Pricing is Positioning

Pricing is Positioning

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.... Show More

Episodes

I’m excited to have my friend and mentor Cliff Ravenscraft on the show this week. He has transitioned from being the Podcast Answer Man to being the Mindset Answer Man. Cliff hosts the Free the Dream Conference and Next Level Mastermind. He is a business mentor, life coach, and motivational speaker. He also happens to be one of my mentors too. This week we are chatting about mindset issues, overcoming challenges and obstacles, and ... Read more

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June 13, 2019 24 min

Everybody says you need to niche down; lean into your expertise or craft. And that's great advice. But the question many people come to me with is, “How do I price a specific niche?” I hear from people all the time who are struggling to come up with how to price products or services for their niche or different niches. Here is the biggest issue I see when it comes to niching down and pricing your products or services: If you're ser... Read more

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June 6, 2019 31 min

We all have this perception that a business has to always scale. And that it always must grow, grow, and GROW in order to be successful. I like to counter that thought and say, you can be highly efficient, you can have the business of your dreams and still be small.   In fact, build a business around what fits your lifestyle instead of fitting your lifestyle around your business. In today’s episode,  I will share why I think it's n... Read more

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This week I am excited to have Dan Miller on the show. Dan is the author of 48 Days to the Work You Love. He is a best-selling author, career coach, and entrepreneur.  If it wasn’t for Dan and his teachings, I don’t know if I would have left my organization and started a business of my own. Dan was definitely instrumental to my journey and this episode is a tribute, of sorts, to many of the things I've implemented over the years be... Read more

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I wanted to share some details regarding the Pricing Is Positioning Course that I have been working on and spoke about on my webinar yesterday. Plus there is a special that ends on Monday that I wanted to tell you about real quick before the weekend.     Pricing Is Positioning Course Details    The webinar special ends Monday at midnight, I would love to see you there and help you become a pricing ninja!   Pricing Pro Pricing Pr... Read more

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This week on the podcast I decided to take a break from pricing strategy talk (don’t worry, I will cover more pricing tips in future episodes!). But I like to mix things up and this week I have a tech tip for you. If you have been following me and my work for some time, then you know I’ve had some webinars recently. Some of the tech I used to make the webinars happen is what inspired this week’s episode, which was to combine three ... Read more

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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 mis... Read more

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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 bu... Read more

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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 busin... Read more

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April 25, 2019 23 min

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 ... Read more

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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 advan... Read more

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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 c... Read more

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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 i... Read more

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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,... Read more

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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 ... Read more

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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 cyberspa... Read more

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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 ... Read more

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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... Read more

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February 21, 2019 30 min

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... Read more

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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.  Knowled... Read more

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