Traditionally, agencies have sold their time or fixed project based fees to clients. This approach no longer works. There is a fundamental mismatch between what the client is buying (certainly not your time) and what you are selling them.
Having worked with many agencies over the past 13 years, I know most agencies still sell this way but if you can align your product/service to the client’s needs, desires and pain points, then you will be able charge bigger fees and become a more profitable business.
In this short course I want to share with you a much better way that generates more profits and less stress in your agency.
The course will:
By the end of this course you will have some new tools, downloads and techniques to attract the ideal customers, confidently charge higher fees and generate more profits.
Using the tools and concepts within this course, Rob has helped one of his clients, Pedroza Communications increase their profits by 66%.
MD, Anna Pedroza commented “Rob supported me to evolve our proposals and costings to sell on value rather than time. This has had a significant impact on the bottom line: after evaluating the profitability of the business, he has helped us increase profits by 66%.”
We are using Rob's client & account management training to upskill all our staff. Not only does the course teach them best practice but it gives them all the skills, tools and a common set of templates to build great plans and manage clients with clarity & confidence. It also is helping them upsell to customers and has played a significant part in increasing our client retention rates & profits.
The course has been hugely valuable!
I had to restructure my company after my business partner decided to leave, and the process of having to scale back and uncertainty of continuing in a new form was daunting. I love the project work and our team, but I was disheartened about running a business after a prolonged period of disruption. Rob challenged and supported me to explore how I wanted to move forward and helped me realise I want to grow the business again. He's also helped me develop better practices around team management and client contact. I'm delighted the business and I are now both thriving again - and this couldn't have been possible without Rob's careful input, advice and experience.
Rob is an excellent coach who worked with us on a number of key things including billings against targets, staffing issues, developing our vision which really helped define our 3-5 year strategy and regularly reviewing where we're at with our plan. He's an experienced coach, personable, and i would highly recommend him.
Rob has been a 'critical friend' to me and my business for some years. A couple of years ago he knew I was struggling with defining my services and positioning and that my business was suffering as a result. He asked me one simple question that immediately gave me clarity, direction and a sense of purpose in my business, and set me on the road to my current success, running a business with a six figure turnover, travelling the world doing something I love and get well paid for it. What was that one question? You'll need to work with Rob to find out.
Rob supported me and my newly formed management team meet the challenge of moving from a start-up to established business. He provided accessible, practical insights and tools to help build the strategy, structure, processes and organisational culture we needed to scale our business as well as being a trusted source of advice and support for the personal demands of a leadership role.
1. Introduction to Value Pricing & Value Selling
2. A brief history of agency pricing
3. What is the client really buying from you?
4. What is value pricing & selling and why is it so important to you?
5. Understanding your customers
6. The difference between inputs, outputs, outcomes and impact
7. Setting your price
8. Setting a pricing context
9. When to have the 'Value' conversation with a prospect
10. How to have the "Value' conversation
11. Questions and objections
12. Summary & conclusions
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.
Are we a good fit to work together?