By understanding their business really really well.
For example, if I know that an automation that I can create for a client is going to take me 100 hours to setup and save them £20,000 per month I can either:
Charge 100 x £100 per hour - so a one off income of £10,000. Seems like I'm earning good money right??
OR
I can charge them £100,000. They'll make that back in just five months. A BARGAIN. Most businesses would bite your hand off.
The catch for achieving number two is knowing the value I'm providing. I can only do that when I know their business really really well.
For example, if I know that an automation that I can create for a client is going to take me 100 hours to setup and save them £20,000 per month I can either:
Charge 100 x £100 per hour - so a one off income of £10,000. Seems like I'm earning good money right??
OR
I can charge them £100,000. They'll make that back in just five months. A BARGAIN. Most businesses would bite your hand off.
The catch for achieving number two is knowing the value I'm providing. I can only do that when I know their business really really well.