Last week I talked about the connection between the perceived value of your work and how you set fees.
Oftentimes, this conversation with nonprofit clients quickly devolves into how long it will take you, and what your hourly rate is.
This is, in my experience, the worst possible way to have a conversation with a client about the value of your services.
If the conversation is going there, pull up. Instead, what you want to do is focus on the problem you are solving or the opportunity you are creating, and most importantly, the cost to the nonprofit of NOT solving that problem or of skipping that opportunity.
It’s only when you are talking in these terms that both you and your clients can see the true value of your services.
Maybe your fee to help rewrite their year-end fundraising materials seems expensive . . . until they consider that their materials are raising less and less each year, and that they must get back on track or lay off staff.
Maybe your fee to help get board members engaged in the organization’s work seem expensive . . . until they consider how much more productive the board would be with some training, and how staff would no longer despise working with the board.
Maybe your fee to coach a team to learn content marketing skills seems expensive . . . until they realize you are teaching not just communications skills, but new ways to deliver programming that better achieves the organization’s mission, instead of continuing to be ignored by the people they claim to serve.
It’s in both of your interests to look at the consulting relationship in this way.
Know your value, and the costs to your prospective clients of missing out on that value, and market THAT. Not your time.
We’ll talk about how you set your fees during the Get Nonprofit Clients Group Coaching Program, which starts October 5. Early bird pricing ends September 18.