Matt Riopelle writes and speaks about how pricing, sales, project management and professionalism can improve the business of design. In this episode we talk about how you should turn off the clock and turn on creativity.
Value Pricing – much more fun and profitable if focus on value.
Time keeps you focused on task rather than on the problem. Turn off the clock, turn on creativity.
When the scope is wrong in project management your setting wrong expectations with clients.
You can not get into value pricing until you know how you work, until you can control scope.
You need clear expectation both internal and external.
Value conversation focuses on questions. Become a good listener. Develop curiosity about your customer. Dive deep to uncover real pain point. Develop innate curiosity. For example – why are you in business?, why is now the right time?
There are two main areas of value – monetary and pain.
Pricing – Inject price expectation before you get to proposal.
Careful use of words to position as premium. Don’t send signal as a commodity provider.
Imposter syndrome – creative industries – big issue. Think of this statement – “me charging this price allows me to do work I enjoy and have business I want”.
Pricing Options – make the lowest tier near their budget if reasonable, top tier to set expectations. Sell top down.
Everything must communicate that you are a premium business.
Project Management – scope – assumptions will kill the project. Can’t manage expectations that you don’t set.
- Change the language you use. If you say don’t have time what you are really saying is that you don’t have sufficient margin. Investment not a cost.
- Raise your prices.
Find out More about Matt:-
Matt Riopelle – mattriopelle.com
Twitter – @mattriopelle