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What if you stopped selling hours… and started selling a result?

⏱️ 17:49 🎤 Diane Greenwood, Louise Trehearn
AUDIO EPISODE
What if you stopped selling hours… and started selling a result?
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Chapters

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  • 0:00
    Per-Job Pricing Introduction
    The hosts introduce the concept of per-job pricing as an alternative to hourly rates, highlighting its growing popularity and the mindset shift required for implementation.
  • 1:17
    Louise's Experience
    Louise shares her past experience with per-job pricing, noting its potential for exploitation with staff and the importance of clear communication with clients.
  • 4:17
    Customer Focus & Standards
    The host emphasizes that customers prioritize a clean home, not the hours spent, and how per-job pricing allows businesses to sell quality and guaranteed results.
  • 7:34
    Rewarding Efficiency
    The hosts discuss how hourly rates can penalize efficient cleaners, whereas per-job pricing rewards skill and speed, allowing for higher effective hourly rates.
  • 9:29
    Monthly Cleans & Minimums
    The host explains the strategy of setting minimums for monthly cleans (e.g., four hours) to ensure profitability and manage customer expectations for less frequent services.
  • 13:30
    Initial Cleans & Add-Ons
    The discussion covers how per-job pricing can be applied to initial cleans to set a clear scope and manage expectations, as well as incorporating add-on services to combat 'job creep'.
  • 17:05
    Solo Cleaner Benefits
    The host highlights per-job pricing as an ideal model for solo cleaners, enabling them to maximize earnings and build a stable client base without the constant need for new customers.

Speakers

D
Diane Greenwood
Host
L
Louise Trehearn
Host

Key Takeaways

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Consider offering per-job pricing for your services to emphasize the value of the result rather than the time spent, potentially increasing your effective hourly rate.

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For less frequent services like monthly cleanings or extensive projects, establish minimum service durations or set a fixed price to ensure profitability and manage workload effectively.

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Clearly define the scope of work for initial or deep cleans and communicate this to clients upfront to manage expectations and avoid dissatisfaction.

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Implement an 'included services' list and an 'add-ons' menu to clearly differentiate between standard work and extra services, preventing 'job creep' and providing opportunities for upselling.

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For solo contractors, adopting a per-job pricing model, especially for full-day or less frequent but more intensive jobs, can lead to higher earnings and a more manageable schedule.

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Develop strong sales skills to confidently communicate the value of your services, regardless of whether you're charging hourly or per-job.

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If implementing per-job pricing with a team, create internal time guides and quality control measures to maintain standards and prevent rushed work.

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