253: Pricing Your Services with Blair Enns

Today we speak with the author of 2 books, The Win Without Pitching Manifesto, and his latest book, Pricing Creativity.
He's one of the world's leading experts on pricing for creative professionals. His name is Blair Enns, and in our conversation today you'll discover:
-Why you shouldn't send a written proposal (and what to do instead)
-What Blair means when he says you should price the client and not the job
-Blair's 6 rules for pricing services
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[@OscarTorresWork]

It's the year 2023 still relevant, you can be a superb Graphic Designer, Animator, CG Artist, but lacking in the business side of things. I think Architects are not behind either in this thinking. Stems from the general school system the doesn't teach business or money matters. This is my oppinion and observation as well as doing some reading.

[@darrinpetersen9872]

The best, most sensible guest you have ever had! Truly impressive, lots of information to use in my business. I love how he gives you examples into other creative professionals.

[@builtart]

Wow this is by far the deepest most valuable talk I have ever heard....thank you , thank you , thank you ...

[@BusinessofArchitecture]

Hey Darren, thanks for the feedback, I appreciate it.

[@CastleHassall]

this presenter should have just been honest.. he felt the book looked like a pre-release format then LIED to cover himself.. bad research too, to not know the book was out already you basically showed you are willing to lie to protect your error.. not good for future business relations or perception of you then you suck up by saying it is a well put together book after you clearly felt originally that it was a format that was not for release

[@skyhorse101]

Blair makes a great point about looking outside your profession to find the pest model for your business and sales. Birth Photographer here listening in 🤷🏻‍♀️

[@BusinessofArchitecture]

Great! :)

[@codythep]

Wow, talk about specialists 😮

[@warrendelley3832]

Lightbulb moment regarding, " Imposing my risk level on my client!!!!!!!!!!!!" OMG! Thanks for this great interview!!!!

[@tangentsquare1]

Hey! Awesome insight! I run a three person architectural design consultancy here in Pakistan by the name of Tangent Square. I can completely relate to what Blair says about pricing for value. I am an architect and have recently done by my EMBA so I try not to follow the status quo standards of architectural businesses and try to implement what I learnt from my business degree. However I do have a three tier pricing since the past 6-8months..I share it with the client on our initial discussion however I feel it intimidates them & some don’t even return back. I do feel that it’s hard to price per hour as sometimes a task can take a minute or even hours if it gets stuck so I find it hard to put an hourly rate as a fee..if I state my highest figure first too clients say I m too expensive but they don’t realize I put my dedication & full attention into the project as I do the core design myself & supervise it too so that execution is as near perfection as possible..yet clients tend to not value that..well actually those who do go on to award the contract do but those who fizzle out in the initiation don’t. I would love to discuss this with you guys some how! Best Regards Rafia

[@bravenewstacker7971]

I’m an architect and most good architects are terrible business people.

[@takuzhou6257]

Amazing, I’ve read Blair’s book and applied his proposal principles to my companies with great result. Genius stuff!

[@jameswaters3599]

20:30 timestamp, I'm a woodworker and I care more about all the details that an interior designer or the end client hasn't thought of. I love this discussion and agree that charging more will give the opportunity for a better end product and the client to appreciate it so much more without the nickle and diming that would go on if we agreed on a lower price to begin with.

[@thedodger4018]

And it works. We changed to value based pricing two years ago and tripled our income. Love this guy!

[@movingdog5352]

Oh yes - this is a great episode. Metaphysics of selling.

[@movingdog5352]

Not an architect here but tried one page proposal: it works! And it does much more than limit the work put into proposal. It lends itself into me keeping the expert position in the conversation. It keeps the conversation going so all the push-back is right upfront and either I can work with it or I can leave the table. I can leave the table because I'm not invested in the engagement - this is power. And also it lets me focus on creating value for the client instead of writing fantasy from the thin air which is most likely to amaze my client by how misaligned it is with his needs.

[@BusinessofArchitecture]

Awesome comment, thanks!

[@brightonblogger]

Fascinating and insightful interview, thank you! Think you are meant to select the 2nd tier offer under a 3 options approach. If the ebook was $150, would you have sponsored the manual & ebook offer instead?

[@scottzuniga]

I’m sorry, but Blair Enns is a fuggin genius! This is pure gold!

[@hootdesignstudio9898]

Great one, thank you for sharing! Blair Enns is incredible.

[@Michael_Kove]

@14:00 my exact thought: "Take me to your dealer"

[@rodaparicio_]

Great, great, great interview! Congratulations on the interview!

[@meanpicker]

Wow what an interesting interview! Thanks as always Enoch!

[@BusinessofArchitecture]

Thanks!

[@milton.guerra]

Great podcast!! Many thanks Enoch

[@BusinessofArchitecture]

Thanks Milton!

[@mvrtin3682]

27:30

[@keleniengaluafe2600]

❤❤❤❤❤❤

[@orangecountywebsites]

Ty

[@solvm1652]

sooooper good.

[@cristobalalvarez2098]

Thanks

[@BusinessofArchitecture]

Thank you !