Mike Kim is a marketing consultant that specializes in creating personal brands. He is also the chief marketing officer for an education company in New Jersey. He is the host of the Brand You! podcast, and a speaker at Podcast Movement this summer in Fort Worth, Texas. Positioning Yourself with Price What is the most important thing you can share about pricing? You can probably charge higher than you think you are worth. The mental block is in your mind, not others'. Charge … [Read more...]
The Magic and Logic of Pricing with Tim Williams – 034
Tim Williams is a marketing professional with over 20 years experience in large agencies. He is the founder of Ignition Consulting Group and author of Positioning for Professionals. Tim is also a Senior Fellow at the VeraSage Institute. Pricing Integrity What is the most important thing you can share about pricing? Stand your ground. When you protect your pricing integrity, it makes the client want you more. What is pricing integrity? We only have our … [Read more...]
A Designer’s View of Value Pricing with James Dalman – 024
James Dalman is a designer who sells on value. He also leads HappyJoe.org, a non-profit to help veterans get jobs in the technical workplace after returning from service. What is the most important thing you can share about pricing? Pricing is about selling the value. Value is not determined by what the salesperson believes; it is what the customer perceives it is. To sell value, a good salesperson uncovers the benefits the customer is looking for and the emotions behind it - and … [Read more...]
Diagnose Before You Prescribe, Then Price with Blair Enns – 011
In this episode, Blair Enns and I explore his unique approach to business development for creative firms. He has documented his principles in The Win Without Pitching Manifesto. We discuss some bad practices in the creative space and the better principles to replace them. Then, we contrast the elements of a strong vs. weak money conversation. … [Read more...]
Believe You Create Value with Cliff Ravenscraft – 010
In this episode, Cliff Ravenscraft and I explore his journey from insurance salesperson to podcast consultant. First, he had to believe he created value for his customers. Then, he had to learn how to price his products and services for his ideal customer. Along the way, he learned valuable lessons from his mentors that helped him understand and then capture (price) the value he created. … [Read more...]
Pricing Covers a Multitude of Sins with Matt Riopelle – 009
In this episode, Matt Riopelle and I explore his experience with value pricing, from the initial introduction through helping creative agencies learn to price their customers. Matt explains why pricing well can make up for mistakes in other areas. He also describes why freelancing can be similar to renting a U-Haul truck. … [Read more...]
The Value of Your Brand with Melissa Hawks – 003
Your story is the core of your brand. If you know your story, you can tell your audience. If the audience connects with your story, they will share your message with others. On the flip side, if you do not have a story, you do not have a brand. Melissa Hawks explains the value of your brand to your customers. … [Read more...]