Consultant or coach? What's the difference? This week I'm excited to talk you about this topic. Special thanks to Michael Sizemore and for our conversation which helped inspire this episode. In the realm of personal branding and self employment, the terms coach and consultant get passed around so much they end up overlapping. Both provide a tremendous amount of value and resources for professionals but when it comes down to it they engage clients differently and set out to achieve different objective. My hope is by the end of the episode to provide you with some more clarity behind the roles of each title and to determine which In my experience, I had always deterred away from the connotation of coach. I always thought they were exclusive to sports or life coaches you'd see on TV. However, in the past few years as I've entered the realm consulting/coaching I can see the immense value in both roles. So what exactly is the difference between a coach and consultant? 
IA Coach:
-Is someone who influences behavior, provides action steps but controls nothing with their clients outcomes. Coaches advise and provide direction/the steps to get to the end result but they are not responsible for the end result. They adopt a role closer to a mentor or advisor. A Consultant: -A consultant provides solutions to complex problems and in some cases, controls the implementation. I also find that consultants will rarely consider themselves a "coach" but a coach will at times consider themselves as a consultant. Consultants are usually specialists in one niche area, and are hired to produce a specific outcome for you. For example: Take a professional copywriter. Here are two examples that demonstrate the services of a "Copywriting coach" vs "Copywriting consultant". Copywriting Coach: - Offers ongoing advising - Helps improve your copywriting - Gives you exercises and drills -Provides constructive criticism Consulting Copywriter: -Would write the sales copy for you launch - Is there to provide the solution - Is there to provide their expertise not teach it In the personal branding world, it's common to see arrangements in which someone assumes a hybrid role between the too. This is where I think many people get caught up or the confusion comes in. If you consider yourself more of a “coach” then you will likely lean on the coaching side of things first with some level of deliverables. However, if you consider yourself more of a consultant, then you will likely lean on the consulting side of things first and eventually offer some form of advisory to your expertise in addition to any set of deliverables that solves your clients problems. This is why it's extremely important for you to be really clear on WHAT you are and WHAT you are offering. Here are some important questions to ask yourself if you're still trying to figure out which title fits for you:
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This week I'm excited to have Michael Zipursky on the show!
Michael is an author, entrepreneur and high end consultant. He is also the CEO of ConsultingSucess.com. His brand Consulting Success® has helped hundreds of consultants add six and seven figures to their annual revenues. His two books, The Elite Consulting Mind and Consulting Success are great resources that I highly recommend to consultants. On this episode, Michael and I talk about a variety of important topics such as the success of his brand and the importance of mindset in business. We also talk about what is needed in this initial stages creating your business and/or making the transition from corporate world to high end consultant. An important distinction we talk about is the difference between "building" vs "engaging" your business. Building your business involves the cut and dry steps like creating a logo, website and all of those nitty gritty details. While these steps and "building" are important, they can be time consuming and lead to procrastination and what Michael refers to as "builders syndrome". Instead, of spending two hours adjusting the font on your websites homepage, Michael would encourages his clients to instead spend the time trying to engage with their business in someway that can evolve the bigger picture. This can be as simple as having a conversation, networking with other people and being bold enough to tell people what you are doing! This ultimately leads us back to the importance of mindset: The first sale is to yourself! We discuss this and much more in detail on this episode of The Pricing is Positioning Podcast. Tune in! On this episode we discuss: -Michael’s business backstory -Engaging vs building your business -Mindset and its importance -How Michael approaches pricing -Why you don't need to offer multiple services Connect with Michael: Consulting Success: LinkedIn: Twitter: Books: 
This week I have an essential question for you.
Is $4000 a more attractive price than $3999? Which do you think converts to the most value 99, 97 or .95? I get this question all the time, and the solution is based on what's known as "charm pricing" or the "left digit principle." Charm pricing and the left digit principle are two essential tools you can add to your pricing strategy. Charm pricing involves pricing that ends with .95, .97, or .99, and is often what you see at discount stores like Walmart, Target, or your local fast-food restaurant. Think about it, when was the last time you saw the list or base price of a product at a high-end retail establishment that ended in .95, .97, or .99? Not very often, and if you look at high-end products like Apple, Louis Vuitton, and Ruth Chris, you will see most of their prices end in zeros..........at least most of the time. Whether these retailers are on the high end of the pricing spectrum or the discount end of the pricing spectrum, they all rely upon a simple principle called the "left digit principle" and you can too in your consulting freelance business. The left digit principle is best explained by looking at a study done in 2005 by Manoj Thomas and Vicki Morwitz in which they came to the following conclusion: "Nine-ending prices will be perceived to be smaller than a price one cent or one dollar higher if the left-most digit changes to a lower level but not if the left-most digit remains unchanged." In other words, we prefer to use the left digit only when there are different options, and the prices are different. Here's one way I would work the left digit principle into your pricing: Let's say you have an online course for $399 and want to "entice" sales by offering it on sale for $299. In this case, it's actually better to offer the course for $400 and then have it on sale for $299. This is because the difference between the "2" and the "4" in a quick calculation seems or is perceived as much better value (i.e., $200) than the difference between the "2" and the "3" in $399 to $299 (i.e., $100). This is why it's not only essential to understand charm pricing and the left digit principle, but how to use it in your pricing effectively. In this case, it's more effective for you to use it with your sale price and not your full-priced services because it allows you to convey the difference between the original and sale price in a way that emphasized more value. Learning theses principle's is just one step of the equation that can help produce an increase in profit and value for you. I also suggest that simple is always better that the complex. let's say you have a high ticket offer for $9000. Whether it's on an email, a proposal sheet, or your web page, you should keep things simple. For example, here are the different ways that you could potently list this price:
$9000 You see this all the time in the higher end or more elegant restaurants. Check it out next time you are out at a nice restaurant. You will likely see no decimals or commas in their pricing. Try this out on your next high ticket consulting engagements, so you don't overwhelm your clients with the complex. So how about it? Are you going to experiment with a price endings for your next product or proposal? I challenge you to incorporate charm pricing and the left digit principle into your next product offering or proposal. In this episode, I talk to you about:
References: Manoj, T. and Morwitz, V. (2005). Penny Wise and Pound Foolish: The Left Digit Effect in Price Cognition. Journal of Consumer Research, 32. 54-64. 
Do you have good pricing habits?
Are you wanting to charge more for your services and products? No matter what area of life you're talking about, habits are what lay the foundations of our daily lives and our goals. The professional world of consulting and pricing included! The word "habit" is defined as "An acquired mode of behavior that has become nearly or completely involuntarily." This weeks episode of The Pricing is Positioning Podcast is inspired by one of the most famous books out there on habits: Stephen Covey's "The 7 Habits of Highly Effective People". On this episode, I give you my version and recommended list of 7 habits of highly effective pricing! 
Here's a breakdown:
1-Be focused on value.
2- Begin with Price Options.
3-Put high anchors first.
4 - Think outcomes not time.
5 - Seek 100% up front.
6 - Synergize your expertise and value
7 - Sharpen the “No”
When it comes down to the bottom line, just remember as a consultant you are the expert! You are the expert practitioner of your craft and/or vertical, own it! So there you have it, a brief take on my 7 habits that I recommend to you for effective pricing. Tune into the episode for more! In this episode I discuss
This week I get to interview special guest Rochelle Moulton! Rochelle offers some great resources to anyone making the transition to a freelancing consultant. She is a brand strategist and co-host of The Business of Authority Podcast. Rochelle has a long list of accomplishments, one of them was becoming a global partner with a corporation by the age of 31! These days, her niche is helping professionals craft their brands into flourishing business. We discuss on this episode how she, herself, ended up making the transition from the corporate world to a high end consultant and the tips she gives to those making the same transition. Some of the main advice she gives to those venturing out on their own, is to get specific with your niche. Ask yourself questions like:
Once you narrow those answers down, you can begin to accurately gauge how you price your services. "Price communicates value" is Rochelle's approach to pricing her services and it is what she tells clients. Pricing your services too low can be just as damaging as pricing them too high! If you price your services in that balanced sweet spot of value, you will be able to position yourself as (what Rochelle) refers to as an authority in your profession. An authority is much different than expert, as she puts it: "(An authority) is like an expert on steroids." They are someone who is not only an expert at their field, but they have exceptional clarity about their expertise and their niche. 
To become an authority takes more than just knowing your craft, it's about knowing your market and accurately gauging your value within it. On this episode we discuss these topics further and you'll hear more about how Rochelle advises those looking to become an authority in their niche market! Tune in! In this episode we discuss,
Connect with Rochelle: Business of Authority Podcast RochelleMoulton.com Client Avatar BrandSheet 
This week I’m talking to you about CVs (Curriculum Vitae), what they are and if your social media footprint is acting as a quasi CV for your business.
In today’s professional world, almost all consultants and freelancers may be asked to provide one. In the past decade we've seen an increase in demand for CV's. But what exactly is a CV? Does Social Media play a factor in this? And why CV's are being used more than a resume these days in the freelance consulting economy. CV's actually date pretty far back when it comes to human history. When I went to research its origins I was surprised to find out that it was none other than the famous Leonardo Da Vinci who was the first person to create the first version of what we know as a CV today. Hence the latin name "Curriculum Vitae" which means............"The Course of Life" Fast forward many centuries and you'll find that CV's continue to be used as a way for professionals to list their professional projects, skills and accomplishments. Here's a good chart that the difference between a resume and a CV: 
With technology, it's no question that social media has changed and shifted how we market our services and products to our clients.
While Cv's have not yet been entirely replaced, nor do I think they will be anytime in the near future, a modern CV can branch into many different verticals. Like social media. I know for a fact that some of my clients have looked to my social media before hiring me. It gives professionals the ability to have a kind of visual portfolio. Social media sites can be an alternative way to showcase not only your services but reach out to new customers as well. While it's not mandatory or essential to success in the modern market, Consultants and freelancers should start to see how social media can be viewed as another medium to showcasing their products and services. I discuss this further on this episode of The Pricing is Positioning Podcast and tune in until the end because I even give you some tips I used to craft my own CV! In this episode I discuss: -Why you need a CV -The difference between a CV and a resume -Is Social Media is the new CV? -Tips I give for crafting the best CV for you 
This week I want to share with you some secrets. Many of you don’t know this about me, but when I was younger, I was actually an aspiring rock star. YES…..A Rock Star! In fact, I was part of a “Big Hair” band during the Heavy Metal era of the 1980s. 
Can you guess which one was me?
Yes, I spent a good part of the late 1980's playing music putting on shows in venues all over California. It was during this time I learned some of my most important lessons in business. One important one was how I experienced the harsh reality of "pay to play". In the 1980's rock music industry, up and coming bands would have to literally pay to play shows. Clubs would require bands to buy their tickets in advance so that they received money regardless if the our band actually sold the tickets. This left the clubs with a safety net of compensation and the bands to work up front with no guarantee they would be paid. One time, my band and I played a huge show with over 500 people. The agreement we made with the venue was that we would receive 50% percent of the "door" earnings after the show that night. When it came to the end of the night after rocking the house and playing one of our best shows, our total earnings came to a whopping $50! This experience left me with my second important lesson:
While I know in some industries and bigger corporations this is unavoidable, but in my experience, the majority of the time it's a matter of positioning your services and offerings in your terms and require payment up front prior to starting the work. Paying to play isn't just something you want to avoid in the music industry. It's something you want to avoid in any business industry because it essentially leaves you at risk for not getting maximum compensation for your value and leaves you acting as a credit union to your clients. On this episode of The Pricing is Positioning Podcast, I discuss these topics further and I get to talk to you a little bit about a time in my life that my kids are embarrassed I talk about! 
In this episode I talk about:
I’m excited to have my friend Jonathan Stark on the show this week! Jonathan is on a mission to rid the world of hourly billing.
So much so, that he has a dedicated podcast called The Ditching Hourly Podcast and is the author of Hourly Billing is Nuts. Jonathan is also the co host of The Buisness of Authority Podcast with Rochelle Moulton. Jonathan falls right in line with what we talk about on the Pricing Is Positioning podcast. I’m happy to say we share many of the same ideas. One of the first things we talk about on this episode is his journey from being a corporate software developer to becoming an independent consultant who has his own podcast. It was during his time as a corporate employee that Jonathan became aware of the many issues within the hourly billing system. One of his tasks was to manage a small team for his company. During this time, he realized that the highest paid employee wasn't actually making the company the most money and the employee that was making them the most money was only getting a starters salary. That's when he came to conclusion that value based pricing would be a much more efficient option. But what exactly is value based pricing? Value based pricing aka "outcome based pricing" is to put it simply, to price the value of services per project rather than just pricing your time. Time based pricing is limiting and as mentioned above, almost always less efficient for the workers. One crucial step to implementing value based pricing is to determine the profitability of your services so you can choose projects properly. But does hourly billing increase profit for everyone? For some people, it might be good to make the transition to outcome based pricing based pricing overtime. For others, increasing profit means having to completely switch over to value based pricing. We discuss this and much more on this weeks episode of the Pricing is Positioning podcast! If you want to move away from hourly based billing and increase your rates, you wont want to miss this weeks episode of the Pricing is Position Podcast. In this episode, you will hear:
It doesn’t matter if you’re just starting out or have been in the business for years. There’s one thing that can doom any business at any stage.
When I first began my journey in consulting and owning my own business, I had no idea where to start. So I started by taking notes and asking questions. One of the most common pieces of advice I’d receive in the beginning stage was always the same: “You’re gonna need a small business loan.” This didn’t make sense to me. Why did I need to take out so much money if I could just start small? Why bite off more than I could chew? So I went against the advice I was given and started out just $500 to my business. Within a year, that $500 turned into $1000, $10,000 and then $100,000. In this episode, I want to talk to you about why you don’t always need that small business loan and how debt can be the anchor that drags your business down. I also stress the importance of starting small and share with you how I approached employees and other factors I had to consider when I started my own consulting business. In this episode, I’ll cover these topics
The Banker and the Fisherman
An American investment banker was at the pier of a small coastal Mexican village when a small boat with just one fisherman docked. Inside the small boat were several large yellowfin tuna. The American complimented the Mexican on the quality of his fish and asked how long it took to catch them.
The Mexican replied, “only a little while. The American then asked why didn’t he stay out longer and catch more fish? The Mexican said he had enough to support his family’s immediate needs. The American then asked, “but what do you do with the rest of your time?” The Mexican fisherman said, “I sleep late, fish a little, play with my children, take siestas with my wife, Maria, stroll into the village each evening where I sip wine, and play guitar with my amigos. I have a full and busy life.” The American scoffed, “I am a Harvard MBA and could help you. You should spend more time fishing and with the proceeds, buy a bigger boat. With the proceeds from the bigger boat, you could buy several boats, eventually you would have a fleet of fishing boats. Instead of selling your catch to a middleman you would sell directly to the processor, eventually opening your own cannery. You would control the product, processing, and distribution. You would need to leave this small coastal fishing village and move to Mexico City, then LA and eventually New York City, where you will run your expanding enterprise.” The Mexican fisherman asked, “But, how long will this all take?” To which the American replied, “15 – 20 years.” “But what then?” Asked the Mexican. The American laughed and said, “That’s the best part. When the time is right you would announce an IPO and sell your company stock to the public and become very rich, you would make millions!” “Millions – then what?” The American said, “Then you would retire. Move to a small coastal fishing village where you would sleep late, fish a little, play with your kids, take siestas with your wife, stroll to the village in the evenings where you could sip wine and play your guitar with your amigos.” – Author Unknown 
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) 
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 |
Paul Klein
I help freelance entrepreneurs stop undercharging so they can scale a 7-figure business.
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