Blair Enns | Stop Selling Yourself Short with Clients

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.

Mentioned in the show:

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Transcript