Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1.

Paul is the host of the Pricing is Positioning podcast, a Keynote speaker, and business consultant.

Thanks Paul for the awesome discussion.

Questions:

• What does the transition from W2 to K1 typically look like?
• How do you think about productizing services?
• Why do we fall into the hourly rate trap?
• If value is subjective, how can that help or hurt us?
• What are some common misperceptions around pricing when moving from W2 to K1?
• Why do we over complicate the process?

Key Takeaways:

• Most people undervalue their services, their expertise
• The first sale is to yourself
• Recognize that there is value in what you do
• You can’t serve every client in every vertical
• Make it easy for customers to do business with you
• Give your customers three (3) choices when it comes to pricing - the sweet spot
• At the end of the day, it’s about the value to the client
• Value is very subjective
• People buy outcomes, not time
• Every brand should have a product ladder
• Leverage your expertise to build out your design
• Not all customers are created equally, not all services are created equally

Show Links

• PaulKlein.net
• Pricing is Positioning Podcast

Call to Action

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