Blair Enns – Pricing Creativity

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Blair Enns – Pricing Creativity

Your clients will pay more for the expertise you offer.

How much more?

You may charge 50% more before you’ve finished this guide. You may double or triple your margin within a year.

When we stop pricing our time and our inputs and start charging for the value we create for our clients, everybody wins.

Read this book, embrace the mindset, live by the 5 Rules (and master the sixth), and refer to the 20+ tips for specific scenarios and let me know what your bottom line looks like in the months ahead.

What’s Inside:

TABLE OF CONTENTS

Principles

Understand These

• Introduction: What Price for a Logo?
• Price Like a Marketer
• Inputs, Outputs, or Value: What Are You Selling?
• The Many Ways in Which You Deliver Value

Rules

Live by These

• Price the Client, Not the Job
• Anchor High
• Say a Price Before You Show a Price
• Master the Value Conversation
• Offer Options
• Limit Unpaid Proposals to One Page

Tips

Use These in Specific Situations

• Constructing Your Proposals

• Crafting High-Priced Options
• Framing Low-Priced Options
• Make the Margin in the Middle

• Pricing Models

• Do Retainers Right
• Lease Instead of Sell
• Sprints, Points, Tips, Pay What You Like, and More Alternative Pricing Models

• Negotiating

• Sell Risk Reduction
• Nudge, Nudge; Wink, Wink
• Never Discount (But When You Do, Do it Right)
• Alternatives to Cutting Price
• Remove Pricing From the Front Lines
• Negotiate Like a Pro

• The Next Level

• Begin to Untether From Time
• The Last Obstacle is You

Bonus Content

Tools

Use These to Build & Price Your Proposals

Templates, checklists and guidelines you’ll refer to as you navigate each sale.

• The 4 Conversations of the Sale
• Value Conversion Template
• Proposal Guidelines Checklist
• 3 and 4-column pricing proposal templates
• Pricing Creativity Rules Checklist (your pre-presentation go-to)
• Pricing Post-Mortem Template (a pricing/profit track record)

Training Videos

Share these with your team and get everyone on board quickly

The Principles

Charging more — and in some cases, a lotmore money — follows from better understanding value and fairness. We’ll dig into this and 3 other Key Principles and forever change your thinking about this core pricing concept in just 42-minutes.

The Rules

Let’s get straight on the 6 things you MUST do when pricing every engagement. Learn to live by these hard and fast rules. Implement five of these immediately and start making more money. Master the sixth and enter a whole new level of profitability.

Negotiate Like a Pro

Make sure all the tools are in your belt before you close your next deal. Confidence comes from understanding your options and when to offer what — including when to walk away. We’ll share the tips, skills, and mindset that allows you to regain control in the selling process.

How to Construct Proposals

Crafting your pricing options at each level — what to leave in, what to leave out and where you make your margin.

Compensation Models

Expand your compensation options. From predictable revenue models done right, to applying purchasing options long favored by other industries, to the power of guarantees.

Pick Your Package

ACTION PACK PLUS

Get the lay-flat, 3-ring binder desk version that allows you to take action and keep records of your pricing proposals for quick reference in addition to an always-with-you eBook. You also get 5 Training Videos plus the Tools section, which is only available in the hardcover version including:

• Templates, checklists and guidelines you’ll refer to as you navigate each sale

1. The 4 Conversations of the Sale
2. Value Conversation Template
3. Proposal Guidelines Checklist
4. 3 and 4-column pricing proposal templates
5. Pricing Creativity Rules Checklist (your pre-presentation go-to)
6. Pricing Post-Mortem Template (a pricing/profit track record)

• 5 Videos by the author and Win Without Pitching founder and CEO, Blair Enns

1. The Principles
2. The Rules
3. How to Construct Your Proposals
4. Compensation Models
5. Negotiate Like a Pro

• Always-with-you eBook

ACTION PACK

Get the lay-flat, 3-ring binder desk version that allows you to take action and keep records of your pricing proposals for quick reference along with your always-with-you eBook. Get the Tools section only available in the hardcover version:

• Lay-flat, 3-ring binder desk version
• Tools section with templates and guidelines for crafting your pricing options
• Always-with-you eBook

ebook only

Get the mindset, the rules to live by and the tips for the scenarios you’ll encounter and start charging what you’re worth.

• eBook