In a recent LinkedIn post, Christine Carrillo, a business consultant, discusses the common struggle many professionals face when it comes to pricing their services, advocating for a shift from hourly rates to valuing the accumulated expertise and delivered results.
Carrillo highlights a pervasive issue where skilled individuals undervalue their offerings due to a perceived guilt associated with charging for skills honed over years of practice. She emphasizes that the apparent ease with which experienced professionals operate should not diminish the perceived value of their work.
“Your experience makes it look easy, but that doesn’t make it less valuable.”
The consultant argues that the true value lies not in the time spent on a task, but in the impact and results achieved for the client. Carrillo identifies several key reasons why pricing remains a challenge for many:
Understanding the Roots of Pricing Hesitation
Carrillo points out that professionals often fall into pricing traps because they think in terms of hours rather than the broader impact of their work. This perspective fails to account for the extensive learning and development that underpins their skills. As she states:
“Clients see the time spent, not the years of learning behind it.”
Furthermore, Carrillo addresses the tendency for individuals to compare their pricing to others who may offer services at a lower cost. She contends that this comparison is often misguided, asserting that the availability of cheaper alternatives does not invalidate the value of a higher-quality, expertise-driven service.
The Invisible Value of Expertise
A significant part of Carrillo’s argument centers on the ‘invisible work’ that clients may not readily perceive but is crucial to delivering exceptional outcomes. This includes strategic thinking, complex problem-solving, and the deep-seated expertise that forms the foundation of a professional’s offering. According to Carrillo:
“Strategy, problem-solving, and deep expertise aren’t visible, but they’re invaluable.”
Carrillo also shared a direct response she gives to potential clients who express that her services are out of their price range. This firm stance underscores her belief in the value she provides:
“When someone says, ‘I want to work with you, but you’re out of my price range.’ I reply, ‘Then we have nothing to talk about.'”
She encourages professionals to be unapologetic about their worth, framing their expertise not as a mere expense for clients, but as a strategic investment. Carrillo’s overarching message is a call to action for professionals to accurately assess and charge for the true value of their accumulated knowledge and the tangible results they deliver.
📝 About This Content
This article is based on insights shared by Christine Carrillo on LinkedIn.
📅 Originally posted on September 11, 2026 | View original post on LinkedIn →