Price for the value you create.
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
- 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
- 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
- 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
Checklists, guidelines and other tools you’ll refer to as you navigate each sale.
- The 4 Conversations of the Sale
- Value Conversation Outcomes
- Proposal Guidelines Checklist
- Pricing Creativity Rules Checklist (your pre-presentation go-to)
- Post-Engagement Pricing Review (a pricing/profit track record)
5
Training Videos
(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
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:
- Checklists, guidelines and the tools you’ll refer to as you navigate each sale
- The 4 Conversations of the Sale
- Value Conversation Outcomes
- Proposal Guidelines Checklist
- Pricing Creativity Rules Checklist (your pre-presentation go-to)
- Post-Engagement Pricing Review (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
All prices are in USD
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 checklists and guidelines for crafting your pricing options
- Always-with-you eBook
-
5 Training Videos
All prices are in USD
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 checklists and guidelines for crafting your pricing options -
5 Training Videos
All prices are in USD
Get copies for the whole Team!
Reach out for special pricing on 6+ books.
About the Author
Author of The Win Without Pitching Manifesto
Blair Enns is the founder of Win Without Pitching, the sales training and coaching program for creative professionals. His first book, The Win Without Pitching Manifesto, is credited with countless stories of 7-figure growth. Blair advises marketing, branding, and digital agencies and consultancies the world over on how to deprogram themselves from the standard approach to winning new business. He co-hosts the popular podcast 2Bobs with David C.Baker, hosts regular workshops and speaks at conferences around the globe. Blair lives in Kaslo, British Columbia, Canada.
Frequently Asked Questions
I own a different kind of consultancy — can I still benefit from Pricing Creativity?
Absolutely. While I’ve written this book with the firms we train at Win Without Pitching, I give talks to firms outside the creative industry that have most definitely benefitted from value-based pricing and a different approach to selling their expertise. Accountants, architects, interior design firms and consultants have all benefitted from value-based pricing.
I’m a freelancer just getting started. Does this book apply to small firms like mine?
“Blair’s advice on pricing and positioning was invaluable while we were growing MetaLab from a tiny studio to a global brand. I wish this book had existed when I was getting started.” Andrew Wilkinson, founder, MetaLab. Don’t wait to learn that your expertise has value beyond your billable hours.
Woah, why so expensive?
We’re walking the talk and practising what we preach! We regularly hear from readers who immediately charge tens of thousands more than they would have upon implementing the 5 Rules. Over the course of a year, creative firms are doubling and even tripling their revenues. We think we’re on our way to “the double thank you”. (It’s in the book.) And here’s the kicker: we’re so convinced that you’ll price your way to greater profits with Pricing Creativity that if you don’t, or if you’re unhappy with it for any reason, return it for a full refund.
Do you offer a guarantee?
Why, yes we do. We’re so convinced that you’ll price your way to greater profits with Pricing Creativity that if you don’t, or if you’re unhappy with it for any reason, return it for a full refund.
When will I receive the eBook, manual, videos?
eBook: You will receive a link to download the eBook as soon as your payment has been processed (on the checkout page and in an email receipt).
Manual: Your manual will be shipped within 1-3 days of being placed (business days). Shipping times: 5-6 days in the US and Canada; 2-4 weeks for international shipments. You will receive an email with the tracking number when the manual ships.
Videos: You will receive a link to a secure page with the training videos on it as soon as your payment has been processed (on the checkout page and in an email receipt).
I'm Convinced!
All prices are in USD.
