Here’s a hard truth from my guest, Blair Enns of Win Without Pitching:
You’ve probably been undercharging for your services for a very long time. Let’s change that right now.
Blair, a sales trainer and pricing expert specializing in helping creative professionals, is revolutionizing the way they – and professional service providers, too – sell their services.
He has techniques for taking back the power in your relationships with clients that will maximize your growth and profits.
He’ll also share…
- A systemized way to set prices for any project or any client
- The “Meet in the Middle” technique for getting the fee you want
- Why taking any project that comes your way loses you money
- How to sell your value instead of your time
- The right way to set up retainer agreements
- And more
Episode Timeline:
00:11 Today Steve speaks with Blair Enns, the founder and CEO of Win Without Pitching, an expert in the field of creative service pricing.
01:46 Blair explains how he became an expert in creative professional selling.
05:16 In creative services, the buyer has the power.
09:36 Blair gives us an example of a client who looked for a challenge outside of his focus.
12:50 Blair goes through the major principles in his book, Pricing Creativity.
14:23 Price the client, not the job.
19:50 Steve talks about the most common push back to this pricing strategy.
21:30 Blair explains why we should behave like an expert.
25:28 Blair explains the Anchor High pricing strategy.
29:25 Blair explains why you should really rethink retainers.
