Zero To One

The first time you do anything in your business is a marker—and sometimes it’s a very large one. Like selling your first project. Or the first time you put a product, productized service or anything with a price tag on your website.

Jonathan and I explore the mindset and tactics of going from zero to one:

What it takes to put your first product out for the world to see (even if you’re not painting zombies on skateboards).

The fears you may experience the first time you go public and how to push through them.

Why publishing your price(s) attracts the right buyers and repels the bad-fits.

Worried about leaving money on the table by quoting a flat price? How to think about that whole transaction differently.

Why your prices for products and productized services are all experimental and deserve to change regularly.

“I was aware of a sales guy who would routinely send out proposals with an extra zero. And if the client gasps, he’s ‘oh, it’s a typo. Okay. Sorry. Sorry. It’s $60,000, not $600,000.’”—JS

“The buyer’s time is valuable too. Who’s going to want to sit through three conversations with three unknowns to figure out what they’re going to do?”—RM

“Just put a price on your website and you’ll automatically attract the right kind of people for you. It would save everyone time. You wouldn’t have to negotiate.”—JS

“That first time that you actually put a price on your website…all sorts of things come up in your head, including imposter syndrome.”—RM

“There’s this fear of leaving money on the table, but guess what? If somebody jumps at it, then you just raise the price for the next person.”—JS

“If you don’t ever try raising your prices, you won’t know the upper limits of what you can charge.”—RM

“That indifference to whether or not the client buys—generally that comes from being in demand.”—JS

“There’s just something about putting a price on your website—you’re making a statement, oh, this is not a cheap WordPress guy I can hire for a thousand dollars…That’s level setting.”—RM

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