This week I want to talk to you about pricing options.
Having multiple pricing options are extremely important for your clients to have. They allow your clients to have multiple opportunities to engage with you. When you only give your clients a single price option, it's like giving them an ultimatum….take it or leave it! By giving them pricing options, it then becomes a question in your client's mind of…….. “not SHOULD we work with you, but HOW we are going to work with you.” But there is such a thing as having too many choices and too many options as your clients will shut down, be indecisive or worse,.........look to your competition. Something I’ve learned over the years as a consultant with pricing options is there’s a sweet spot of the right amount that you want to provide to your clients during the proposal process. In this episode, I’m going to share with you how to determine what’s right for you and why having too many might be hindering your business growth instead of maximizing your value potential. I am excited to share my thoughts on this subject with you, including some interesting studies and what the experts in behavioral economics are saying about the topic of price options and choice overload. In this episode, I talk about:
Links mentioned: TSOE - Episode #237: Interview with ADP's Chief Behavioral Economist Jordan Birnbaum Jam Study: Jam Study - Iyengar & Lepper (2000)
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This week I’m excited to have Mike Kim on the show.
If you don’t know Mike, you need to and I am so glad I get to introduce you to him. He is a speaker and marketing personal branding expert. Here we are at a conference together a few years ago. and again at his marketing mastering workshop in Orlando Florida last year. 
In this episode we discuss how Mike chose to leave his corporate marketing director position behind to build his own business and brand and has worked with high-profile clients like John C. Maxwell and StoryBrand to name a few.
We also talked about his journey from working in the corporate world as a marketing director to running his own successful business. We also discussed branding yourself, pivoting, and the sadistic selfies! Finally, we talked about pricing, ad spend, and how to make sure you are priced right to justify your ad spend costs. You are going to get a ton of value from this episode. In fact, be sure to listen through to the end because that is when Mike unloads some nuggets that he hasn't talked about before. In this episode, you’ll hear:
Connect with Mike: The Brand You Podcast Mike Kim -Web Page Mike Kim Blog
Of course Mike is alway's good for a gin and tonic!
This week I wanted to share with you how I recently failed a product launch and why I loved it. I launched my group coaching course or tried to monetize my personal brand and failed miserably. I got one sign up. Now you may be thinking, “Wait a minute, Paul, you failed and you loved it? I don’t believe that.” It’s true, I failed, but there were many lessons I learned because of it. In this episode, I am going to share the lessons I learned from failure, what I did wrong, and how I am going to fix it for next time. My hope is that you will find some key takeaways so you can avoid them. Or perhaps, more importantly, come to realize that failing isn’t the worst thing that can happen, instead, it may actually be the best thing that can happen. So, yes, I failed and I loved every minute of it. In this episode, I’ll cover these topics:
I have worked with some major clients such as Target, Neiman Marcus, Slack, Starbucks, Holiday Inn, and more. The list goes on over my 10 years of consulting.
But how did I get these clients? And more importantly, how the heck can you get those types of clients? In this week’s episode, I am going to share my secrets! Yes, that’s right, today I am going to share my three secrets on how I landed my first Fortune 500 client. Before you start thinking that you couldn’t ever land high profile clients because they’ll never listen to you, let’s make this clear: they're not on some ivory tower, they are not unreachable. If you desire these types of clients, you can. I will share what worked for me and maybe, more importantly, I hope it will help you land Fortune 500 clients too. In this episode, I’ll cover these topics:
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 charging what you’re worth. If you have been struggling with mindset, roadblocks, and confidence in your pricing, this episode is for you! In this episode, you will hear:
Connect with Cliff: The Cliff Ravenscraft Show Podcast Cliff Ravenscraft - Web Page Free The Dream Conference The Next Level Mastermind Next Level Workshop 
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 serving a specific market that doesn't see the value in what you're doing or exceeds the value of the amount that they're willing to pay, you're never going to be able to get that high rate you want, need, or deserve. In this week’s episode, I am going to share my thoughts and strategies for pricing niches, including how to do it successfully and some things to consider. In this episode, I’ll cover these topics:
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 not always a good thing to scale or grow. Plus, I’ll share why I think it’s important to build a business that caters to you and your lifestyle (and not the other way around). Obviously, if you have a desire to be a multimillion dollar company with shareholders, meetings, employees, and overhead, that's great if that fits you. When it comes to business, I decided to go a different route. I decided to keep my business small and have done so for the last 10 years. Yes, I’ve experienced success even by staying, “small.” So today, I am excited to share some of my thoughts on this subject with you. In this episode, I’ll cover these topics:
Tools & Links Referenced: Paul Jarvis - A Company of One Business Brilliance by Lewis Schiff Brian Clark - 7-Figure Small Brian Clark - Why You’re the Perfect Age to Start a Successful Company Unemployable Podcast with Brian Clark Forbes - Are We Ready For A Workforce That is 50% Freelance? Jeff Goins Tribe Conference 
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 because of him. In this episode, we discussed his books (he’s written at least five of them!), entrepreneurship, and making your business work when you go out on your own. Our conversation was packed with amazing information about being successful when transitioning from a corporate job to that of a freelancer. We cover so much in this episode that you are sure to love it. In this episode, you’ll hear:
Connect with Dan Miller: 48 Days - Dan Miller 48 Days Eagles Group DISC Personality Profile 48 Days To The Work You Love Podcast 48 Days To The Work You Love Book - Dan Miller No More Mondays Book - Dan Miller 48 Days Career Coaching 
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 powerful tech tools to create what I call magic. Maybe you plan to do some email marketing or host some webinars of your own. Of course, there are many tools to choose from to make these things happen. In this episode, I will give you a peek behind the curtain, a little bit of behind-the-scenes on how I made the tech magic happen using Carrd, which is a platform for creating one-page websites, Zoom, a meeting and webinar host, and ConvertKit, an email marketing platform. In this episode, I’ll cover these topics:
The Pricing Is Positioning Course Tools & Links Referenced: Carrd Landing Pages Convert Kit Email Management Zoom Webinars Zapier Create Zaps & Automate Tasks Robby Fowler Marketing & Design 
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 mistake), and even why having an unhealthy view of money is getting in the way of your success. Some of the mistakes I discuss you will have heard before, but some of it may be new to you. Listen to today’s episode to hear my comprehensive top ten list of pricing mistakes that are holding you back. 10 Pricing Mistakes Preventing You From Getting Better Rates 10. Collecting your payments in arrears 9. Having an unhealthy view of money 8. Viewing the exchange of money as a personal relationship rather than a business exchange 7. Posting your pricing on your web page 6. Not valuing your expertise 5. Pricing your professional services as a commodity 4. Using bloating long multi-page proposals 3. Not anchoring high 2. Not using pricing options 1. Charging by the hour In this episode, I’ll cover these topics:
Connect with Paul: FREE Webinar May 23rd, Next Thursday 10:00 am Pacific (1:00 eastern) 3 Pricing Secrets Preventing Freelancers From Getting Better Rates The Pricing Is Positioning Course The Product Pricing Roadmap Website YouTube 
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 business on the side before jumping into it full time. We also discuss the importance of goals, strategic pricing, and even imposter syndrome. If you have been wondering how to start your own side hustle or how to turn it into a full-time gig, this episode is for you! We talk about all of that and more in this episode of Pricing is Positioning. In this episode, you’ll hear:
This episode was brought to you by the Pricing is Positioning Course; a six-week online intensive group coaching course with me, Paul Klein. We’ll cover getting paid what you're worth, positioning your pricing, attracting the right clients, and honing in on your overall pricing strategy. For all of the details on upcoming sessions, visit PricingIsPositioningCourse.com. Connect with Shannon: Free 5-Day Website Challenge Shannon’s Other Courses Pep Talks For Side Hustlers Podcast Facebook: Instagram: Connect with Paul: The Pricing Is Positioning 6-Week Group Coaching Course The Product Pricing Roadmap Web: YouTube 
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 business success. “Yes/No Pricing,” can help you climb up the stairway of value and leverage your brand in the process. 
In this episode, I’ll cover these topics:
This episode was brought to you by the Pricing is Positioning Course; a six-week online intensive group coaching course with me, Paul Klein. We’ll cover getting paid what you're worth, positioning your pricing, attracting the right clients, and honing in on your overall pricing strategy. For all of the details on upcoming sessions, visit PricingIsPositioningCourse.com. Speakers & Links Referenced:
The Thing Live …the premier event for creatives, makers, entrepreneurs, & leaders held in Orlando, Florida May 15th - 19th. Use the code IMWITHPAUL for 10% off at thethinglive.com. Connect with Paul: The Pricing Is Positioning Course The Product Pricing Roadmap YouTube 
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 of, it’s just a common theme amongst new (and maybe even veteran) business owners. What is important to understand is you have such great value. You offer so much, you really ought to be charging a premium for your products or services. Of course, the catch-22 is you don't want to charge too much either. I know how it feels to send out that proposal or that email and wonder, “Did I leave money on the table?” In today’s episode, I will be sharing some mindset shifts and strategies that will help you realize your true value and charge what you are worth. It all starts with you. The first sale is to yourself. As Alan Weiss says, “If you don't value yourself, your products, or your services, then neither will the micro marketplace.” In this episode, I’ll cover these topics:
This episode was brought to you by the Pricing is Positioning Course; a six-week online intensive group coaching course with me, Paul Klein. We’ll cover getting paid what you're worth, positioning your pricing, attracting the right clients, and honing in on your overall pricing strategy. For all of the details on upcoming sessions, visit PricingIsPositioningCourse.com. Resources Referenced: The Mike Kim Show BYP Episode 179 With Paul Klein The Thing Live …the premier event for creatives, makers, entrepreneurs, & leaders held in Orlando, Florida May 15th - 19th. Use the code IMWITHPAUL for 10% off at thethinglive.com. The Soul of Enterprise With Ron Baker & Ed Kless Episode #128: The Three—and only three—Pricing Strategies Book: Pricing Done Right by Tim J. Smith The price guarantee offered by Florida based “Bugs” Burger Bug Killers (BBBK)” exterminators Connect with Paul: The Pricing Is Positioning 6-Week Group Coaching Course The Product Pricing Roadmap Web: YouTube 
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 advantage of the knowledge economy and getting your dreams off the ground. Finally, we had an interesting conversation about outsourcing and delegating tasks, which can be a difficult thing for entrepreneurs to do. Our conversation took many twists and turns with insights from a truly knowledgeable entrepreneur. . In this episode, you’ll hear:
Connect with Terry: The Thing Live 2019 (Use Discount code: IMWITHPAUL) Terry Weaver - Speaker, Author, Dreamer Making Elephants Fly Book Making Elephants Fly Podcast YouTube Connect with Paul: The Pricing Webinar The Product Pricing Roadmap Website YouTube 
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 client, but are taking them for granted or simply not treating them well. I believe in order to avoid complacency, we need to recognize when it is happening (or about to) so that we can move towards proactivity. Even if client complacency isn't happening within your organization, recognizing it is equally important because it can serve as an opportunity to gain new clients from your competitors. For example, if there's a firm that isn’t providing value to client or taking them for granted, it’s a perfect opportunity for you to say, “Hey, I can help you with the same service and also be sure you are taken care of, being respected, and provide you with the value you deserve.” In this episode, I’ll cover these topics:
Connect with Paul: The Pricing Webinar The Product Pricing Roadmap Web Site YouTube 
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 is a slight departure from the usual topics I cover in the podcast. But marketing is all about how you showcase and talk about your offerings and position yourself in the marketplace. Email marketing, in an online world, is an important facet of your business. Know this, I'm by no means an email marketing guru. However, I have learned a few tricks, tips, and even some cool stuff from friends who are, like Mike Kim (an expert in email and internet marketing). In fact, Mike shared with me some key strategies I've implemented into my own email marketing and have found success. This week, I want to share my email marketing insights, advice, and observations with you, so that you can find success too. In this episode, I’ll cover these topics:
Connect with Paul: The Pricing Webinar The Product Pricing Roadmap Web Site YouTube 
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, The Walt Disney Company, Dan decided to leave and start his own personal brand. He became an entrepreneur. In today’s episode, Dan shares openly about his transition from corporate leader to entrepreneur. He talks about the challenges, difficulties, and the wins and losses. Plus, he lets us in on some of the things he's up to in his personal brand today, like the production of The Perch Newsletter and more. In this episode, you’ll hear:
Resources and links referenced: Text: "danaow" to 44222 to subscribe to Dan's Free Article of the week Dan's Website: Dan Cockerell - The Perch Newsletter Dan Cockerell - Podcast Lee Cockerell - (Dan’s Dad) Tools Mentioned: The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Connect with Paul: Website YouTube 
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 you have thoughts around this week’s topic, I'd love to hear from you. Use the links below to connect with me and tell me what has worked for you and your business. In this episode, I’ll cover these topics:
Connect with Paul: The Pricing Webinar The Product Pricing Roadmap Web Site YouTube 
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 cyberspace?” You then continuously hit refresh on your email inbox. And, you’ve even begun to draft a follow up email. Next comes, “Was my quote too high?” You begin to beat yourself up and start planning how to broach the subject of discounting your fees if you do get pushback on your original proposal quote. Finally, you get to the part where you throw up your hands in exasperation and decide, “That’s it. They just don’t like me.” It’s now been 10 minutes since you’ve sent the proposal and you’ve already thrown in the towel. That, my friends, is what I mean by the stench of desperation. In this episode, I am going to go into many of the facets that lead to these obsessive thoughts, which hold you back from being successful in your business. Plus, I’ll provide some insight and advice on how to avoid these mental roadblocks, for good. In this episode, I’ll cover these topics:
Connect with Paul: The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Web Site YouTube 
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 dive into creating your first product, you need to know what a knowledge product is and what actually makes a good product. I break down the different types of knowledge products you can have and then provide the steps needed to launch your product, successfully. If you're looking at taking advantage of today’s digital and knowledge-based economy, this episode is the one you won’t want to miss. In this episode, I’ll cover these topics:
Resources and links referenced: Dan Millers (DISC Profile) Kary Oberbrunner’s Author Academy Elite Danny Ozment's Podcast Supercharger Pat Flynn’s Power Up Podcasting Mike Kim's - Marketing Insider Newsletter Dan Cockerell - The Perch Newsletter Dan Cockrell - Podcast Cliff Ravenscraft – Next Level Mastermind Dan Millers - Eaglepreneur Mastermind Tools Mentioned: Kajabi Teachable Thinkific Zoom Adobe PDF Adobe Spark Canva Screen Flow QuickTime Weebly The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Connect with Paul: Web YouTube 
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 how to implement 3 pillars of revenue in your consulting business for maximum success. How do I know the 3 pillars of revenue work? Well, I left my job, security, and career after 18 years in practice. One of the things I had to do was figure out how to pay the bills quickly. Not only did I do consulting work during that time, but I also incorporated two of the three pillars into my business model. What I say is not absolute, but I like to share what worked for me and this approach did work. I think 3 pillars of revenue might help you move your consultancy and business forward to greater heights too. In this episode, I’ll cover these topics:
Resources and links referenced: Social Media Marketing World 2019 The Thing Live 2019 The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Pricing is Positioning Alexa Skill Connect with Paul: Website YouTube 
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, Pricing Creativity, was the inspiration for the name of this podcast!
In addition to being an author and entrepreneur, Blair co-hosts the podcast 2Bobs, Conversations On The Art of Creative Entrepreneurship, with David C. Baker. He also lectures throughout the world on how creative professionals can win more business at higher prices and lower cost of sale. Sound familiar? In this episode, Blair and I discuss value-based pricing, including the purpose and benefit of using this pricing strategy. Plus, we talk about some ways to implement value-based pricing in your business. In this episode, you’ll hear:
Connect with Blair: Win Without Pitching - Blair Enns Pricing Creativity: A Guide To Profit Beyond The Billable Hour The Win Without Pitching Manifesto 2Bobs Podcast With David C Baker and Blair Enns 2-Day Win Without Pitching Workshop April 15th-16th, Chicago, IL Connect with Paul: The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Website YouTube 
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. Knowledge is power. And after you listen to this episode, you’ll know these five pricing arrangements; which may help you quickly adapt almost any pricing conversation. Instead of a proposal or engagement going south, you may be able to move into a direction that will land you the job or maybe even help you secure a higher rate for your services! In this episode, I’ll cover these topics:
Resources and links referenced: Blair Enns - Pricing Creativity Allen Weiss Value-Based Pricing Allen Weiss Million Dollar Consulting The Business of Consulting Workshop - Los Angeles The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Amazon Alexa Connect with Paul: Web Site YouTube 
When talking with potential clients about pricing for their brand or business, many ask me, “So, Paul, you talk about value ladders a lot. What is a value ladder, exactly?” Well, in this week’s episode I am going to answer that question and by the end, you’ll know what a value ladder is and how to use one in your business. Plus, I will share with you priming, how to prime for higher rates, and anchoring, which ties everything all together for grading the value ladder.
In this episode, I’ll cover these topics:
Resources and links referenced: The Business of Consulting Workshop - Los Angeles The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Connect with Paul: Website YouTube 
In this episode, I am going to talk about not wasting time with long proposals and how to use the one page proposal in your business (which I’ve mentioned in past episodes). Oftentimes, firms or companies can end up putting together long proposals (upwards of 100 pages!). Most of these proposals are solution-oriented and resume-based. And, yes, I was guilty of putting together long proposals over the years too. But, once I turned to my own business and consultations and read an eye-opening book, I learned the importance of limiting unpaid proposals. Today, I will share with you what I learned and hope to help you craft a one page proposal that not only saves you time and energy, but can help you increase your rates too.
In this episode, I’ll cover these topics:
Resources and links referenced: Blair Enns - Pricing Creativity The Business of Consulting Workshop - Los Angeles The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap **If you leave a ratings and review on Itunes and email me a screenshot, I will email you back the answer whether my client selected Option -1 ($50,000), Option -2 ($35,000) or Option - 3 ($25,000) as well a copy of the One Page Proposal Template. Email it to me at: paul@paulklein.net Connect with Paul: Web Site YouTube |
Paul Klein
I help freelance entrepreneurs stop undercharging so they can scale a 7-figure business.
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