How positioning plus pricing equals profits.

Talking Points

• The concept of value pricing
• Price vs. hourly rate
• Setting acceptable prices
• Paul Newman’s Rolex
• How to differentiate yourself from the competition so that price isn’t the only distinction
• How big corporations choose between different prices
• How positioning affects your leverage
• Ways to set prices
• How your prices can rise over time
• Having the courage to keep charging more
• A fixed price can be a meaningful differentiation
• How hourly billing punishes experience
• Selling access to expertise
• Owning your space
• Impact and influence

Quotable Quotes

“If you’re renting yourself out by the hour, then you’re not pricing anything. That’s not a price.” –JS

“When you lead with your hourly rate, it gives clients a point of reference that isn’t valid.” –RM

“If your audience are big corporates, a lot of times they have to choose the lowest price.” --RM

“If you are the obvious choice, then those other “competitors” are just not on the table anymore.” –JS 

LINKS

Rochelle | Email List | LinkedIn | Twitter | Instagram
Jonathan | Daily List | Website  | Ditcherville | LinkedIn | Twitter