The Pricing Queen

In this episode: • Why passive income isn’t passive • The importance of having an email list • The planning process • Sell it before you build it • How to price passive income • Expected timelines

Sally walks through a simple explanation of what passive income really means and why it is not actually passive! Providing clear examples of what passive income could be, Sally highlights the importance of marketing and email lists. Sally shares her own initial struggles with passive income and outlines the journey she has taken to get where she is with her business right now.

Sally provides amazing insight into creating a passive income product and why you should sell it before you build it to ensure the content is right. Naturally Sally lays out the best way to crunch your numbers and price products as you would expect and discusses the average timelines you should expect things to take.

Selected links from this episode Sally’s new course – Boost your bottom line

Check out Sally’s Masterclasses and Pricing Calculator

Connect with Sally on Instagram @thepricingqueen and on LinkedIn 'Sally Farrant'

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The Pricing Queen podcast is produced by Decibelle Creative – Instagram: @decibellecreative decibellecreative.com

In this episode:

• How to put yourself out as an expert • The process of raising your profile and reach • The value of visibility • Choosing the right media • Facing your fears • Personal content

Sally talks to Rachel Spencer, a freelance journalist and publicity expert for small pet businesses. Rachel talks about how raising your profile can contribute to you being able to raise your prices as visibility means more people will find you, allowing you to be more selective about the clients you want to work with. Rachel and Sally talk about how to be brave and put yourself out there as an expert, the importance of telling people what they need to know about you and why you’re different. They discuss choosing the right media for your audience from the many evolving platforms for exposure and the hard work you need to do to secure ‘the cherry on top’ national media recognition. Rachel shares insightful anecdotes of working with various clients to get publicity and why getting personal could be the key to getting coverage for your business.

Selected links from this episode

Find Rachel on Instagram @rachelspenceruk, LinkedIn 'Rachel Spencer', check out her website rachelspencerwrites.com and discover her podcast 'Publicity for Pet Businesses' 

Connect with Sally on Instagram @thepricingqueen and on LinkedIn 'Sally Farrant'

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative @decibellecreative decibellecreative.com

• Hourly & daily pricing

Sally talks through 5 pricing strategies, quickly covering off the pros and cons and methodology behind each one.  Whether your work is project based or you’re looking to sell packages, Sally will have likely outlined a pricing strategy that would work best for your business model.

Connect with Sally on Instagram LinkedIn

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The Pricing Queen podcast is produced by Decibelle Creative

• Terms and conditions for freelancers

Emma and Sally chat about the common business areas freelancers require advice and support for, from terms and conditions to pricing services. Emma talks about having confidence in your value and why having clients that will pay more will value your service more. She and Sally discuss pricing concerns and Emma has a top tip to assist with pricing conversations. Emma and Sally chat about understanding your business model and why pressure to grow the business isn’t always necessary. They highlight why knowing your numbers is the best way to measure your success and why freelancers need to make the flexibility factor work for them.

Check out Emma’s website and Facebook group

Connect with Sally on Instagram LinkedIn

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative

• Revisit your pricing often

Sally sets about busting these popular pricing myths:

Pricing is once and done.

You can only ever price by the hour.

You can’t help the people you want if you’re too expensive.

You should be cheaper if you’re new.

You can’t double your prices overnight.

Listen in to find out why these popularly held opinions are total pricing myths. Sally encourages business owners to rethink their offering and have confidence in their ability.

Connect with Sally on Instagram LinkedIn

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative

In this episode:

Sally chats with Selling To Corporate founder Jessica Lorimer about how selling to corporates can be a great way to grow your business. Jess explains to Sally why she decided to focus on b2b selling over b2c for more targeted, higher revenue-generating results. Jess shares how selling to corporates as a supplier provides a better work life balance and can provide great cash flow for your business.

Jess explains how integrating a corporate revenue stream can help fund certain areas of your business, such as marketing and advertising perhaps, but how it doesn’t have to be your primary income source.

Sally and Jess look at how you select and approach corporates and how this technique differs from b2c selling. Starting small and being targeted and specific will yield bigger results, Jess recommends starting by picking an industry. Any industry! She also talks through best practices for lead generation and business development calls and how to refine the sales process.

Message from this episode – don’t disregard corporates, they add lots of revenue to your business!

Selected links from this episode

Check out Jessica’s podcast Selling to corporate

Connect with Jessica on LinkedIn

Connect with Sally on Instagram@thepricingqueen  LinkedIn

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative

• How to fix a price and still make money

Sally recommends recording your time accurately for each element of your job so you can self-assess how long a project has takes you, allowing you to quote effectively for future jobs. Sally warns against diluting your value by doing lots more hours.

Sally explains how fixed pricing allows you to set clear boundaries with your client to prevent scope creep and manage expectations. Be clear about what your price includes (and if necessary, what it doesn’t!)

Sally recommends starting any new pricing structures with new clients and then introduce it to existing clients based on your existing knowledge of how long each client’s work takes. It’s ok to experiment with pricing, changing it as necessary with new clients until you get it right.

Be wary of other people’s money stories and don’t be afraid to put prices out there. Sally explains how the price could cast a reflection on the quality of the work that will be delivered, so don’t worry about cheap competitors.

Connect with Sally on Instagram @thepricingqueen and on LinkedIn

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative

• Understanding how to price yourself

Rob, a former hypnotist, and Kennedy, a former mind-reader, are the lively duo who are uniquely positioned discuss the psychology behind email marketing and run Email Marketing Heroes. Through their past 18 years as entertainers, they have run their own ‘businesses’ and fallen in love with email marketing as a way to generate sales, without having to do sales.

Rob and Kennedy discuss how they had to learn to price themselves by creating an environment of zero competition by focussing on their unique positioning.

They talk to Sally about the psychology behind pricing, putting your prices up and how you need to think about and keep testing who your audience is. Who is or is likely to pay the price you want to charge for your service? Remember, the wrong audience will never buy the brilliant offer.

Visit Rob and Kennedy’s Email Marketing Heroes website

Check out  The League membership

Listen Rob and Kennedy’s podcast The Marketing Show

Or join The Email Marketing Show Community on Facebook

Connect with Sally on Instagram @thepricingqueen and LinkedIn

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative @decibelle_creative

• How to identify and define your niche.

Amy Caiger helps businesses identify and communicate their niche to their target customers. She chats with Sally about dispelling anxieties businesses have towards niching (particularly around alienating people) and how it provides greater insight into your business, identifying what it does well. She also discusses why it is important to define your niche through clear messages and marketing.

Amy lists the three elements that make up a niche, who, what and you, and examines the benefits to a business that has less offering and more focus. Amy invites us to think about the language we use when describing our offering to attract the right clients, looking at it in terms of problem and solution. Amy and Sally debate identifying client needs, packaging-up offers to price effectively and leading with features and benefits not delivery or format.

Amy maintains that being clear about what you offer will influence everything else the business does. So what’s your business’ hook?

Connect with Sally on Instagram @thepricingqueen and on LinkedIn

Find Amy on Instagram @amycaigerbiz

Join Amy’s free Facebook group Unleash your niche.

Like what you hear? Don’t forget to rate and leave a review to help spread the word!

The Pricing Queen podcast is produced by Decibelle Creative

• Why hourly billing is nuts!

Former software developer and now value-based consulting guru, Jonathan Stark talks to Sally about some of his thoughts around hourly billing and why it’s nuts! He covers why hourly billing is a backwards pricing strategy, the ‘artificial ceiling’ and how hourly billing caps your pricing and limits your income. It can also create trust fractures in the client relationship and encourages scope creep. Jonathan also shares his thoughts about why hourly billing could be considered unethical.

Jonathan discusses the difference between pricing and billing - why you should price for your work and not bill for your time and looks at the different ways to price your services.

Jonathan and Sally chat about ‘the why conversation’, designed to help you price your services effectively. Jonathan outlines how it can help you write the best proposal for winning big business and create an effective plan for your client.  He shows that by asking three specific diagnostic questions (Why do you want to do this? Why now? Why me?) will help root out the business motivation to ensure you can deliver the right outcome and decide if the project is a good fit for you.

Jonathan looks at pricing options and explains why there should always be three levels. He also covers how these levels should reflect what the solution is worth to the client and how you can be creative in your scope.  He also provides an overview of retainers, why and when these are an ok way to price your services.

Jonathan packs some amazing analogies into this episode making these revelatory pricing tips easy to understand and a real joy to listen to. You will never bill hourly again!

Get Jonathan’s 6 day free email course at valuepricingbootcamp.com

Read Jonathan’s book Hourly Billing Is Nuts

Connect with Sally on Instagram LinkedIn

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The Pricing Queen podcast is produced by Annabelle Buckland at @decibelle_creative Decibelle Creative