Have you ever actually worked out what your hourly rate is?
Series: Selling With Confidence.
Cohost: Adrian Fadini from Trained to Sell
Selling With Confidence Overview.
Sales is NOT a dirty word!
This is part one of the Selling With Confidence series, named Knowing Your Hourly Rate, with Adrian Fadini from Trained to Sell.
As a former plumber himself, Adrian has a very unique approach to sales. Adrian founded and sold a Sydney based maintenance plumbing company, named Plumber To The Rescue and since he left that company, he has been able to focus on his true passion of sales.
To hear more about Adrian’s story, go and check out episode TSS059.
In this series, I have asked Adrian to enlighten us with some of his knowledge and teachings relating to sales within the trades. I hear a lot of people tell me they don’t like selling, or they don’t know how to sell correctly, however every trade based organisation on the planet is in the business of sales, so being ‘good at it’, or ‘not liking it’ is of little relevance.
We all need to get over our fear of selling. As Adrian says, “selling is about providing a solution to a problem”. This series of podcasts are coming from a man that has certainly been in the trenches as a tradesman. Adrian managed to achieve in his plumbing business, what most business owners only dream of one day being able to do. Building a business that can be acquired.
Episode 1, Knowing Your Hourly Rate
What are you worth? No I mean, what are you actually worth? Have you ever actually sat down and worked out what you hourly rate needs to be in order for you to make money?
It’s really simple to start a business and think that by charging less than your competitors, you’re cleverly outsmarting the rest of the market, however the reality is far more confronting.
The majority of business today do not succeed due to the fact that they are not charging the right amounts of money. It might feel like they do, however once they dive in and look at the numbers, at the end of the day their often losing money.
Understanding your true overheads is paramount in the success of any business. If you’re out there charging $80/hr, are you taking into consideration things like:
- Office expenses
- Tools
- Vehicle costs
- Staff
- Insurances
- Phone and internet
- Marketing
- Travel time, etc.
In this awesome podcast, Adrian breaks down the hourly rate barrier and pitches it perfectly towards tradies and contractors. Coming from that background himself, he knows how to make it very relatable and applicable.
Enjoy episode one and leave us some comments if you like it.
Adrian has very generously offered to off you these amazing two business tools for absolutely FREE.
1. The ‘Discounting Dangers’ matrix, which shows you the dangers of discounting your price (and it also shows you the advantages of raising your prices).
2. Trained To Sell’s simple overhead calculator.
Make sure you get hold of these tools. They’re game changers!
