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Pricing is Positioning

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How you price is a direct reflection of your brand's position and value in the marketplace. It's not just a matter of charging more or raising your rates; rather it is recognizing the circumstances around your products and services and then positioning for maximum value for you and your clients. Join Paul Klein a business consultant and entrepreneur each week for an in-depth discussion on pricing strategies, consulting tactics as well as related business building topics.

How you price is a direct reflection of your brand's position and value in the marketplace. It's not just a matter of charging more or raising your rates; rather it is recognizing the circumstances around your products and services and then positioning for maximum value for you and your clients. Join Paul Klein a business consultant and entrepreneur each week for an in-depth discussion on pricing strategies, consulting tactics as well as related business building topics.
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United States

Description:

How you price is a direct reflection of your brand's position and value in the marketplace. It's not just a matter of charging more or raising your rates; rather it is recognizing the circumstances around your products and services and then positioning for maximum value for you and your clients. Join Paul Klein a business consultant and entrepreneur each week for an in-depth discussion on pricing strategies, consulting tactics as well as related business building topics.

Language:

English


Episodes

018: 10 Pricing Mistakes Preventing You From Getting Better Rates

5/16/2019
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In this week’s episode of Pricing is Positioning, I am going to share ten pricing mistakes that are preventing you from getting better rates. While there may be a vast array of common mistakes being made, the ten I mention in today’s episode are ones I see often when working with my clients. In this episode, I cover everything from charging by the hour (and why that IS a mistake), posting pricing on your website (yes, another mistake), and even why having an unhealthy view of money is...

Duration:00:39:42

017: How to start your side hustle with Shannon Mattern

5/9/2019
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Today I'm excited to have my friend Shannon Mattern from the Pep Talks for Side Hustlers Podcast join me. Shannon left her corporate job working full time after creating her own side hustle turned personal brand. She started blogging, podcasting, and doing website consulting work. Today we talk about how she went from side hustler to full-time entrepreneur. I think her story will resonate with you. Shannon was able to build her business on the side before jumping into it full time. We also...

Duration:00:33:40

016: Yes/No pricing - How to leverage up your brand

5/2/2019
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Whether you're starting out or are a seasoned freelance consultant, being a business owner means you go through seasons of extreme busyness to those of extreme workload lows. During those peaks and lows, you want to employ what I call “Yes/No Pricing”. In today’s episode, I'll explain how I use this type of pricing to help increase my value and my rates over time. Plus, I’ll share some tactics that you can employ for optimal business success. “Yes/No Pricing,” can help you climb up the...

Duration:00:22:22

015: You're Not Charging Enough!

4/25/2019
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There’s no roundabout way of saying it, so I’ll just say it outright, you don't charge enough. I've worked with many entrepreneurs, business owners, coaches, consultants, and freelancers. The one area they all have in common, as well as an area they struggle with, is the pricing of their products. Or more to the point, inaccurate or low pricing of their products. I do want to be clear, undercharging is not something to be ashamed of, it’s just a common theme amongst new (and maybe even...

Duration:00:23:21

014: Making Entrepreneurs Fly With Terry Weaver

4/18/2019
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This week I am excited to have Terry Weaver on the show. Terry is the author of the book, “Making Elephants Fly.” He is a speaker, coach, and entrepreneur. He is also the host of the event, The Thing Live, taking place this May in Orlando, Florida, which I'll be speaking at. Terry is an all-around great guy. In this episode, we talked about his book, entrepreneurship, and how to price an event. Plus, we discussed how to take advantage of the knowledge economy and getting your dreams off...

Duration:00:55:15

013: The 4-Phases of Client Complacency

4/11/2019
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This week I wanted to discuss the four phases of client complacency. Yes, ouch. As painful as it sounds, we have to recognize that sometimes we do become complacent with our clients. A few weeks ago I talked about the opposite end of this, the stench of desperation. The stench of desperation is when you are acting desperate or needy for a client. Well, client complacency would be on the opposite end of that. You’ve now gotten the client, but are taking them for granted or simply not treating...

Duration:00:17:29

012: Convert Kit or Mail Chimp? Which is better?

4/4/2019
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Email marketing is king. If you haven’t implemented an email marketing strategy into your consulting business yet, this week’s episode will showcase just how effective it can be. In fact, you can be effective with as little as fifty or one hundred people on your email list. Remember, it is not the quantity of people you know, but instead the quality of people that are actually going to engage with your services. Yes, this topic is a slight departure from the usual topics I cover in the...

Duration:00:22:18

011: A Conversation with Dan Cockerell, former VP of Disney's Magic Kingdom

3/28/2019
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In this week’s episode I introduce you to Dan Cockerell, former Vice President of Disney’s Magic Kingdom. Dan worked for The Walt Disney Company for over 25 years in various parks around the world. He has an immense amount of knowledge and experience around leadership and I am thrilled to share our conversation with you. After 25 years of working in corporate and having job security with one of the greatest companies in the world, The Walt Disney Company, Dan decided to leave and start...

Duration:00:30:45

010: Should You Publish Your Pricing On Your Website?

3/21/2019
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Here is a question I get asked often: “Should I publish pricing on my website?” When discussing both product types, productized and customized services, the answer really depends on where you are in your consulting business and whether you're established or just starting out. In this episode I delve into this topic, offer insights, and examples as to when it’s best to list your prices versus when to leave them off of your site. If you have thoughts around this week’s topic, I'd love to...

Duration:00:20:01

009: The "Stench of Desperation” and How to Avoid It!

3/14/2019
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When you're first starting out, or even if you're a seasoned professional, you can fall into the “stench of desperation” trap. What do I mean by that? Well, have you ever had this happen? You send out a proposal. Then after five minutes, you begin to wonder why you haven’t received a response from the prospect. And then the obsessive thoughts start to kick in. “Has the prospect received the proposal or did it get lost in cyberspace?” You then continuously hit refresh on your email inbox....

Duration:00:26:31

008: How to create and launch your first knowledge product

3/7/2019
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If you're a consultant, have a personal brand, or are a freelancer, one of the questions you might be asking is, “How do I create my first product?” In this week’s episode, I am going to share how to create and launch your first knowledge product. First, the product you create is going to be wrapped around your area of expertise or knowledge that you want to monetize, which is why I like to call it a knowledge product. Before we dive into creating your first product, you need to know what a...

Duration:00:29:44

007: 3 pillars of revenue for any successful consulting business

2/28/2019
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We all can agree that we want more revenue or income in our business, right? We also can agree that oftentimes in business we find ourselves taking the feast or famine approach. What if I told you that you could work a model that would not only allow you to increase your revenue streams, but essentially eliminate the feast or famine approach from your business, altogether? It’s true. In today’s episode, I am going to share with you how to implement 3 pillars of revenue in your consulting...

Duration:00:22:58

006: Value-Based Pricing With Blair Enns

2/21/2019
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This week I am excited to bring you my first podcast interview with guest Blair Enns, Founder, of Win Without Pitching and author of Pricing Creativity: A Guide To Profit Beyond The Billable Hour. If Blair’s name sounds familiar to you, it may be because I’ve talked about him in some of my past episodes. I'm just so honored that he was able to be my first guest because he is an inspiration to me and the work I do. In fact, his book, Pricing Creativity, was the inspiration for the name of...

Duration:00:30:13

005: 5 pricing arrangements and pricing for expertise not by the hour

2/14/2019
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In this week’s episode, I want to share with you five pricing arrangements for your consultancy business and why I don't think you should be charging by the hour. Some of the pricing options I share in this episode may be new to you. And, that’s okay. I’ve shared this information with professionals in workshops and events, and they too were unaware of the different pricing arrangements that could be used in their business. Knowledge is power. And after you listen to this episode, you’ll know...

Duration:00:30:47

004: Creating a value ladder and how to prime for higher rates

2/7/2019
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When talking with potential clients about pricing for their brand or business, many ask me, “So, Paul, you talk about value ladders a lot. What is a value ladder, exactly?” Well, in this week’s episode I am going to answer that question and by the end, you’ll know what a value ladder is and how to use one in your business. Plus, I will share with you priming, how to prime for higher rates, and anchoring, which ties everything all together for grading the value ladder. In this episode, I’ll...

Duration:00:18:10

003: Increase Your Rates And Quit Wasting Time With Long Proposals

1/31/2019
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In this episode, I am going to talk about not wasting time with long proposals and how to use the one page proposal in your business (which I’ve mentioned in past episodes). Oftentimes, firms or companies can end up putting together long proposals (upwards of 100 pages!). Most of these proposals are solution-oriented and resume-based. And, yes, I was guilty of putting together long proposals over the years too. But, once I turned to my own business and consultations and read an eye-opening...

Duration:00:22:27

002: Using Options & Anchoring in your pricing

1/31/2019
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Today I am going to share with you what I know about using options and anchoring in your pricing strategy. If you're not familiar with the terms options or anchoring, don’t worry! I am going to describe which each one is and how they can help you in your business. Plus, I’ll share several ways you can increase your rates and your engagements with clients. By the way, in the first episode of Pricing is Positioning, I shared 7 tips for creating a pricing strategy. If you haven’t listened to it...

Duration:00:19:38

001: Pricing is Positioning & 7 tips to help you with your pricing strategy

1/31/2019
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What is The Pricing is Positioning concept and how can it help you with your overall pricing strategy? In this episode I share with you what I mean when I say pricing is positioning and how your brand’s value and pricing of products is important to this overall concept. Plus, I share seven very specific tips that will help you develop a better pricing strategy for your business or brand. These tips are ones I’ve learned through my own journey as a consultant and during negotiations, as well...

Duration:00:20:51

Welcome to Pricing is Positioning

1/16/2019
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How you price is a direct reflection of your brand's position and value in the marketplace. It's not just a matter of charging more or raising your rates; rather it is recognizing the circumstances around your products and services and then positioning for maximum value for you and your clients. Join Paul Klein a business consultant and entrepreneur each week for an in-depth discussion on pricing strategies, consulting tactics as well as related business building topics. The Product Pricing...

Duration:00:05:35