 4 You |
 I was so excited to discover you offered this product because I am currently in the middle of a transition to value based pricing, but I am stuck with bringing old clients over to this model. I'm also stuck on a few other products and services that I need to establish pricing models (but I've been putting that into the 'too hard basket'). Your videos and eBook have now given me the structure to now do this really easily and now I feel confident in taking this final step. THANK YOU. This is an excellent resource for established Virtual Assistants and I'm so excited to discover that I was already on the right track, but with your help I now have the structure to complete the transformation of my business. —Melinda Dunlop, Juicy Communications |
 The price tag says $147, but the real value is PRICELESS. If you are an Admin Consultant trying to make your way, you owe it to yourself to get this toolkit! It is one of the very best investments you can make in your business. —Jennifer Fen Lanham, Your Trusted Assistant |
 I have spent a lot of time reading through the Value-Based Pricing & Packaging Toolkit, and it has totally changed my way of thinking regarding pricing and packaging services. A very useful tool/presentation and I would recommend it to any Virtual Assistant who is serious about making their business work. —Jacqueline Long, Whatever, Whenever--Your Essential Virtual Assistant |
 Thank you so much Danielle. This has been on my mind for some time and I have been wondering where to start to move clients over to value based pricing and to stop having to report every minute. Your course provided me with the knowledge to now go forward confidently to present my value based pricing to both current clients and new enquiries. I believe the industry needs to change from 'hourly billing' and you have provided an innovative product to educate those in the industry on exactly how to do this. Excellent work. You are a true pioneer and gem in this industry! The investment for the course was worth its weight in gold! Thanks again! —Debra Barber, Online Personal Assistants |
 Although the concept was a little overwhelming initially, after taking some time to go over the materials again, think about what Danielle had to say, and look at my business with a different perspective, I started to get excited about making the change. The whole idea of value-based pricing made me feel better about what I'm offering a client. I'm no longer going to be an hourly rate to them!!! With value-based pricing, I not only offer administrative expertise, I offer expertise in various specialty areas as well! I'm looking forward to meeting with Danielle to discuss how to best transition my business to value-based pricing. Thanks for a great class, Danielle!!! —Franni Ferrero, Very Virtual |
 I really enjoyed today's session, Danielle. The whole thing was so great, but especially the discussion on the model and the two methods. I feel like I'm there now, and able to start to put all this into practice. Thanks so much for providing this! All Virtual Assistants and Administrative Support Consultants need to know about this! —Lisa Humphries, Freelance PA |
 I must admit that I have really been knocked on my behind from the value-based vs hourly rate issue that you pointed out in the training! When you said that I actually make less money charging an hourly rate the more knowledgeable and skilled I get in my business, I just about lost it!!! That is so eye opening! Thank you so much for opening my eyes to this!!! I am so happy you decided to do this training. I can't wait for next week's class! I think you are offering information that people in our industry (an all other industries) really need to learn! —Briana Ramsey, Briana VA |
 I met with a new potential client today and the session was very helpful moving forward with this one. Now I can stop shooting myself in the financial foot! —Barbara Trulby, Virtual Assistant Plus |
 By the way, your class on Thursday was AWESOME!!! I think you did a fabulous job, even with the technical difficulties! I am looking forward to next week!!! —Bobbie Kaye Morris |
 I just attended Danielle's first webinar where she discussed this system in-depth and it has made a big impact on me and the way I now think about my fees in my practice and about my value as an administrator. —Patti Seipp, Virtual Administrator |
 I enjoyed the class very much – truly! I know there were some techno challenges, but, what the heck – we had a lot of fun, and I also loved the 4-Quadrants of Business presentation. Right on! I am looking forward to next week! —Norma Bowers, Southwest Virtual Assistant LLC |
 I absolutely loved your presentation about pricing for value. —Marit Fox, Abundant Administrative Services |
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Thanks for offering the class; it was great! It brought clarity to things that were a bit foggy to me. I'm very appreciative that you have great integrity and passion for what you do and your fellow solopreneurs. —LaKenya Dennis |
For anyone not sure about signing up – I strongly recommend you do. I took the course with Danielle last time and it was worth every penny. The topic was something I had been gnawing over anyway and Danielle really helped me focus on just how to get started and be creative! —About Danielle Keister
Danielle Keister is a business advisor, innovator and creative thinker in the Virtual Assistant industry. Through her organization, the Virtual Assistant Chamber of Commerce, she is passionate about helping Virtual Assistants grow stronger, more financially successful businesses that lead them to greater personal happiness, freedom and client satisfaction. A veteran Virtual Assistant of 14+ years, her proven, no-nonsense approach to business development has gained her recognition as one of the leaders in the field.
