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:

• Why new consultants, freelancers, or brand experts should NOT list their pricing on their website
• Some reasons established consultants may want to INCLUDE their pricing on their website
• The risks vs. the rewards of not including your pricing on your website
• When it makes sense to include pricing regardless of years in business
• Products vs. customized services and pricing

Connect with Paul:

The Business of Consulting Workshop - Sacramento

The Product Pricing Roadmap

Web: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

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:

• Some more examples of the stench of desperation trap
• Derailing the negotiation or onboarding process
• What Fonzie from Happy Days teaches us about being calm, cool, and collected
• Embracing the power of, “No”
• What you should and should not do when you send out a proposal

Connect with Paul:

The Business of Consulting Workshop - Sacramento

The Product Pricing Roadmap

Web: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

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:

• Some more examples of the stench of desperation trap
• Derailing the negotiation or onboarding process
• What Fonzie from Happy Days teaches us about being calm, cool, and collected
• Embracing the power of, “No”
• What you should and should not do when you send out a proposal

Connect with Paul:

The Business of Consulting Workshop - Sacramento

The Product Pricing Roadmap

Web: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

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:

• The various kinds of knowledge products, including e-books, online courses, paid webinars, paid masterminds, group coaching, and more
• One way to stand out in your industry by producing “old school” (aka hardcopy) content
• Multiple resources for creating your knowledge product
• Various platforms and tools for selling your knowledge product, including payment processor recommendations

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: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

 

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:

• The various kinds of knowledge products, including e-books, online courses, paid webinars, paid masterminds, group coaching, and more
• One way to stand out in your industry by producing “old school” (aka hardcopy) content
• Multiple resources for creating your knowledge product
• Various platforms and tools for selling your knowledge product, including payment processor recommendations

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: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

 

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:

• The importance of clearly defining your services and who you are providing services to
• Productized offerings, including courses, online content, and resources
• Why you should have a mixture of training and education created around your niche
• Consultant’s marketing growth cycle

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:

Web: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

 

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:

• The importance of clearly defining your services and who you are providing services to
• Productized offerings, including courses, online content, and resources
• Why you should have a mixture of training and education created around your niche
• Consultant’s marketing growth cycle

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:

Web: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

 

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:

• How and why Blair decided to scale his business and his strategy behind the pricing of his products and services
• His endeavor into learning about value-based pricing and applying the methods he learned to his own business and clientele
• Blair describes the three main pricing options
• What value-based pricing is and how to implement it in your business
• The purpose of value-based pricing
• The importance of being client-centric and not focused on your solutions.

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 LinkedIn - https://www.linkedin.com/company/win-without-pitching/ Facebook - https://www.facebook.com/winwithoutpitching/ Instagram - https://www.instagram.com/winwithoutpitching/ Twitter - https://twitter.com/blairenns

 

Connect with Paul: The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Web: www.paulklein.net LinkedIn - https://www.linkedin.com/in/paulkleintv/ Facebook - https://www.facebook.com/paulkleintv Instagram - https://www.instagram.com/paulkleinTV/ Twitter - https://twitter.com/PaulKleinTV YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

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:

• How and why Blair decided to scale his business and his strategy behind the pricing of his products and services
• His endeavor into learning about value-based pricing and applying the methods he learned to his own business and clientele
• Blair describes the three main pricing options
• What value-based pricing is and how to implement it in your business
• The purpose of value-based pricing
• The importance of being client-centric and not focused on your solutions.

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 LinkedIn - https://www.linkedin.com/company/win-without-pitching/ Facebook - https://www.facebook.com/winwithoutpitching/ Instagram - https://www.instagram.com/winwithoutpitching/ Twitter - https://twitter.com/blairenns

 

Connect with Paul: The Business of Consulting Workshop - Sacramento The Product Pricing Roadmap Web: www.paulklein.net LinkedIn - https://www.linkedin.com/in/paulkleintv/ Facebook - https://www.facebook.com/paulkleintv Instagram - https://www.instagram.com/paulkleinTV/ Twitter - https://twitter.com/PaulKleinTV YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg

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:

• Hourly pricing: why I can’t stand it and how it puts you and your clients at odds
• Refocusing the conversation from time to value and providing different levels of value in pricing options
• Daily rates: when and how to use them
• Two types of retainers: retainer for deliverables and retainer for access
• Project pricing and why I encourage you to consider it as a viable pricing option
• Value-based pricing: why it’s a great concept and how to use it

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: www.paulklein.net

LinkedIn - https://www.linkedin.com/in/paulkleintv/

Facebook - https://www.facebook.com/paulkleintv

Instagram - https://www.instagram.com/paulkleinTV/

Twitter - https://twitter.com/PaulKleinTV

YouTube - https://www.youtube.com/channel/UCoQRkgXR4ClPAub12lXgPwg