How to Price Creatively, with Blair Enns

Episode 126

For this episode of Sell With Authority we are doubling down on value-based pricing to help you future-proof your agency. Our guest expert is a true authority when it comes to pricing and sales strategy.

Blair Enns, the CEO of Win Without Pitching and the author of the widely acclaimed Win Without Pitching Manifesto joins the podcast. His latest book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, is a must-read for anyone looking to get a handle on pricing in their business.

I was inspired by one of his articles on quantifying the value of pricing. Specifically, the part about ‘the elephant in the room’ when it comes to pricing really hit home — because we’ve all been there. The uncertainty pricing brings to agency owners is a challenge we just can’t ignore.

So, I knew we had to bring Blair on the show to dive into this topic and help us all navigate the complexities of pricing with confidence. And to make this conversation even richer, also joining is our very own Mad Scientist and Strategist, Hannah Roth. Hannah works tirelessly in the trenches with our clients, helping them fill their sales pipelines with right-fit clients so they can sell more of what they do best.

If you’re an agency owner struggling with pricing, this episode will give you the framework and confidence you need to untether from time-based billing.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

What you will learn in this episode:

• How to shift from selling inputs and outputs to focusing on value creation for right-fit clients
• Why mastering the value conversation can radically transform your agency’s profitability
• Blair’s simple – yet powerful – four-step framework for implementing value-based pricing
• How to view your client portfolio as an investment portfolio to tailor pricing strategies
• The pitfalls to avoid when transitioning away from traditional pricing models

Resources:

• Website: https://www.winwithoutpitching.com/
• LinkedIn Personal: https://www.linkedin.com/in/blairenns/
• LinkedIn Business: https://www.linkedin.com/company/win-without-pitching/
• Win Without Pitching Manifesto
• Pricing Creativity: A Guide to Profit Beyond the Billable Hour

Additional Resources:

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group