How to Free Yourself From Low Pay Work with Murray Cowell
Jun 02, 2025How to Get Paid What You're Worth and Grow as an Entrepreneur
When you're starting out as an entrepreneur, there's a lot of excitement—and a lot of challenges. In a powerful episode of the Scaling Therapy Practice podcast, host James Marland sat down with Murray Cowell from Accelerando, LTD, to talk about getting paid what you're worth and the slow but steady growth that entrepreneurs experience.
This conversation offers not just advice but real-life experience. Let’s dive into some of the golden lessons shared. Therapists, coaches, and experts alike can learn how to get paid what you are worth.
The Problem with Low Pay and How to Overcome It
“If you can't differentiate yourself from other people... the only differentiator becomes price,” Murray Cowell pointed out. This is a trap many fall into. When clients can’t see a clear difference between service providers, they choose the cheapest option. This pushes entrepreneurs to undercharge and overwork just to stay afloat.
Murray explained that without standing out, you're stuck on a hamster wheel—running harder but not getting anywhere. The solution? Differentiate yourself. Specialize in one thing and become known for it. Pick a niche and focus deeply. As he says, “focus on just doing one thing and doing that one thing really well”.
The Messy Middle: Every Entrepreneur's Journey
Murray’s story wasn’t a straight shot to success. Like many entrepreneurs, he experienced what he called the “messy middle.”
Starting in corporate HR and training, Murray transitioned into entrepreneurship in the late '90s. He ran both a training company and an email marketing agency simultaneously—until he realized that splitting his focus held him back.
He also shared a particularly tough moment: he spent months developing an online course, backed by £15,000 in marketing, only to sell seven seats. “It was devastating,” he admitted. But he learned a vital lesson—you must co-create with your audience. Instead of assuming what they want, involve them in the process. This approach shaped his future programs and helped him rebuild smarter and stronger.
Overcoming Shiny Object Syndrome
Entrepreneurs are idea machines, but Murray warns about the dangers of shiny object syndrome—getting distracted by new ideas rather than sticking to one goal.
He offered a simple but profound insight: "It’s okay to explore, but do it consciously." Know when you're veering off your path and make sure it’s a choice, not an accident. Murray’s advice is clear—if you want to grow, focus is your best friend.
Raising Your Rates Without Losing Clients
How do you charge what you’re worth? First, understand the true value you bring. Many freelancers and trainers accept lower rates because they think it’s easier to get work that way. However, Murray stressed that when you can articulate your value and differentiate yourself, clients will gladly pay more.
As he put it: "A solo freelancer can charge two to three times what they’d make as an associate". This not only frees up time but also boosts confidence and business growth.
The Power of Belief
Wrapping up the conversation, Murray shared a powerful thought: successful entrepreneurs have the ability to “stay deluded”—in a good way.
In his words: “It isn't hard to find someone willing to tell you why your ideas aren't gonna work... [entrepreneurs] have unwavering self-belief even when the evidence says otherwise”. Persistence, resilience, and a bit of positive delusion are key traits that separate those who succeed from those who give up too soon.
Key Takeaways
- Differentiate yourself to avoid competing on price.
- Focus on one thing and do it exceptionally well.
- Co-create with your audience to make products they really want.
- Be aware of shiny object syndrome and choose your focus wisely.
- Raise your rates based on the true value you provide.
- Stay "deluded" in your belief, especially during tough times.
Entrepreneurship isn’t about overnight success. It's about iterative growth, learning from mistakes, and staying committed to your mission.
Resources
- Murray Cowell’s Website: Accelerando.co.uk
- Client Find Club (Free for trainers, coaches, and consultants): clientfind.club
- Podcast Host: James Marland - Scaling Therapy Practice Podcast
Course Creation Planning Worksheet Download
Subscription give you weekly updates on blogs, podcasts, webinars, and offers from CCS and their partners. We hate SPAM. We will never sell your information, for any reason.
