I was talking to a fellow freelancer the other day. We discussed the constant pressure to lower prices. It got me thinking about what really makes a professional valuable. The truth is, the real goal isn't to be the cheapest. It's to be the one who brings the most value.
The Cost of Doing
In today's market, many people feel they must win on price, but competing this way is a bad idea. It's a race to the bottom that leads to low pay and the feeling of being easily replaced. When you only sell your time, you become like any other product. The real issue for a company isn't your price. It’s the money they lose from not solving their problems. Your job is to fix those problems, not just sell your time.
From Doer to Thinker
As AI gets better at simple tasks, the work of a "doer" is at risk. An AI can follow instructions, but it can't think for itself. A real professional is a thinker. A thinker knows how to take a step back and see the big picture. They give you a vision to solve problems that don't have a simple answer. More importantly, a thinker never just points out a problem—they always come with a solution. To stay relevant, you must stop just doing tasks. You must challenge the initial need and ask why a project is needed. This is how you make sure your work gives a real return on investment (ROI).
The Story of Value
After you change your mindset, you have to talk about it the right way. Just listing your skills is not enough. You must formalize your experience and tell a compelling story. The professional who brings the most value isn't the cheapest, but they can show a client they understand their business problems on a deep level. Your story should prove you are more than a service provider—you are a partner. You need to show how your unique skills will fix their specific problems and bring real value over the long run.
Ultimately, your mindset is what matters most. By focusing on solving big problems, you stop selling your time and start selling a vision.