Blair Enns is the sand in the free pitching machine. Through his sales training program for creative professionals, Win Without Pitching, he is on a mission to change the way creative services are bought and sold the world over.
Blair is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond The Billable Hour. He lives with his family in the remote mountain village of Kaslo, British Columbia, Canada.
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Mastering the Value Conversation
“The value conversation is where value-based pricing theory goes to die.”
Pricing your expertise based on the value you create for your clients instead of on the cost of your labor is an ideal that few firms are able to put into practice. The main reason for this, according to Win Without Pitching founder and Pricing Creativity author Blair Enns, is simply that we in the agency business are not very good conversationalists.
In this provocative and highly interactive session, Blair will walk us through some exercises that not only prove his assertion that our failure to value price is rooted in our client conversations, he will show us how to develop those missing skills. Blairtopia beckons.