Inner Circle Archive

Following is the complete and unedited archive of all the email messages I have sent to my daily Inner Circle Mailing list since summer of 2016.

By popular demand, I have also published these messages as edited and curated ebooks broken into quarterly volumes that you can buy here.

Enjoy!

—J


[AUDIO] Conquering anxieties with guest Sherry Walling
Sent by Jonathan Stark on November 10th, 2017

“What if I get hit by a bus (and survive)?”
Sent by Jonathan Stark on November 9th, 2017

Success story from student “Leeroy Jenkins”
Sent by Jonathan Stark on November 8th, 2017

Is there a good fit?
Sent by Jonathan Stark on November 7th, 2017

The difference between a product, a service, and an experience
Sent by Jonathan Stark on November 6th, 2017

How do you wow?
Sent by Jonathan Stark on November 5th, 2017

Accidental Architect article
Sent by Jonathan Stark on November 4th, 2017

How much is a fake diamond ring worth?
Sent by Jonathan Stark on November 3rd, 2017

“How would Jonathan actually conduct a sales call?” and more...
Sent by Jonathan Stark on November 2nd, 2017

A $25,000 Straw Hat?
Sent by Jonathan Stark on November 1st, 2017

Transcript available for Jason Swett interview (and a technical glitch)
Sent by Jonathan Stark on October 31st, 2017

Success story from reader Ant Pugh
Sent by Jonathan Stark on October 30th, 2017

Selling to your own wallet
Sent by Jonathan Stark on October 29th, 2017

We hold these truths to be self-evident
Sent by Jonathan Stark on October 27th, 2017

[AUDIO] Lessons Learned with guest Jason Swett
Sent by Jonathan Stark on October 26th, 2017

Reader questions about offering guarantees, platform specialization, and more...
Sent by Jonathan Stark on October 25th, 2017

Success story from reader “Beyonce´”
Sent by Jonathan Stark on October 24th, 2017

[AUDIO] Find Clients in a New Niche From Scratch with Jonathan Stark
Sent by Jonathan Stark on October 23rd, 2017

Find Out First
Sent by Jonathan Stark on October 22nd, 2017

In BUSINESS terms
Sent by Jonathan Stark on October 21st, 2017

“Is it realistic for me to do value-based pricing for implementation work?” and more...
Sent by Jonathan Stark on October 20th, 2017

People need your help more than you think
Sent by Jonathan Stark on October 19th, 2017

Why should clients pay you?
Sent by Jonathan Stark on October 18th, 2017

Filter Magic
Sent by Jonathan Stark on October 17th, 2017

“I’m a software developer”
Sent by Jonathan Stark on October 16th, 2017

Evergreen Pains
Sent by Jonathan Stark on October 15th, 2017

What would you pick?
Sent by Jonathan Stark on October 14th, 2017

“What if a prospect initially balks at my rate?” and more...
Sent by Jonathan Stark on October 13th, 2017

“How do I value price typos?”
Sent by Jonathan Stark on October 12th, 2017

Does this sound familiar?
Sent by Jonathan Stark on October 11th, 2017

What NOT to say at a wedding...
Sent by Jonathan Stark on October 9th, 2017

The worst tag line ever
Sent by Jonathan Stark on October 8th, 2017

How to read minds
Sent by Jonathan Stark on October 7th, 2017

“Am I in the right place?”
Sent by Jonathan Stark on October 6th, 2017

Do you ever wonder if/when you should offer discounts?
Sent by Jonathan Stark on October 5th, 2017

What to do about your whale problem
Sent by Jonathan Stark on October 4th, 2017

Week 4 of daily outreach
Sent by Jonathan Stark on October 3th, 2017

The Nurse Analogy
Sent by Jonathan Stark on October 2nd, 2017

Leaping halfway
Sent by Jonathan Stark on October 1st, 2017

Exhilaration or fear?
Sent by Jonathan Stark on September 30th, 2017

Success story from reader Gonzalo Zariaga
Sent by Jonathan Stark on September 29th, 2017

The Magic Wand question
Sent by Jonathan Stark on September 28th, 2017

How to choose a vertical
Sent by Jonathan Stark on September 27th, 2017

The double thank you phenomenon
Sent by Jonathan Stark on September 26th, 2017

How to build your first productized service
Sent by Jonathan Stark on September 25th, 2017

Reader question: “Can I target two markets?”
Sent by Jonathan Stark on September 24th, 2017

LFPS + Outreach = WOW!
Sent by Jonathan Stark on September 23rd, 2017

How to do outreach without selling your soul
Sent by Jonathan Stark on September 22rd, 2017

[AUDIO] The Why Conversation
Sent by Jonathan Stark on September 21st, 2017

Gain access to today’s video...
Sent by Jonathan Stark on September 21st, 2017

Reader feedback on Two two tales of Alice
Sent by Jonathan Stark on September 20th, 2017

Group coaching starts tomorrow! (discount code inside)
Sent by Jonathan Stark on September 20th, 2017

Two tales of Alice
Sent by Jonathan Stark on September 19th, 2017

Reader question: “But horizontal specialization has changed my life!”
Sent by Jonathan Stark on September 18th, 2017

Early Bird Group Coaching (launch discount inside)
Sent by Jonathan Stark on September 17th, 2017

“Can I position myself by target skill instead of target market?”
Sent by Jonathan Stark on September 16th, 2017

Outreach Braindump
Sent by Jonathan Stark on September 15th, 2017

How to ask for referrals with tact
Sent by Jonathan Stark on September 14th, 2017

Why you don’t ask for referrals
Sent by Jonathan Stark on September 13th, 2017

Flyer Dude
Sent by Jonathan Stark on September 12th, 2017

So... what exactly is a Laser-Focused Positioning Statement, anyway?
Sent by Jonathan Stark on September 11th, 2017

Reactions to Credit Union Outreach
Sent by Jonathan Stark on September 10th, 2017

Hilarious rants about soggy positioning
Sent by Jonathan Stark on September 9th, 2017

[AUDIO] Ditching Hourly 033: Pulling The Trigger On Value Pricing with guest Joel Miller
Sent by Jonathan Stark on September 8th, 2017

Credit Union Research Call
Sent by Jonathan Stark on September 7th, 2017

The Sherpa Analogy
Sent by Jonathan Stark on September 6th, 2017

Success story from reader Scott Webb
Sent by Jonathan Stark on September 5th, 2017

The secret of Don LaFontaine’s success
Sent by Jonathan Stark on September 4th, 2017

What’s a voice over worth?
Sent by Jonathan Stark on September 2nd, 2017

Fall Frenzy
Sent by Jonathan Stark on September 1st, 2017

The .01%
Sent by Jonathan Stark on August 31st, 2017

What’s your superpower?
Sent by Jonathan Stark on August 30th, 2017

Cold email outreach experiment
Sent by Jonathan Stark on August 29th, 2017

What do they have?
Sent by Jonathan Stark on August 28th, 2017

New pricing for Hourly Billing Is Nuts
Sent by Jonathan Stark on August 28th, 2017

FYI - Better price for Hourly Billing Is Nuts
Sent by Jonathan Stark on August 27th, 2017

Free upgrade to Hourly Billing is Nuts
Sent by Jonathan Stark on August 27th, 2017

[AUDIO] Ditching Hourly 032: The Irony of the Generalist
Sent by Jonathan Stark on August 26th, 2017

Altitude Matrix Worksheet
Sent by Jonathan Stark on August 25th, 2017

Bird’s Eye View
Sent by Jonathan Stark on August 24th, 2017

What was your first job?
Sent by Jonathan Stark on August 23rd, 2017

Altitude of Involvement
Sent by Jonathan Stark on August 22nd, 2017

Reader question: “How did you choose which of your businesses to use jonathanstark.com for?”
Sent by Jonathan Stark on August 21st, 2017

Pre-outreach in LinkedIn
Sent by Jonathan Stark on August 19th, 2017

Kai’s Dream 20 Outreach
Sent by Jonathan Stark on August 18th, 2017

Outreach serendipity
Sent by Jonathan Stark on August 17th, 2017

Outreach for the introvert
Sent by Jonathan Stark on August 16th, 2017

CU Outreach: Down the rabbit hole!
Sent by Jonathan Stark on August 15th, 2017

Can value price if you pay your subcontractors hourly?
Sent by Jonathan Stark on August 15th, 2017

[ICC] What do you do?
Sent by Jonathan Stark on August 13th, 2017

[ICC] What if the client’s budget is absurdly low?
Sent by Jonathan Stark on August 12th, 2017

[ICC] Allie’s Donuts
Sent by Jonathan Stark on August 11th, 2017

[ICC] The Cab Ride
Sent by Jonathan Stark on August 10th, 2017

[ICC] The patient sees the symptom, not the disease
Sent by Jonathan Stark on August 9th, 2017

[ICC] 11 ways to attract your ideal buyers
Sent by Jonathan Stark on August 8th, 2017

[ICC] Clients have no use for code
Sent by Jonathan Stark on August 7th, 2017

[ICC] The Helicopter Option
Sent by Jonathan Stark on August 6th, 2017

[ICC] The Red Balloon
Sent by Jonathan Stark on August 5th, 2017

Outreach prep step 3 in progress!
Sent by Jonathan Stark on August 4th, 2017

Outreach prep steps 1 & 2 complete!
Sent by Jonathan Stark on August 3rd, 2017

Why I prefer not to work with local clients
Sent by Jonathan Stark on August 2nd, 2017

Outreach planning
Sent by Jonathan Stark on August 2nd, 2017

Product ladder and outreach for JSC
Sent by Jonathan Stark on July 31st, 2017

Is the Why Conversation compatible with outreach?
Sent by Jonathan Stark on July 30th, 2017

[AUDIO] Ditching Hourly 031: The Subjective Value Of Money
Sent by Jonathan Stark on July 29th, 2017

Follow up on Mr. C’s Conundrum
Sent by Jonathan Stark on July 28th, 2017

Mr. C’s Hourly Conundrum
Sent by Jonathan Stark on July 27th, 2017

[AUDIO] Ditching Hourly 030: Can Agile Projects Be Value Priced? with guest Jason Mundok
Sent by Jonathan Stark on July 26th, 2017

Legalese, redux
Sent by Jonathan Stark on July 25th, 2017

Legalese
Sent by Jonathan Stark on July 24th, 2017

Trust is a two-way street
Sent by Jonathan Stark on July 23rd, 2017

The power of vulnerability
Sent by Jonathan Stark on July 22nd, 2017

Coaching vs Mentoring vs Retainer
Sent by Jonathan Stark on July 21st, 2017

The ambiguity of words
Sent by Jonathan Stark on July 20th, 2017

Reader feedback on offering maintenance packages
Sent by Jonathan Stark on July 19th, 2017

Should you give away your expertise?
Sent by Jonathan Stark on July 18th, 2017

Reader Question: Should I offer maintenance packages?
Sent by Jonathan Stark on July 17th, 2017

[VIDEO] “What an amazing opportunity to expand demand!”
Sent by Jonathan Stark on July 16th, 2017

Success story from Robert Friberg
Sent by Jonathan Stark on July 15th, 2017

[AUDIO] Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs
Sent by Jonathan Stark on July 14th, 2017

[AUDIO] Ditching Hourly 027: My Squirrel Guy
Sent by Jonathan Stark on July 13th, 2017

How to transition from laborious coding to advisory services
Sent by Jonathan Stark on July 12th, 2017

“How did you pick your niche?”
Sent by Jonathan Stark on July 11th, 2017

[AUDIO] What if you could write a month of code in a few seconds?
Sent by Jonathan Stark on July 10th, 2017

Shipping code is laborious
Sent by Jonathan Stark on July 9th, 2017

What was your last capital investment?
Sent by Jonathan Stark on July 8th, 2017

Reader feedback on how open source factors into the question of code reuse
Sent by Jonathan Stark on July 7th, 2017

Can I reuse code (and how do I charge for it)?
Sent by Jonathan Stark on July 6th, 2017

What is a client fears that you’ll share their secrets with a competitor?
Sent by Jonathan Stark on July 5th, 2017

Problems with specializing on a vertical market
Sent by Jonathan Stark on July 4th, 2017

Proposals as content marketing
Sent by Jonathan Stark on July 3rd, 2017

The real cost of repairing a lawnmower
Sent by Jonathan Stark on July 2nd, 2017

[AUDIO] Ditching Hourly 026: Why You Should Be Offering Guarantees
Sent by Jonathan Stark on July 1st, 2017

“the whooziwhatsits are misaligned”
Sent by Jonathan Stark on June 30th, 2017

“Are you on vacation or something?”
Sent by Jonathan Stark on June 29th, 2017

What is the endgame of freelancing?
Sent by Jonathan Stark on June 28th, 2017

Squirrel eviction day
Sent by Jonathan Stark on June 28th, 2017

Squirrels are eating my garage
Sent by Jonathan Stark on June 27th, 2017

“Hardly anyone gets paid when we are healthy”
Sent by Jonathan Stark on June 25th, 2017

The Tarp
Sent by Jonathan Stark on June 24th, 2017

From the Archive: “How my retainers work”
Sent by Jonathan Stark on June 23rd, 2017

How would you react?
Sent by Jonathan Stark on June 22nd, 2017

Reader question on value pricing for venture-backed, hardware IoT startups
Sent by Jonathan Stark on June 21st, 2017

How to determine your cost
Sent by Jonathan Stark on June 20th, 2017

Follow-up re: how to determine your cost
Sent by Jonathan Stark on June 20th, 2017

But what if I need to work?
Sent by Jonathan Stark on June 18th, 2017

Empathetic vs egocentric
Sent by Jonathan Stark on June 17th, 2017

[VIDEO] Make the logo bigger...
Sent by Jonathan Stark on June 15th, 2017

“How do I attract better clients?”
Sent by Jonathan Stark on June 15th, 2017

Twenty cents per keystroke
Sent by Jonathan Stark on June 13th, 2017

Shhh... mentoring program is open
Sent by Jonathan Stark on June 13th, 2017

Have you ever donated to charity?
Sent by Jonathan Stark on June 13th, 2017

How to identify the right kind of clients when you’re first starting out...
Sent by Jonathan Stark on June 11th, 2017

[AUDIO] Forecast: Why Hourly Billing Is Nuts with Jonathan Stark
Sent by Jonathan Stark on June 9th, 2017

“How can you convince a potential client that coding tests are not the best way to evaluate you?”
Sent by Jonathan Stark on June 8th, 2017

Clarification regarding coding tests...
Sent by Jonathan Stark on June 8th, 2017

“Can you value price through an agency?”
Sent by Jonathan Stark on June 6th, 2017

“Must a Why Conversation be done verbally?”
Sent by Jonathan Stark on June 5th, 2017

Hourly billing in the 23rd century
Sent by Jonathan Stark on June 4th, 2017

“Clients don’t value my work... what should I do?”
Sent by Jonathan Stark on June 3rd, 2017

Proceed with caution
Sent by Jonathan Stark on June 2nd, 2017

Counterpoint to “tracking hours is not required”
Sent by Jonathan Stark on June 1st, 2017

Tracking hours is not required
Sent by Jonathan Stark on May 31st, 2017

Chatting over potato salad
Sent by Jonathan Stark on May 30th, 2017

Value pricing is not evil
Sent by Jonathan Stark on May 28th, 2017

3 great replies from readers re job vs business
Sent by Jonathan Stark on May 27th, 2017

[AUDIO] Ditching Hourly 025: The Ethics of Hourly Billing with special guest Ron Baker
Sent by Jonathan Stark on May 26th, 2017

Reader question: “What’s the difference between having a business and having a job?”
Sent by Jonathan Stark on May 26th, 2017

“The result was astounding”
Sent by Jonathan Stark on May 24th, 2017

Reader question: “How do you reject a red flag prospect?”
Sent by Jonathan Stark on May 23rd, 2017

A story in three acts: excitement, disillusionment, and disaster
Sent by Jonathan Stark on May 22nd, 2017

Establishing “keep the lights gets on” money
Sent by Jonathan Stark on May 21st, 2017

[AUDIO] Ditching Hourly 024: Value Pricing Cuts Both Ways
Sent by Jonathan Stark on May 19th, 2017

“What do you do when a prospect exhibits red flags?”
Sent by Jonathan Stark on May 18th, 2017

Red Flags
Sent by Jonathan Stark on May 17th, 2017

Pick B
Sent by Jonathan Stark on May 16th, 2017

“Fair” warning
Sent by Jonathan Stark on May 16th, 2017

Answers from yesterday...
Sent by Jonathan Stark on May 13th, 2017

Quick question...
Sent by Jonathan Stark on May 12th, 2017

How do you value price research?
Sent by Jonathan Stark on May 11th, 2017

NDAs?
Sent by Jonathan Stark on May 10th, 2017

What about timesheets?
Sent by Jonathan Stark on May 9th, 2017

Following up on proposals like a pro
Sent by Jonathan Stark on May 8th, 2017

Time is not a resource, it’s a constraint
Sent by Jonathan Stark on May 7th, 2017

[AUDIO] Ron Baker and Ed Kless interview Tim Williams
Sent by Jonathan Stark on May 6th, 2017

Doesn’t giving away my time for free devalue me in the client’s eyes?
Sent by Jonathan Stark on May 5th, 2017

How do I justify a two hour time investment for a sales call?
Sent by Jonathan Stark on May 4th, 2017

How is a roadmap different from a Why Conversation?
Sent by Jonathan Stark on May 3rd, 2017

Would you rather land a $3,000 project or a $30,000 project?
Sent by Jonathan Stark on May 2nd, 2017

Multiply your head
Sent by Jonathan Stark on May 1st, 2017

Fighting Butterflies (update)
Sent by Jonathan Stark on April 30th, 2017

[AUDIO] Alan Weiss interview on Freelance Transformation
Sent by Jonathan Stark on April 29th, 2017

“Do you have experience in our industry?”
Sent by Jonathan Stark on April 28th, 2017

Fighting Butterflies
Sent by Jonathan Stark on April 27th, 2017

Big huge list of podcasts
Sent by Jonathan Stark on April 26th, 2017

Value pricing is not a license to print money
Sent by Jonathan Stark on April 25th, 2017

“The website is down!”
Sent by Jonathan Stark on April 24th, 2017

Reaching out to past clients for feedback
Sent by Jonathan Stark on April 23rd, 2017

Beating impostor syndrome
Sent by Jonathan Stark on April 22nd, 2017

Drumming up work in a hurry
Sent by Jonathan Stark on April 21st, 2017

foo
Sent by Jonathan Stark on April 19th, 2017

The Picasso Story
Sent by Jonathan Stark on April 18th, 2017

Time is not money, revisited
Sent by Jonathan Stark on April 17th, 2017

Time is not money
Sent by Jonathan Stark on April 16th, 2017

Can research projects be value priced?
Sent by Jonathan Stark on April 15th, 2017

Thought of the day: “You can’t make more time”
Sent by Jonathan Stark on April 14th, 2017

[AUDIO] Ditching Hourly 023: Converting Hourly Clients To Value Pricing
Sent by Jonathan Stark on April 13th, 2017

What do you do?
Sent by Jonathan Stark on April 12th, 2017

What if the client’s budget is absurdly low?
Sent by Jonathan Stark on April 11th, 2017

“What should I do if the client tells me the budget?”
Sent by Jonathan Stark on April 10th, 2017

[VIDEO] Bob’s Barbecue
Sent by Jonathan Stark on April 9th, 2017

Your answers to “Why would someone pay $5,795 for a used stainless steel Rolex Submariner?”
Sent by Jonathan Stark on April 8th, 2017

Why would someone pay $5795 for a used watch?
Sent by Jonathan Stark on April 7th, 2017

[AUDIO] Ditching Hourly 022: How To Grow Your Business Without Hiring
Sent by Jonathan Stark on April 6th, 2017

Reader question re How to set “no-brainer” prices
Sent by Jonathan Stark on April 5th, 2017

Two work related podcasts?
Sent by Jonathan Stark on April 4th, 2017

How to set “no-brainer” prices
Sent by Jonathan Stark on April 3rd, 2017

“How do I convert a client to value billing [sic]?”
Sent by Jonathan Stark on April 1st, 2017

Three Levels of Differentiation
Sent by Jonathan Stark on March 31st, 2017

Intangible qualities vs intangible benefits
Sent by Jonathan Stark on March 30th, 2017

Measuring friendliness
Sent by Jonathan Stark on March 29th, 2017

Confusion about intangible benefits
Sent by Jonathan Stark on March 28th, 2017

Leveraging your intangibles
Sent by Jonathan Stark on March 27th, 2017

Allie’s Donuts
Sent by Jonathan Stark on March 26th, 2017

[VIDEO] Effort distorts value
Sent by Jonathan Stark on March 25th, 2017

How much is your work worth?
Sent by Jonathan Stark on March 24th, 2017

Your client base is going to change
Sent by Jonathan Stark on March 23rd, 2017

A bit of housekeeping...
Sent by Jonathan Stark on March 22nd, 2017

What is growth?
Sent by Jonathan Stark on March 21st, 2017

follow-up question re “coding is bad for profits”
Sent by Jonathan Stark on March 20th, 2017

[AUDIO] The Deleterious Effects of Hourly Billing by Ron Baker and Ed Kless
Sent by Jonathan Stark on March 19th, 2017

“If coding is bad for profits, what am I supposed to sell?”
Sent by Jonathan Stark on March 18th, 2017

Follow-up re: The Cab Ride
Sent by Jonathan Stark on March 17th, 2017

The Cab Ride
Sent by Jonathan Stark on March 16th, 2017

The perverse incentive of support contracts
Sent by Jonathan Stark on March 15th, 2017

Monthly support contract vs unconditional bug-fix guarantee
Sent by Jonathan Stark on March 14th, 2017

“How do you define what’s a bug?”
Sent by Jonathan Stark on March 13th, 2017

Guarantees discourage “corner cutting”
Sent by Jonathan Stark on March 12th, 2017

You already guarantee your work
Sent by Jonathan Stark on March 11th, 2017

Types of guarantees
Sent by Jonathan Stark on March 10th, 2017

Bugs Burger’s Unconditional Guarantee
Sent by Jonathan Stark on March 9th, 2017

[AUDIO] Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca
Sent by Jonathan Stark on March 8th, 2017

follow-up re: value pricing with agile projects
Sent by Jonathan Stark on March 7th, 2017

Does value pricing works with agile projects?
Sent by Jonathan Stark on March 6th, 2017

“How will you measure whether the site paid for itself?”
Sent by Jonathan Stark on March 5th, 2017

Would I be happier if the agency took MORE time to deliver?
Sent by Jonathan Stark on March 4th, 2017

“How would you handle a value conversation with a new startup?”
Sent by Jonathan Stark on March 3rd, 2017

“How can someone who can’t be on call 24/7 offer retainers that aren’t defined as a block of hours?”
Sent by Jonathan Stark on March 2nd, 2017

“How can I guarantee an ROI when my clients don’t heed my advice?”
Sent by Jonathan Stark on March 1st, 2017

“Why would someone hire a freelancer to build his web site if the client can build it using WIX?”
Sent by Jonathan Stark on February 28th, 2017

“Why would you get the project if someone bid £20,000 less?”
Sent by Jonathan Stark on February 27th, 2017

[AUDIO] Ditching Hourly 020: Is Value Pricing Immoral?
Sent by Jonathan Stark on February 25th, 2017

What do luxury watches have to do with selling software services?
Sent by Jonathan Stark on February 24th, 2017

“How to price design services” by Chris Do
Sent by Jonathan Stark on February 24th, 2017

“Isn’t it immoral to charge different prices for essentially the same work?”
Sent by Jonathan Stark on February 22nd, 2017

Kneejerk reactions to value pricing refuted
Sent by Jonathan Stark on February 21st, 2017

[VIDEO] “Researching my target market online”
Sent by Jonathan Stark on February 20th, 2017

Follow-up questions for “Stephen Colbert” answered
Sent by Jonathan Stark on February 19th, 2017

Success story from reader Mike Dougherty
Sent by Jonathan Stark on February 18th, 2017

[AUDIO] Ditching Hourly 019: Can Any Type Of Project Be Value Priced?
Sent by Jonathan Stark on February 17th, 2017

“I’m actually winning projects at 10x the hourly rate I used to make”
Sent by Jonathan Stark on February 16th, 2017

Answers to “How is X is in your client’s best interest?”
Sent by Jonathan Stark on February 15th, 2017

How could these tactics possibly be in the best interest of my clients?
Sent by Jonathan Stark on February 14th, 2017

Freebies
Sent by Jonathan Stark on February 13th, 2017

The Plow Guy
Sent by Jonathan Stark on February 12th, 2017

Success story from reader Lee Carter
Sent by Jonathan Stark on February 11th, 2017

Clients want projects completed as quickly as possible
Sent by Jonathan Stark on February 10th, 2017

[AUDIO] How Much Should I Charge Clients?
Sent by Jonathan Stark on February 9th, 2017

“hey, this is cool, but you gotta pay me more”
Sent by Jonathan Stark on February 8th, 2017

Old me vs new me
Sent by Jonathan Stark on February 7th, 2017

The patient sees the symptom, not the disease
Sent by Jonathan Stark on February 6th, 2017

[HBIN] Download links for the slides and templates in the “How To” videos
Sent by Jonathan Stark on February 5th, 2017

Reader question: “How do you get access to the economic buyer?”
Sent by Jonathan Stark on February 5th, 2017

What’s the ROI on a latte?
Sent by Jonathan Stark on February 4th, 2017

Success story from reader Lisa Ellington
Sent by Jonathan Stark on February 3rd, 2017

Reader question: “How do you balance running two completely different businesses?”
Sent by Jonathan Stark on February 2nd, 2017

What about clients who don’t fit your new target market?
Sent by Jonathan Stark on February 1st, 2017

Reinventing JSC
Sent by Jonathan Stark on January 31st, 2017

“I’ll fix bugs, do tweaks, and answer questions indefinitely”
Sent by Jonathan Stark on January 30th, 2017

“Nobody ever gets speaker’s block”
Sent by Jonathan Stark on January 29th, 2017

Success story from reader Michael Schofield
Sent by Jonathan Stark on January 28th, 2017

Dogfooding -> Rolodex Moments
Sent by Jonathan Stark on January 27th, 2017

Grab a coffee... this is a long one
Sent by Jonathan Stark on January 26th, 2017

Dogfooding -> The Fear
Sent by Jonathan Stark on January 25th, 2017

[AUDIO] Ditching Hourly 018: Ten Ways To Attract Your Ideal Buyer
Sent by Jonathan Stark on January 24th, 2017

Dogfooding -> The first step
Sent by Jonathan Stark on January 23rd, 2017

How I get my kicks these days
Sent by Jonathan Stark on January 22nd, 2017

11 ways to attract your ideal buyers
Sent by Jonathan Stark on January 21st, 2017

How to handle multiple prospects simultaneously
Sent by Jonathan Stark on January 20th, 2017

[AUDIO] Ditching Hourly 017: Escape Hourly Billing with Productized Services with guest Kurt Elster
Sent by Jonathan Stark on January 19th, 2017

The Highlighter Analogy
Sent by Jonathan Stark on January 18th, 2017

[AUDIO] Ditching Hourly 016: High-Touch, Low-Touch, and Leverage
Sent by Jonathan Stark on January 17th, 2017

Back to basics -> focus on outcomes
Sent by Jonathan Stark on January 16th, 2017

[AUDIO] Stop asking your clients for their uneducated opinion
Sent by Jonathan Stark on January 15th, 2017

“He costs twice what my other designer did. And I am so very happy to pay it!”
Sent by Jonathan Stark on January 14th, 2017

Back to basics -> revenue is a vanity metric
Sent by Jonathan Stark on January 13th, 2017

Back to basics -> clients don’t want your time
Sent by Jonathan Stark on January 12th, 2017

Back to basics -> my guiding principle
Sent by Jonathan Stark on January 11th, 2017

Interim reading on retainers
Sent by Jonathan Stark on January 10th, 2017

Confusion about retainers...
Sent by Jonathan Stark on January 9th, 2017

For your Sunday viewing pleasure...
Sent by Jonathan Stark on January 8th, 2017

Don’t try to sell a retainer in the proposal
Sent by Jonathan Stark on January 7th, 2017

re retainer: Q&A about those relentless follow-ups
Sent by Jonathan Stark on January 6th, 2017

Okay, where were we...? Ah yes, retainers!
Sent by Jonathan Stark on January 5th, 2017

Couldn’t find where to enter the coupon code?
Sent by Jonathan Stark on January 5th, 2017

[HBIN2] Your discount expires in 9 hours (Not HBIN1 Owners)
Sent by Jonathan Stark on January 4th, 2017

Your discount expires in 9 hours
Sent by Jonathan Stark on January 4th, 2017

Last chance before discount expires
Sent by Jonathan Stark on January 4th, 2017

Last chance before discount expires forever
Sent by Jonathan Stark on January 4th, 2017

FYI - your discount expires in 24 hours
Sent by Jonathan Stark on January 3rd, 2017

Your thank you codes
Sent by Jonathan Stark on January 2nd, 2017

Thanks!
Sent by Jonathan Stark on January 2nd, 2017

Aaaand... here’s the link... DERP!
Sent by Jonathan Stark on January 2nd, 2017

How I keep retainer clients from abusing my time
Sent by Jonathan Stark on January 1st, 2017

Example retainer sales page
Sent by Jonathan Stark on December 31st, 2016

Special thanks for buying Hourly Billing is Nuts
Sent by Jonathan Stark on December 30th, 2016

Do not buy my book today
Sent by Jonathan Stark on December 30th, 2016

What exactly is a retainer?
Sent by Jonathan Stark on December 29th, 2016

Reader questions re “What went right in 2016?”
Sent by Jonathan Stark on December 28th, 2016

What went right in 2016?
Sent by Jonathan Stark on December 27th, 2016

[AUDIO] Ditching Hourly 015: Building a Product Ladder
Sent by Jonathan Stark on December 23rd, 2016

The difference between menu pricing and productized services
Sent by Jonathan Stark on December 22nd, 2016

Examples of productized services in the wild
Sent by Jonathan Stark on December 21st, 2016

Bob isn’t Alice (and other truths about $250k WordPress sites...)
Sent by Jonathan Stark on December 20th, 2016

[VIDEO] Salary negotiation, Stamper style
Sent by Jonathan Stark on December 19th, 2016

More things to do “in the dark”
Sent by Jonathan Stark on December 18th, 2016

Building business assets “in the dark”
Sent by Jonathan Stark on December 17th, 2016

Where do productized services fit into your product ladder?
Sent by Jonathan Stark on December 16th, 2016

Reader questions re pricing productized services
Sent by Jonathan Stark on December 15th, 2016

How to price your productized service
Sent by Jonathan Stark on December 14th, 2016

[AUDIO] Ditching Hourly 014: Productized Services
Sent by Jonathan Stark on December 13th, 2016

More detail on working with startups...
Sent by Jonathan Stark on December 12th, 2016

Reader question: “How to assess value for startups?”
Sent by Jonathan Stark on December 11th, 2016

Reader question: “How would you manage value pricing for a non-profit organization?”
Sent by Jonathan Stark on December 9th, 2016

More info re value pricing for non-profit organizations
Sent by Jonathan Stark on December 9th, 2016

[AUDIO] Ditching Hourly 013: The 8 Steps to Value Pricing with special guest Ron Baker
Sent by Jonathan Stark on December 8th, 2016

“It was truly amazing”
Sent by Jonathan Stark on December 7th, 2016

Some answers re Indecisive Carpenter clip
Sent by Jonathan Stark on December 6th, 2016

Raw nerve
Sent by Jonathan Stark on December 4th, 2016

“Are you okay with this hinge?”
Sent by Jonathan Stark on December 3rd, 2016

How to command premium rates
Sent by Jonathan Stark on December 2nd, 2016

Deliverables != Benefits
Sent by Jonathan Stark on December 1st, 2016

Gut check...
Sent by Jonathan Stark on November 30th, 2016

[AUDIO] Ditching Hourly 012: 100% Up-Front
Sent by Jonathan Stark on November 29th, 2016

“What if a prospect asks why I need to know the value of the project?”
Sent by Jonathan Stark on November 28th, 2016

The Dish Soap Experiment
Sent by Jonathan Stark on November 27th, 2016

Follow-up re: “I absolutely killed it!”
Sent by Jonathan Stark on November 26th, 2016

“I absolutely killed it!”
Sent by Jonathan Stark on November 25th, 2016

How to leverage public speaking events
Sent by Jonathan Stark on November 23rd, 2016

No Compromises
Sent by Jonathan Stark on November 22nd, 2016

Ready for some Nuts?
Sent by Jonathan Stark on November 21st, 2016

Give the gift of Nuts ;-)
Sent by Jonathan Stark on November 21st, 2016

Tiny follow-up to “public speaking tips”
Sent by Jonathan Stark on November 20th, 2016

Public speaking tips
Sent by Jonathan Stark on November 19th, 2016

Sharing your expertise for fun and profit
Sent by Jonathan Stark on November 18th, 2016

It’s hard to know when to shut up...
Sent by Jonathan Stark on November 17th, 2016

[AUDIO] Ditching Hourly 011: How To Write Proposals That Close
Sent by Jonathan Stark on November 16th, 2016

3 steps to defining what makes you uniquely different from your competitors:
Sent by Jonathan Stark on November 15th, 2016

You are what you eat
Sent by Jonathan Stark on November 14th, 2016

Profit isn’t always measured in dollars...
Sent by Jonathan Stark on November 13th, 2016

What should your ideal clients expect as a result of hiring you?
Sent by Jonathan Stark on November 12th, 2016

Q&A: “Do I REALLY have to ask the Why Me questions?”
Sent by Jonathan Stark on November 11th, 2016

[AUDIO] Ditching Hourly 010: The Why Conversation
Sent by Jonathan Stark on November 10th, 2016

18 examples of differentiation
Sent by Jonathan Stark on November 9th, 2016

The Great Banana Mystery
Sent by Jonathan Stark on November 8th, 2016

[AUDIO] Ditching Hourly 009: Making the Leap to Value Pricing with guest James Jeffers
Sent by Jonathan Stark on November 7th, 2016

How to differentiate yourself from the competition
Sent by Jonathan Stark on November 6th, 2016

Follow-up question re “But you’re twice as much as the next bid!”
Sent by Jonathan Stark on November 5th, 2016

“So... what do you do?”
Sent by Jonathan Stark on November 4th, 2016

How do you respond to a client who exclaims “But you’re twice as much as the next bid!”
Sent by Jonathan Stark on November 4th, 2016

Why would someone pay $2500+ for a children’s toy that is roughly the size of a cough drop?
Sent by Jonathan Stark on November 2nd, 2016

[AUDIO] Ditching Hourly 008: The Hourly Trap
Sent by Jonathan Stark on November 1st, 2016

Your awesome replies to the 21 rewrites...
Sent by Jonathan Stark on October 31st, 2016

[AUDIO] From generalist to specialist with Philip Morgan
Sent by Jonathan Stark on October 30th, 2016

“Cheapest” is not the unique difference you’re looking for...
Sent by Jonathan Stark on October 29th, 2016

The 21 Rewrites
Sent by Jonathan Stark on October 28th, 2016

The 21 Positioning Statements
Sent by Jonathan Stark on October 27th, 2016

3 common mistakes when writing your laser-focused positioning statement
Sent by Jonathan Stark on October 26th, 2016

[AUDIO] Ditching Hourly 006: The Red Balloon
Sent by Jonathan Stark on October 25th, 2016

Laser-focused positioning statement review #1
Sent by Jonathan Stark on October 24th, 2016

Crystalizing your specialization
Sent by Jonathan Stark on October 23rd, 2016

No particular focus produces no particular result
Sent by Jonathan Stark on October 22nd, 2016

What sort of client WOULD NOT want to hire a specialist?
Sent by Jonathan Stark on October 21st, 2016

Strategy is focus
Sent by Jonathan Stark on October 21st, 2016

How to decrease the impact of a prospect not hiring you
Sent by Jonathan Stark on October 19th, 2016

Thanks for the support!
Sent by Jonathan Stark on October 18th, 2016

Ditching Hourly is now available
Sent by Jonathan Stark on October 17th, 2016

Specialization allows you to rapidly create a body of work
Sent by Jonathan Stark on October 16th, 2016

Debunking the top three fears of specialization
Sent by Jonathan Stark on October 15th, 2016

How to increase the likelihood of prospects hiring you
Sent by Jonathan Stark on October 14th, 2016

If I always start by trying to talk the client out of hiring me, how will I ever get hired?
Sent by Jonathan Stark on October 13th, 2016

Do clients ever get annoyed by all those Why questions?
Sent by Jonathan Stark on October 12th, 2016

[VIDEO] First CityWide Change Bank
Sent by Jonathan Stark on October 11th, 2016

Making change
Sent by Jonathan Stark on October 10th, 2016

Reader question about the “Why Me?” category
Sent by Jonathan Stark on October 9th, 2016

Three categories of Why
Sent by Jonathan Stark on October 8th, 2016

Stated goals vs actual goals
Sent by Jonathan Stark on October 7th, 2016

Why I would happily pay ten bucks for a dollar
Sent by Jonathan Stark on October 6th, 2016

Success story from reader Justin Miller
Sent by Jonathan Stark on October 5th, 2016

Have you ever thought about the word “freelance”?
Sent by Jonathan Stark on October 4th, 2016

How to convert hourly clients to the value priced model?
Sent by Jonathan Stark on October 3rd, 2016

[VIDEO] Steve Ballmer rants about KOLCs
Sent by Jonathan Stark on October 1st, 2016

Clients have no use for code
Sent by Jonathan Stark on September 30th, 2016

Can agile projects be value based?
Sent by Jonathan Stark on September 29th, 2016

You’ve got to give yourself some runway...
Sent by Jonathan Stark on September 28th, 2016

[AUDIO] Three Simple Ways to Transition to a Value Pricing Model
Sent by Jonathan Stark on September 27th, 2016

The Helicopter Option
Sent by Jonathan Stark on September 26th, 2016

Can every type of project to be value priced?
Sent by Jonathan Stark on September 25th, 2016

“How do I value price design services?”
Sent by Jonathan Stark on September 24th, 2016

How my retainers work...
Sent by Jonathan Stark on September 23rd, 2016

The Expensive Problem Podcast
Sent by Jonathan Stark on September 22nd, 2016

When your developers charge you by the hour - LOL!
Sent by Jonathan Stark on September 21st, 2016

Success story from reader James Jeffers
Sent by Jonathan Stark on September 20th, 2016

The Red Balloon
Sent by Jonathan Stark on September 19th, 2016

The Subjective Theory of Value
Sent by Jonathan Stark on September 18th, 2016

[AUDIO] Setting Value-Based Prices When The Value is Hard to Determine
Sent by Jonathan Stark on September 17th, 2016

An honest day’s work for an honest day’s pay
Sent by Jonathan Stark on September 16th, 2016

The convenience of money
Sent by Jonathan Stark on September 15th, 2016

What’s it worth to ya?
Sent by Jonathan Stark on September 14th, 2016

Pressure to “grow” your business?
Sent by Jonathan Stark on September 13th, 2016

The Path to Value Pricing (Find Your Moose edition)
Sent by Jonathan Stark on September 12th, 2016

What about: “Sorry, company policy expressly prohibits advance payment for services”
Sent by Jonathan Stark on September 11th, 2016

Just say no to spec
Sent by Jonathan Stark on September 10th, 2016

Solo vs firm?
Sent by Jonathan Stark on September 9th, 2016

[VIDEO] Pigeonhole Yourself conference session
Sent by Jonathan Stark on September 8th, 2016

How to respond to “It’s Not Up To Us” discount requests
Sent by Jonathan Stark on September 7th, 2016

How to respond to “We’ll Never Get This Through Accounting” discount requests
Sent by Jonathan Stark on September 6th, 2016

How to respond to “How About We Treat You Like An Employee?” discount requests
Sent by Jonathan Stark on September 5th, 2016

My most useful resources...
Sent by Jonathan Stark on September 4th, 2016

Presumptive non-profit request
Sent by Jonathan Stark on September 3rd, 2016

Webcast recording available for “The Hourly Trap”
Sent by Jonathan Stark on September 2nd, 2016

Closing the loop
Sent by Jonathan Stark on September 1st, 2016

How to respond to “You’re The Most Expensive” discount requests
Sent by Jonathan Stark on August 31st, 2016

How to respond to “Pay Your Dues” discount requests
Sent by Jonathan Stark on August 30th, 2016

Reader question about not listing discounts as a line item
Sent by Jonathan Stark on August 29th, 2016

How to respond to “Peace, Love, and Happiness” discount requests
Sent by Jonathan Stark on August 28th, 2016

New webcast scheduled: “The Hourly Trap”
Sent by Jonathan Stark on August 27th, 2016

Reader question about my “business case” line
Sent by Jonathan Stark on August 26th, 2016

How to respond to “Sharpen Your Pencils” discount requests
Sent by Jonathan Stark on August 25th, 2016

How to respond to “We’re Broke” discount requests
Sent by Jonathan Stark on August 24th, 2016

How to respond to “How Hard Can It Be?” discount requests
Sent by Jonathan Stark on August 23rd, 2016

Just Say No
Sent by Jonathan Stark on August 22nd, 2016

The 9 types of discounts clients ask for
Sent by Jonathan Stark on August 21st, 2016

Some surprising angles re client discounts
Sent by Jonathan Stark on August 20th, 2016

Audio interlude
Sent by Jonathan Stark on August 19th, 2016

Up next: “Can we get a discount?”
Sent by Jonathan Stark on August 18th, 2016

How to respond to “Have you done work like this before?”
Sent by Jonathan Stark on August 17th, 2016

Follow up regarding refunds...
Sent by Jonathan Stark on August 16th, 2016

How to respond to “Do you guarantee your work?”
Sent by Jonathan Stark on August 15th, 2016

Strategy is focus
Sent by Jonathan Stark on August 14th, 2016

More tough questions?
Sent by Jonathan Stark on August 13th, 2016

How to write proposals that close
Sent by Jonathan Stark on August 12th, 2016

How to respond to “Can you give me a ballpark?”
Sent by Jonathan Stark on August 11th, 2016

The Why Conversation
Sent by Jonathan Stark on August 10th, 2016

What to ask next...
Sent by Jonathan Stark on August 9th, 2016

How to respond to “How do you price your work?”
Sent by Jonathan Stark on August 6th, 2016

How to respond to “What’s your hourly rate?”
Sent by Jonathan Stark on August 5th, 2016

Learning your lines...
Sent by Jonathan Stark on August 3rd, 2016

How to politely push back on arbitrary project deadlines in the sales process
Sent by Jonathan Stark on August 2nd, 2016

Financial incentives, expensive problems, and slaying deadlines
Sent by Jonathan Stark on August 1st, 2016

The fish grows to the size of the bowl
Sent by Jonathan Stark on July 29th, 2016

B-Team Pirate Radio
Sent by Jonathan Stark on July 28th, 2016

Not all deadlines are bad
Sent by Jonathan Stark on July 27th, 2016

Imagine for a sec that you’re a wedding planner...
Sent by Jonathan Stark on July 26th, 2016