Blair Enns – Pricing Creativity – A Guide To Profit Beyond Billable Hours
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Blair Enns – Pricing Creativity – A Guide To Profit Beyond Billable Hours
PRICE FOR THE VALUE YOU CREATE.
READ. APPLY. WIN.
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
1 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
2 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
3 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
4 TOOLS
Use These to Build & Price Your Proposals
(Action Pack Plus and Action Pack packages only)
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)
5 TRAINING VIDEOS
Share these with your team and get everyone on board quickly
(Action Pack Plus package only)
The Principles
Charging more — and in some cases, a lot more 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
- The 4 Conversations of the Sale
- Value Conversation 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)
- 5 Videos by the author and Win Without Pitching founder and CEO, Blair Enns
- The Principles
- The Rules
- How to Construct Your Proposals
- Compensation Models
- 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
- 5 Training Videos
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
- Lay-flat, 3-ring binder desk version
- Tools section with templates and guidelines for crafting your pricing options
- 5 Training Videos
Business online course
Information about business:
Business is the activity of making one’s living or making money by producing or buying and selling products (such as goods and services).
[need quotation to verify] Simply put, it is “any activity or enterprise entered into for profit.
It does not mean it is a company, a corporation, partnership, or have any such formal organization, but it can range from a street peddler to General Motors.”
Having a business name does not separate the business entity from the owner, which means that the owner of the business is responsible and liable for debts incurred by the business.
If the business acquires debts, the creditors can go after the owner’s personal possessions.
A business structure does not allow for corporate tax rates. The proprietor is personally taxed on all income from the business.
