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The most valuable thing about you is not what you do ...
Are you an expert?
Let me ask you a question. Are you an expert?
Do you know your way around React?
Can you make things happen with Laravel?
Does .net quake in fear when you fire up VSCode?
That's amazing. Being an expert is something to be proud of.
But do your clients care?
It might seem like they care. They might ask you about your experience. They might even test you on your skills.
But, really, do they care?
The harsh answer is "no".
Your clients only want to know three things.
- Do you understand what they want to achieve?
- Is the outcome worth the fee you’re charging?
- How big is the risk in hiring you?
Your expertise, your skills, they are just a partial answer to the third question.
You also need to answer the first two questions. And if you don't the clients you attract will fill them in for you. By micro-management. By complaining about price. By doing everything they can to reduce the risk to their business.