I get it! It was an issue for me when I ran my agency and is an issue for many agencies that I work with. We work really hard to delight an client yet they still want more or don't seem to value the work we deliver. The thing is that traditionally agencies have sold their time or fixed project-based fees based on the tasks they are delivering but this approach no longer works. There is a fundamental mismatch between what the client is buying (certainly not your time or tasks) and what you are selling them.
There is a solution: If you can align your product/service to the client's needs, desires, pain points and most importantly, the oucomes and impacts they are seeking, then you will be able to charge bigger fees, become more profitable and have stronger long term relationships with your clients. And in this course I am going to show you EXACTLY how to change the way you sell and deliver your service using a value based pricing and selling approach.
You will get life time access to this course so it won't be a huge drain on your time and you can use it a reference when you need it and YES these approaches will work for all kinds of agencies, including YOURS.
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.
Imagine your agency with a set of clients that are more than happy to pay your fees because they really value what you deliver and can tie the outcomes and impacts of your work to their bigger business vision. With this course you will be taking the first steps towards better profits, longer term clients and a full order book.
"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%.
The contents of this course are based on sound practical ideas that I could begin using immediately."
MD, Anna Pedroza
Vital Client & Account Management Training
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!
Rob's expert support
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.
One question that changed my business
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.
Introduction to value pricing & selling
1. Introduction to Value Pricing & Value Selling
2. A brief history of agency pricing
Matching what the client is buying to what you are selling
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
The price is right!
7. Setting your price
8. Setting a pricing context
The value selling conversation
9. When to have the 'Value' conversation with a prospect
10. How to have the "Value' conversation
Frequently Asked Questions
11. Questions and objections
12. Summary & conclusions
When does the course start and finish?
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 long do I have access to the course?
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.
What if I am unhappy with the course?
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.