Blair Enns – Pricing Creativity

What You’ll Learn In Pricing Creativity

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 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)

Read more about: Blair Enns

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