Rewind: Blair Enns - Stop Selling Yourself Short with Clients
The Unstoppable CEO Podcast
Are you undercharging for your services? The truth is, most people do… But it’s time to take back the power in your relationships with clients so you can maximize your growth and profits… This week, we’re revisiting my interview with Blair Enns, founder and CEO of Win Without Pitching. Blair is a pricing expert who helps professionals revolutionize the way they sell their services. In this episode, he’ll share: A system to set prices for any project or 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, not your time The right way to set up retainer agreements And more
What's the secret to creating value, scaling, and growing your business? In this conversation with entrepreneur and author Blair Enns, we learn it’s not about doing more or better, and it may be about doing less.Discover why growing your business requires more than good habits. In this episode, I’m talking with Blair Enns from Win Without Pitching. Win Without Pitching is an organization that runs sales and new business development training programs for owners and employees of design firms, ad agencies, PR practices, and other creative businesses. A lot of what he talks about is also relevant for your business. Blair is the author of the Win Without Pitching Manifesto, (a book I designed through my branding agency, Aespire) and Pricing Creativity: A Guide to Profit Beyond the Billable Hour (the second of Blair's books Aespire designed. I suppose you can say the agency is habit-forming).Listen to hear the life-changing lesson Blair learned when he says, "Some lessons take me so long to learn, like the idea that other people could do what I do."Find Blair Enns atWin Without Pitching http://wwp.tv/blog2Bobs Podcast: http://wwp.tv/podcastThe Win Without Pitching Manifesto
124: The Win Without Pitching Manifesto by Blair Enns
A manifesto of business practices for those who sell ideas and advice, The Win Without Pitching Manifesto lays out twelve steps--in the form of proclamations--that owners of creative businesses can take to distance themselves from their competition, regain the high ground in their client relationships and learn to win business without first parting with their thinking or writing lengthy proposals. The twelve proclamations were written to inspire owners of independent creative businesses (e.g.: design firms & advertising agencies) to rethink how their services are bought and sold. Anyone who sells ideas or advice will find relevance in their teachings.
EP59: Can we still win without pitching? | Blair Enns
Small Spark Theory: a marginal gains approach to new business and marketing
There has been much written on the subject of agency new business, but I’m not sure there has been a book which has resonated so deeply with agency founders and new business practitioners alike, as the Win Without Pitching Manifesto by Blair Enns. So as we come to the end of another extraordinary year and the final episode of 2021, I wanted to chat with Blair about his reflections on the Manifesto, over a decade from its publication and his outlook for the year ahead. Do the proclamations set out in the book still apply in these altered economic times? And can we still gain traction with the value pricing approach in Pricing Creativity? Join us as we explore the challenges and opportunities ahead, and tackle a few listener questions! This episode marks the 5-year anniversary of Small Spark Theory. So a heartfelt thank you from me to all of the listeners and guests who have been along for the ride so far. We’ll be back in the New Year with more guests and more marginal gains. In the meantime wishing you all a wonderful festive break. Also mentioned in this episode Icelandverse Four Regrets You’re About to Have Win Without Pitching The post EP59: Can we still win without pitching? | Blair Enns appeared first on Gunpowder Consulting.
The wonderful Blair Enns of Win Without Pitching returned to Ditching Hourly to discuss the pros and cons of productized services. Blair is generally against them and I am generally for them. Since we tend to agree on most things business-related, I wanted to have him back on the show to get to the bottom of our disconnect on this particular point. During the course of our hour-long chat, we uncovered lots of nuance and eventually understood both sides of the argument for or against. TL;DR:Whether or not offering productized services is a good move for your business depends on several factors, including: Whether you're a soloist or a big firm How good you are at sales Your business goals Blair's links: https://www.winwithoutpitching.com/ https://twitter.com/blairenns
The AdCast Podcast 57 - With Blair Enns "The Professor of Pricing."
Blair Enns is the founder and CEO of Win Without Pitching, the sales training and coaching program for creative professionals. Since founding Win Without Pitching in 2001 (as a consulting practice, initially), Blair has advised hundreds of design firms, advertising agencies and other creative practices on six continents on how to deprogram themselves from the standard approach to winning new business. IN THIS EPISODE We discuss how to price creative work on value and not hours. This is a great discussion and you'll learn a lot! ABOUT VIP MARKETING VIP Marketing is a digital advertising agency based in Charleston, SC. Our mission is to separate our clients from the crowd. We commit to serve and deliver their marketing and creative needs on time and within scope. So then, our goal is to partner with businesses to market to the right people, capture their attention. In brief, we get results with premium video production, social media marketing, graphic design, media planning, and media buying. Ultimately, we believe every business deserves Very Important Placement. The VIP Marketing team understands that all media plans are not created equal. So much great creative work is sabotaged by their placement. What good is an awesome video if no one sees it? Or, what if it’s served to the wrong audience? Generally speaking, you’re wasting dollars. VIP Marketing uses some of the best tools on the market to find your audience. Then, after building awareness, we aim to keep their attention. Finally, our strategies help turn these leads into conversions and revenue for your business. MARKETING STRATEGY + PLANNING Digital Media | Social Publishing & Listening | Company Branding | Copyright | Inbound Marketing | Content | Social Media Marketing Experts DIGITAL MARKETING SEO | SEM | Online Display | Site Analytics | Conversion Models | Reviews Management | CPM, CPC, CPA Models | Online Video | Video Pre-Roll SOCIAL PUBLISHING & LISTENING Strategy & Planning | Content Production | Social Monitoring | Measurement | Paid Social Campaigns MEDIA Planning | Research | Consulting | TV Buying | Radio Buying | Print Buying | Digital Media Buying | Mobile | Social Media Marketing Visit www.veryimportantplacement.com to learn more. Call: 843-760-0707 VIP ON FACEBOOK Message: https://www.facebook.com/VeryImportantPlacement/ Produced by Craft Creative, Charleston’s premium video production, design, and creative agency. Craft Creative video production and animation services businesses for all of their creative needs. Chiefly, they are experts in auto, legal and medical videos. Visit www.wecraftcreative.com
Podcast S6E137: Blair Enns - Pricing your Creative services higher
Idea to Value - Creativity and Innovation with Nick Skillicorn
In today's episode of the Idea to Value podcast, we speak with Blair Enns, author of Pricing Creativity and founder of the Win Without Pitching manifesto. #pricing #creativity #sales #services See the full episode at https://wp.me/p6pllj-1G1 Topics covered in this episode: 00:01:30 - Blair's history in advertising and consulting 00:03:30 - The fastest way to make your creativity a commodity is to sell your time 00:06:00 - Pricing is a prison cell of your making in your own brain 00:08:00 - The importance of asking questions to determine value 00:12:30 - Why creative people hate the feeling of doing "Sales", and how to change this 00:17:30 - How to raise your prices for creative services 00:20:45 - Your idea of what you think the market will bear is usually wrong 00:22:30 - The importance of specialising to communicate your value by narrowing your focus Links mentioned in this episode: Book: Pricing Creativity: A guide to profit beyond the billable hour: https://www.winwithoutpitching.com/pricing-creativity/ Book: The Win Without Pitching Manifesto: https://amzn.to/3oeEs43 Win Without Pitching training: https://www.winwithoutpitching.com/ 2bobs podcast: https://2bobs.com/ Bonus: This episode was made possible by our premium innovation and creativity training. Take your innovation and creativity capabilities to the next level by investing in yourself now, at https://www.ideatovalue.com/all-access-pass-insider-secrets/ * Subscribe on iTunes to the Idea to Value Podcast: https://itunes.apple.com/gb/podcast/idea-to-value-creativity-innovation/id1199964981?mt=2 * Subscribe on Spotify to the Idea to Value Podcast: https://open.spotify.com/show/4x1kANUSv7UJoCJ8GavUrN * Subscribe on Stitcher to the Idea to Value Podcast: http://www.stitcher.com/s?fid=129437&refid=stpr * Subscribe on Google Podcasts to the Idea to Value Podcast: https://podcasts.google.com/?feed=aHR0cHM6Ly9pZGVhdG92YWx1ZS5saWJzeW4uY29tL3Jzcw Want to rapidly validate new ideas and innovative products and GROW your online business? These are the tools I actually use to run my online businesses (and you can too): * The best email management and campaigns system: ActiveCampaign (Free Trial) http://www.activecampaign.com/?_r=M17NLG2X * Best value web hosting: BlueHost WordPress http://www.activecampaign.com/?_r=M17NLG2X * Landing pages, Sales Pages and Lead collection: LeadPages (Free Trial) http://leadpages.pxf.io/c/1385771/390538/5673 * Sharing & List building: Sumo (Free) https://sumo.com/?src=partner_ideatovalue * Payments, Shopping Cart, affiliate management and Upsell generator: ThriveCart https://improvides--checkout.thrivecart.com/thrivecart-standard-account/ * Video Webinars for sales: WebinarJam and Everwebinar ($1 Trial) https://nickskillicorn.krtra.com/t/lwIBaKzMP1oQ * Membership for protecting content: Membermouse (Free Trial) http://affiliates.membermouse.com/idevaffiliate.php?id=735 * eLearning System for students: WP Courseware https://flyplugins.com/?fly=293 * Video Editing: Techsmith Camtasia http://techsmith.z6rjha.net/vvGPv I have used all of the above products myself to build IdeatoValue and Improvides, which is why I can confidently recommend them. I may also receive affiliate payments for any business I bring to them using the links above. Copyright https://www.ideatovalue.com
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1
Rattle & Pedal: B2B Marketing Podcast
You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively. The post From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1 appeared first on Rattle and Pedal.