In a recent LinkedIn post, Christine Carrillo discusses the critical importance for professionals to value their expertise and charge based on the impact and years of experience, rather than solely on the time spent. Carrillo challenges the common tendency among many to undervalue their skills, often stemming from a sense of guilt when pricing services that have been honed over years of dedicated learning and practice.
Carrillo emphasizes that the perceived ease of executing a perfected skill should not diminish its value. The core of her argument is that true worth lies in the outcomes delivered, not just the hours clocked. She highlights several key reasons why pricing remains a significant challenge for many professionals:
“Most people struggle with pricing because: 1. They think in hours, not impact. ↳ Clients see the time spent, not the years of learning behind it.”
As Christine Carrillo points out, this hourly mindset creates a disconnect where clients may only perceive the immediate time investment, failing to recognize the extensive knowledge, strategic thinking, and problem-solving capabilities that underpin the service. This invisible work, she argues, is where much of the true value resides.
The Pitfalls of Pricing Comparisons
Carrillo also addresses the detrimental habit of comparing oneself to others in the market, particularly when it comes to pricing. She asserts that simply because a competitor offers services at a lower rate does not invalidate the pricing of those with more developed expertise and a proven track record of delivering results.
“2. They compare you to the wrong people. ↳ Just because someone can do it cheaper doesn’t mean they should.”
According to Christine Carrillo, such comparisons are misleading and can lead professionals to undercharge, thereby devaluing their own specialized knowledge. The focus, she suggests, should be on the unique value proposition and the specific impact delivered to the client, rather than market noise.
Understanding the ‘Invisible Work’
A significant portion of Carrillo’s post is dedicated to the concept of ‘invisible work.’ This encompasses the strategic planning, complex problem-solving, and deep-seated expertise that clients may not directly see but are essential for achieving desired outcomes. These elements, she contends, are invaluable and should be reflected in pricing.
“3. They don’t understand the invisible work. ↳ Strategy, problem-solving, and deep expertise aren’t visible, but they’re invaluable.”
Christine Carrillo encourages professionals to be confident in their pricing, framing their expertise not as an expenditure for the client, but as a strategic investment that yields significant returns. She advocates for an unapologetic stance on one’s worth, urging professionals to align their charges with the substantial value they bring.
Navigating Price Objections
Carrillo shares a direct approach to handling price objections, illustrating her philosophy with a firm response to potential clients who find her services out of their budget.
“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.'”
This assertive stance, as outlined by Christine Carrillo, underscores her belief that clear communication about value and expectations from the outset is crucial. It filters out potential clients who may not be ready or willing to invest in high-level expertise, ensuring that her time is spent with those who truly understand and appreciate the value of her services. She concludes by prompting her audience to consider their own experiences with pricing justification and encouraging them to share their thoughts, fostering a broader conversation on professional valuation.
📝 About This Content
This article is based on insights shared by Christine Carrillo on LinkedIn.
📅 Originally posted on August 4, 2026 | View original post on LinkedIn →