Want to raise your rates? Don’t start with pricing.

Hey,

If you want to be paid a premium for the work you do, remember this…

There’s an old Henry Ford story I keep coming back to.

A factory assembly line breaks down.
The most brilliant engineers can’t figure it out.
Finally, a consultant — Charles Proteus Steinmetz — is brought in.

He walks the line for two days.
Listens. Watches. Studies.
Then gently turns one single screw.

The machines roar back to life.

He hands over an invoice: $10,000.
They balk — “For turning one screw?”

His reply?
“$1 for turning the screw. $9,999 for knowing which screw to turn.”

Here’s the truth buried in that story:

👉 Commanding a premium doesn’t come from describing what you do.
👉 It comes from the problem you solve.

It’s not about turning the screw.
It’s about the assembly line that’s losing thousands by the hour.
It’s about the pressure, the delay, the breakdown no one else could fix.

That’s what gets paid.

So if you want to raise your rates, sell with more ease, and attract clients who deeply respect your work…

Stop listing your tools.
Start speaking to the real problem you solve.
Because when you do?
Turning a screw becomes very, very valuable.

More soon,