Instead of abstract line-item pricing, calculate the total cost of service delivery (variable and fixed). Then, apply a massive 5x to 10x multiplier to arrive at the final price, ensuring consistently high profit margins.
The final price for the exact same service should vary based on the client's perceived ability to pay. Charge larger companies or those in wealthier areas a premium for the same work, adjusting your markup within your target range.
For B2B events where attendees are your ideal customers, negotiate a speaking slot as part of your service. Offer valuable content (e.g., slides on planning mistakes) via a QR code that captures attendee information, turning the client's event into your lead magnet.
Set a high initial price based on a 5-10x markup. Then, offer significant discounts in exchange for marketing access at the client's event, like a booth or speaking slot. The client feels they're getting a deal, while you get free lead generation.
If a founder vastly outperforms their sales team in closing deals, immediately change the team's role. Have them focus solely on setting qualified appointments for the founder to close, instantly boosting revenue while the team gets trained.
Before any key client meeting (initial discovery, proposal review, renewal), send a short, targeted video. This VSL frames the conversation, answers FAQs, and pre-handles objections, allowing the live call to focus on closing rather than education.
Instead of focusing on a single project, begin sales calls by asking about the client's total annual volume for that service. This simple question reframes the conversation from a one-time transaction to a larger, recurring partnership from the outset.
When selling multi-project deals, especially late in the year, frame the prepayment option as a way for clients to get a large expense off their books and reduce their current year's tax burden. This adds financial urgency beyond a simple discount.