How much should you charge as a consultant? This can be an extremely challenging question to answer because it involves doing research, taking risks and proper planning.
作为一名顾问，你应该收取多少费用？这可能是一个极具挑战性的问题，因为它涉及研究、冒险和适当的规划。
Fortunately, all three of these skills will come in handy as an entrepreneur so you may as well get used to it now.
幸运的是，作为一名企业家，这三种技能都会派上用场，所以你最好现在就习惯它。
In most cases, I strongly suggest asking the prospect what their budget is.
在大多数情况下，我强烈建议询问潜在客户他们的预算是多少。
If they have a number in mind, you can see how well that aligns with what you were going to charge.
如果他们心里有一个数字，你可以看到这与你打算收取的费用有多大的一致。
You might find the prospect has a much higher budget than you anticipated.
您可能会发现潜在客户的预算比您预期的要高得多。
However, they may respond to that question by asking what your rate is.
然而，他们可能会通过询问你的费率来回答这个问题。
To avoid volleying back and forth before one of you gives up, you'll need to have this established from the start.
为了避免在其中一个人放弃之前来回截击，你需要从一开始就建立起这一点。
It’s important to remember the rate you charge will have a direct impact on how people perceive you.
记住你收取的费用将直接影响人们对你的看法，这一点非常重要。
Too low? They could take that as a sign that you aren't that good.
太低了？他们可能会认为这是你不是很好的标志。
Too high? You better really good — and prove it — or people are going to pass.
太高了？你最好真的很好，并且证明它，否则人们会通过。
I’ll always be in favor of doing what is required to deliver what your client needs and charging for a more premium service.
我将永远支持做所需的事情，以交付您的客户所需的内容，并为更优质的服务收费。
You have the opportunity to build your own businesses, why wouldn’t you want to be the best solution out there for your specific audience?
你有机会建立自己的企业，为什么你不想成为适合你特定受众的最佳解决方案呢？
Keep in mind, “premium” for your audience may not be viewed as premium — or even applicable — for other audiences.
请记住，您的受众的“溢价”可能不会被视为其他受众的溢价，甚至不会被视为适用的溢价。
That’s why it’s so important to do deep research on who you’ll be helping.
这就是为什么深入研究你将帮助谁是如此重要的原因。
This allows you to genuinely say, "I understand you have this challenge, this is the impact it's having on you, and I've developed a solution to alleviate it. Would you like my help?"
这让你可以真诚地说，“我知道你有这个挑战，这就是它对你的影响，我已经开发了一个解决方案来缓解它。你需要我的帮助吗？”
Once you’ve honed in on your audience, it is time to figure out how much to charge them for the solution you've developed. Here are some simple methods.
一旦你对你的受众进行了磨练，是时候弄清楚你开发的解决方案要向他们收取多少钱了。这里有一些简单的方法。
Related: How to Start a Consulting Business: Determine Your Business Model
相关：如何开始咨询业务：确定您的业务模式
- Ask people how much they paid for a similar service
- 1.询问人们为类似的服务支付了多少钱
- This is an approach I stumbled across by accident when I first started consulting.
- 这是我刚开始咨询时偶然发现的一种方法。
- I asked a friend if she needed help optimizing her Instagram profile so she could land more clients.
- 我问一个朋友，她是否需要帮助优化她的Instagram个人资料，这样她就可以获得更多的客户。
- She politely informed me she was already working with a consultant, with whom she was very happy.
- 她礼貌地告诉我，她已经在和一位顾问合作了，她和他在一起很开心。
- I was somewhat disappointed but decided to turn it into a learning opportunity.
- 我有点失望，但决定把它变成一个学习的机会。
- I asked her how much her consultant charged so I could get a feel for the going rate in New York City.
- 我问她，她的顾问收取了多少钱，以便我可以感受一下纽约市的现行价格。
- I then asked her another question, “What else could they do, that would justify you paying even more?” This is a crucial question for all of us to ask.
- 然后我又问了她另一个问题，“他们还能做什么，让你支付更多的钱是合理的？”这是我们所有人都要问的一个关键问题。
- If you charge the average rate, you’ll get average results.
- 如果你收取平均费率，你会得到平均结果。
- Her response let me know exactly what I needed to do in order to be positioned as a more premium service.
- 她的回答让我确切地知道我需要做什么，才能被定位为更优质的服务。
- If possible, get input from 5-10 people.
- 如果可能，从5-10个人那里获得输入。
閱讀更多 甘河一老漢 的文章
