Photo by Jack Sparrow

by Kevin Elliott

Are you tired of the pricing dance with prospective clients? You know the dance. You withhold your rates, hoping they’ll fall in love with your work first. Then, after multiple conversations or even giving them a free sample, you tell them your prices, they clutch their pearls, and walk away. 

This wastes everyone’s time.

It’s time to break free from this cycle and establish a stronger foundation for your pricing strategies. In this article, we’ll explore two essential principles from “The Win Without Pitching Manifesto” by Blair Enns that will revolutionize how you approach pricing discussions. Say goodbye to wasted time and free work, and start valuing your expertise right from the start.

  1. Set a Minimum Level of Engagement: One of the key takeaways from “The Win Without Pitching Manifesto” is the concept of setting a minimum level of engagement. This means defining a baseline amount of money that a prospect must be willing to invest in order to work with you. By implementing this strategy, you ensure that your time and expertise are respected, and you avoid compromising your value for clients with insufficient budgets.

  2. Talk About Money Early and Often: Another valuable insight from the manifesto is the importance of discussing money in the initial stages of client conversations. Instead of waiting until you’ve invested time and effort into presenting ideas, bring up your minimum level of engagement early on. During your first conversation or email exchange, mention the starting price point for your services. This upfront transparency serves two purposes.

    a. Qualify Genuine Prospects: By discussing money early, you quickly identify prospects who are willing to meet your minimum level of engagement. If they respond positively or express interest in continuing the discussion, you know they are serious about working with you and are prepared to invest accordingly.

    b. Weed Out Incompatible Clients: On the other hand, if a prospect reacts negatively or expresses surprise at your pricing, it’s a clear sign that they don’t align with your financial expectations. Instead of wasting time on a business relationship that won’t be fruitful, gracefully part ways early on. This allows you to focus your efforts on clients who value your worth and are willing to invest in your services.

Embracing the principles of “The Win Without Pitching Manifesto” can revolutionize your approach to pricing and client discussions. Say goodbye to the price dance and embrace a more empowered and efficient approach to pricing your services. 

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