The Price Is Right: Maximize Profits Using Value Pricing & Selling

About The Webinar

Many agencies get stuck servicing low-value (and high-demanding) clients. They sell projects based on time (day or hourly rates) and consequently their clients focus on the wrong metric (how much time something takes). To change this you need to use a value selling approach and price based on value.

This webinar will focus on how to price and sell on value. It will explore the importance of niching and truly understanding your ideal target customer.

Rob and Brent will look at how you position yourself (i.e. your marketing) so your prospects focus on the right things (the value you deliver) and it makes the bigger ticket sale much easier. We will also look at how to qualify your prospects so you focus your limited time on the hot prospects rather than info gatherers/time-wasters.

Things You Will Learn

• The importance of finding your niche – the difference between a generalist or specialist
• Pricing your services; (a) Why selling your time is completely wrong (b) Focusing your client on value and outcomes
• The sales process and value selling approach
• Using the ‘3’ pricing model
• Qualifying your prospects

Meet The Guest

After beginning my career by working my way up to become the marketing manager for a software company, I took the leap In 1991 to start my own marketing, PR and design agency. Over the next 11 years, I grew the business into an award-winning agency with 25 staff and revenues in excess of £1.5m. In 2002, I sold the business and then retrained to become a coach and mentor. Since forming Da Costa Coaching in 2007, I have been helping agency owners to grow their businesses in a profitable, enjoyable and scalable way.

I offer private 1-2-1 coaching, a group coaching programme, The Self-Running Agency, and a signature selling resources library, The Agency Selling System.

Robert Da Costa

Agency Coach & Podcaster