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 the value of this book? Somewhere between the retail price and a few million dollars... You can read the book, apply the ideas, and win—or you can spend the rest of your life working nights and weekends and chasing profits. Which are you going to choose?”
DAVE GRAY
founder, XPLANE; author of Gamestorming: A Playbook for Innovators, Rulebreakers, and Changemakers

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

“I started reading Pricing Creativity on a cross-country flight, and by the end of it, we had an entirely new pricing strategy that we began using at our very next sales meeting. These principles will have more impact on the money you get out of your firm than anything else you do over the course of your career.”
MARK O’BRIEN
CEO, Newfangled; author of A Website that Works: How Marketing Agencies Can Create Business Generating Sites

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

All prices are in USD

ACTION PACK

“By the end of the first section, I had highlighted so many brilliant insights that I gave up and just read the damn thing. Make space on your desk because you're never going to put this book away.”
JONATHAN STARK
author of Hourly Billing is Nuts: Essays on The Insanity of Trading Time for Money

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

All prices are in USD

ebook only

“You had me at the Table of Contents. Pricing Creativity is a no-nonsense, bulletproof, mind opening follow up to the game-changing book The Win Without Pitching Manifesto.”
CHRIS DO
founder, Blind and The Futur

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

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

Five Star Amazon Reviewed
5/5

Blair Enns is the founder and CEO 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

Absolutely. While this book is written with the creative firms we train at Win Without Pitching in mind, many firms outside the creative industry 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.

“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.

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.

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.

We ship the Pricing Creativity Manual worldwide.

All Pricing Creativity packages include the eBook which you’ll receive immediately upon payment in two formats: .epub is the standard for Apple, Kobo, Barnes & Noble, Sony and Google e-readers. The .mobi file is exclusively for Amazon Kindle devices. All Pricing Creativity packages include the eBook which you’ll receive immediately upon payment

All Pricing Creativity packages include the eBook which you can download immediately to your device. 

The Action Pack Plus package includes the 5 videos which are also available upon payment. Please check your invoice for access to the videos.  The templates will come with your lay-flat binder and are not included in the ebook. 

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.

I'M CONVINCED!

Action Pack Plus

Action Pack
eBook Only

All prices are in USD.