Back in my MBA days I remember being taught about price skimming.
The idea was simple.
When you launched a new product or service, you launched it at a premium price, let the early adopters pay that premium so you could recover your development costs fast, and then over time, as sales dropped, you dropped the price to the market rate.
On the face of it, it's a really appealing strategy for experts launching innovative services: sell high, get a cash injection, and then let nature (and market forces) do their worst.
There's only one problem.
And it's probably one you can see instantly...
Have you ever been told that "the money is in the list"?
I hear it everywhere I go. And people fret over how many 10s or 100s of thousands of subscribers they have.
If you've been worrying about how big yours is, then fear not: in the world of professional services marketing, size doesn't matter anywhere much as you think.
There are people with lists of hundreds of thousands who are running out of cash, and people with only a few thousands of subscribers who have a fantastic business.
It's not how big it is that matters, but what you do with it.
And yes, this is starting to sound like a Benny Hill routine :)
But here's the thing.
It was Isaac Newton who famously declared that he was "standing on the shoulders of giants", referring to the fact that all his knowledge was a development of ideas that other, greater, people had developed before him.
In that sense, it has a role to play in your positioning as an expert--however I think of it in a very different sense when it comes to running and growing your coaching, consulting or training business.
As a coach, consultant or trainer, you can't afford to sell your time. Selling your life by the hour for an hourly rate is one of the biggest mistakes I see practitioners make when they market coaching, training or consulting. Think of it this way: if the next hour you work were also the last hour of your life, would it really only be worth whatever you're charging for it? Probably not. So watch this video to see what to do about it. Then head over to www.robcuesta.com/6figureblueprint to see me live
Success as a coach, consultant, trainer, or indeed in any profession where you are selling your knowledge, experience and advice, comes from your ability to position yourself at the top of your field.
One of the key ways to do this is by writing.
Even though society as a whole seems to be leaving the book behind, when it comes to choosing our "experts" we still hold authors in awe. So one of the key things I encourage all my clients to do is to write a book; a physical book, not an ebook.
It doesn't have to be War and Peace.
I see a role for two kinds of books in building your business. I call them your "Expert Manifestos" (or should that be Manifestoes? anyway, I digress!)