The One Thing You Need To Do To Make More Money w/ Blair Enns

March 4, 2019

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How do you charge your clients more with confidence? I know many creatives like us have trouble asking for more money because they’re afraid that it will somehow pollute their craft or drive away customers. Don’t fall into this trap! I’m really excited to have a guest today, Blair Enns, who knows all about offering great value to your clients and successfully charging more without feeling bad about it.

Blair possesses a truly amazing mind and an amazing gift to be able to help people like you and me. If you’ve heard of him, it’s likely because of his book, The Win Without Pitching Manifesto. Honestly, this book has changed the way I engage with my clients. In addition to his books, Blair runs a training program where he and his team of coaches help other entrepreneurs win more business.

This episode is all about what Blair says is the number one thing you need to do to make more money. We chat about two differentiators which will allow you to charge more from your clients, how price anchoring will help build your confidence and increase revenue, and helpful ways to push back against a client.

Blair also shares how to get over the limiting belief that charging more will turn you into a greedy person. We go on to talk about the importance of specializing so that you can stand out from the competition and show your clients the value that you will provide them.

Is something stopping you from raising your rates? Have you gone ahead and done it and seen results? Tell me all about it in the comments below!

In this episode:

  • Why you should double what you’re charging your clients (but probably won’t)
  • The role that self-esteem plays in your ability to close more high payoff sales
  • Pushing back against a client’s objections in a way that is helpful and builds confidence
  • Understanding that there are no moral problems with making more money
  • How creating extraordinary value for your clients will ultimately lead to other kinds of success
  • How to help people to want to work with you instead of trying to simply convince them that you’re good enough
  • Why every client should have a different value-based pricing plan

Quotes:

“You can [charge multiples of what you’ve been charging] but you have to think about what it is that you do and what it is that the client is buying differently. And then you have to frame it differently. And when you do it right you won’t be pulling a fast one on the client, you’ll actually be creating more value for the client and you’ll have them willingly pay you more because you’re now thinking about the engagement differently.” [13:33]

“If you’re struggling with confidence, you need to work on options. — wherever possible, increase your options.” [17:07]

“‘No’ isn’t the end if you don’t want it to be the end; it’s just the beginning of whatever happens next.” [20:17]

“We need to get over this idea that money is somehow sullied and that we should only ever want so much. You are allowed to want whatever you want for whatever reasons you want.” [28:48]

“It’s not just a matter of raising your rates, you have to change the way you price. You have to change the way you think about pricing.” [43:00]

Links:

Find Blair Enns online

Follow Blair on Twitter | Linkedin | Instagram | Facebook

2Bobs Podcast with David C. Baker and Blair Enns

The Win Without Pitching Manifesto by Blair Enns

A Target Audience of One by Blair Enns

Pricing Creativity: A Guide to Profit Beyond the Billable Hour by Blair Enns

Obliquity: Why Our Goals Are Best Achieved Indirectly by John Kay

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