From Seth Godin’s Blog:
You never do.
Instead, you get paid what other people think you’re worth.
That’s an empathic flip that makes it all make sense.
Instead of feeling undervalued or disrespected, you can focus on creating a reputation and a work product that others believe is worth more.
Because people don’t make buying decisions based on what’s good for you–they act based on what they see, need and believe.
Yes, we frequently sell ourselves too short. We don’t ask for compensation commensurate with the value we create. It’s a form of hiding. But the most common form of this hiding is not merely lowering the price. No, the mistake we make is in not telling stories that create more value, in not doing the hard work of building something unique and worth seeking out.
This is another way to talk about marketing. And modern marketing is done with the people we seek to serve, not at them. It’s based on the idea that if the customer knew what you know, and believed what you believe, they’d want to work with you. On the principle that long-term trust is worth far more than any single transaction every could be.