The Power of Pricing, Not Price, Can Help You Win New Business

The Workshop

The Power of Pricing, Not Price, Can Help You Win New Business

The way to win more business is not to offer the best price, but rather the best pricing approach.

Many agencies will argue that their clients are “price shoppers,” and it’s true there are undiscriminating buyers in every market. But most smart clients understand you get what you pay for. The reason even some of them seem prone to “buy on price” is much more about how we sell than how they buy.

When agencies base their pricing on the hourly rate system, we’re really just selling our costs (salaries plus overhead), so it’s no wonder many prospective clients are focused on precisely that – costs.  But what would happen if you decided to sell your services in a different way?

Imagination and compensation

To stand out in a competitive pitch, you can inject as much creativity into your compensation proposal as you do in your proposed concepts and recommendations. You can give your prospect multiple ways to buy your services, not just a take-it-or-leave it total of your estimated hours.

Step one is to regain your confidence as a seller. It’s the seller, not the buyer, that determines pricing strategies. Indeed, many brands are now clamoring for new and better ways to pay their marketing partners. And they’re waiting for you to make the first move. It’s not their job to develop innovative compensation approaches; it’s yours.

Moving from “price taker” to “price maker”

In this thought-provoking workshop, Ignition’s Tim Williams will show how your agency can move from “price taker” to “price maker” by employing a variety of effective, imaginative approaches that have nothing to do with tracking and billing for time. This growing list includes such methods as:

Learn why the agencies that apply their ingenuity to changing the compensation game are the ones enjoying more new business wins, higher profit margins, better talent retention, and healthier client relationships.  We hope you can join us.

The conference room option is for a single office location only. This is an option for the people you would generally gather in your office conference room to participate.