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
Listen to Steve Gordon and Blair Enns now:
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.