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Pricing to Prosper

Learn how to get paid what your services are worth.

Dissatisfied with how much money you’re making in your consulting or coaching business? You may wonder if you’re charging enough — but worry that if you raise your fees, you’ll scare away clients.

How to Participate in This Program How to Participate in This Program

Pricing your services can feel like walking a tightrope.

If you’re like the rest of us, you certainly try to avoid overpricing. You know that if you charge too much, the client could turn to another service provider. Or the client doesn’t even proceed with the project!  Either way, you don’t get the work.

But charging too little presents big problems, too. You can create a credibility problem with prospective clients, and lose assignments you’d have gotten if you were properly priced and positioned. At best, you find yourself working way too hard for too little money.

Every new consultant faces this dilemma, and many experienced consultants still struggle with their fees or rates, too. It’s understandable. Even if you were involved with pricing when you worked for a larger organization, pricing your own consulting and coaching services is very different!  It presents unique challenges.

Pricing to ProsperSM Shows You How to Confidently Price Your Services

1

Recognize the temptation to use lower fees to address situations that really aren’t pricing issues.

2

Get a good grasp of where you may have been underpricing your services.

3

Fully comprehend and communicate the financial value you bring to your clients.

4

Use a proven process for determining the best fees for each proposal.

5

Gather the information you need to reduce the unknowns and feel more confident in your pricing.

6

How to protect your perceived value when a prospective client pressures you for a lower price.

7

Understand simple, effective ways to structure your fees or rates.

8

Learn how to position yourself to command higher fees.

9

Receive fees more consistent with what your services and outcomes are worth to your clients.

10

Make more money and attract more clients and more assignments.

1

Recognize the temptation to use lower fees to address situations that really aren’t pricing issues.

2

Get a good grasp of where you may have been underpricing your services.

3

Fully comprehend and communicate the financial value you bring to your clients.

4

Use a proven process for determining the best fees for each proposal.

5

Gather the information you need to reduce the unknowns and feel more confident in your pricing.

6

How to protect your perceived value when a prospective client pressures you for a lower price.

7

Understand simple, effective ways to structure your fees or rates.

8

Learn how to position yourself to command higher fees.

9

Receive fees more consistent with what your services and outcomes are worth to your clients.

10

Make more money and attract more clients and more assignments.

View All Benefits

Testimonials

Participating in Pricing to Prosper provided me with new ideas, specifically around telling my “value story” and asking for the value I bring to a prospective client. It’s helping me redefine how I price my consulting services. I’d recommend this program to anyone who is putting together service proposals.

Pricing to Prosper was even more thoughtful and valuable than I expected—and I started with high expectations! It helped me recognize and filter the clients who are worth pursuing, and completely changed the way I prepare, present and price my services. That increased my ability to be successful.

John Diamond

President - John Diamond and Associates

The Stages of our Program

In as little as five weeks, you can expect to complete the following stages of improving your approach to pricing.

  • Avoid the two big pricing mistakes that consultants and coaches often make
  • Recognize the forces that can lead you to make pricing errors — and what they might be costing you
  • Strike a new balance between Daring and Caution: dare to go after higher prices, but exercise caution by doing your homework on where and when to dare
  • A simple, thought-out process for deciding your pricing
  • Find out how to reduce the unknowns that can make it feel like you’re “throwing darts” to pick your price
  • My 9-point checklist for qualifying prospective customers
  • Learn how to quantify and communicate the value you bring to your clients
  • How to know your customers’ price point expectations
  • Discover your degree of pricing power
  • Three strategies for increasing customers’ willingness to buy
  • Learn the proper role that your costs of doing business and opportunity costs should play in your pricing decisions
  • A simple test for determining a prospect’s price sensitivity
  • Understand how your psychology does and should affect your pricing decisions
  • How to use the customer’s buying process to your advantage
  • Select the right solution for the client’s need and budget
  • Determine the acceptable pricing range for each proposal

 

  • Learn to develop an answer to the question “How much economic value can I create through the outcomes I enable for my customers?” and back it up with analysis
  • Develop materials that demonstrate your value and defend it against an adversarial buyer
  • Equip your champions in the customer organization with a rationale for choosing you and give them the arguments they need to defend you against internal skeptics

Setting Yourself Up to Prosper

  • Avoid the two big pricing mistakes that consultants and coaches often make
  • Recognize the forces that can lead you to make pricing errors — and what they might be costing you
  • Strike a new balance between Daring and Caution: dare to go after higher prices, but exercise caution by doing your homework on where and when to dare
  • A simple, thought-out process for deciding your pricing

Adjusting to the Customer's Willingness to Pay

  • Find out how to reduce the unknowns that can make it feel like you’re “throwing darts” to pick your price
  • My 9-point checklist for qualifying prospective customers
  • Learn how to quantify and communicate the value you bring to your clients
  • How to know your customers’ price point expectations
  • Discover your degree of pricing power
  • Three strategies for increasing customers’ willingness to buy

The Prices at Which You'll Sell

  • Learn the proper role that your costs of doing business and opportunity costs should play in your pricing decisions
  • A simple test for determining a prospect’s price sensitivity
  • Understand how your psychology does and should affect your pricing decisions

Pricing Your Next Proposal

  • How to use the customer’s buying process to your advantage
  • Select the right solution for the client’s need and budget
  • Determine the acceptable pricing range for each proposal

 

Advanced Proposal Pricing

  • Learn to develop an answer to the question “How much economic value can I create through the outcomes I enable for my customers?” and back it up with analysis
  • Develop materials that demonstrate your value and defend it against an adversarial buyer
  • Equip your champions in the customer organization with a rationale for choosing you and give them the arguments they need to defend you against internal skeptics

Program Leader

Bob Sherlock

I began my business career at an established company—GE—and although there were things I liked about being a corporate executive, it didn’t feel like the right future for me. (Maybe you can relate.)  I took the plunge and launched Marketwerks, my strategic marketing consulting firm, in 2002.

Pricing has been a fascination of mine for quite a while now. Based on closely observing how people and organizations make and implement pricing decisions, I wrote my book Daring Caution: The Executive’s Guide to Pricing Improvement in 2011. The Gazelles Growth Institute invited me to provide an online education program based on my book, alongside programs from Malcolm Gladwell, Jill Konrath, Tom Peters, Fred Reichheld, and other business thought leaders. Robert Middleton interviewed me for the More Clients Club and made our discussion part of the expert resources available to members. I’ve led workshops for the Professional Pricing Society, presented executive education programs for corporations and universities, and spoken to a variety of business and professional organizations.

The Pricing to Prosper program was developed to empower consultants and business coaches to implement the Daring Caution approach and other thought processes and tools I use in my own business development.

How to Participate in this Program

Pricing to Prosper is a mentored group training program.  We’ll cover the five modules in “live” training sessions that you can access online from anywhere, and two live group coaching calls. You can ask questions, or listen in as fellow program members ask questions about implementing what they’ve learned.

If you can’t make one or more of the training sessions or coaching calls when we do them “live” online, no problem. We’ll provide recordings that you can review on your schedule.

Along with the online classes and mentoring, you’ll have access to indispensable tools for pre-qualifying prospects and calculating the true value you bring to clients. These will help you implement the Pricing to Prosper approach as you engage prospects and decide how to price future proposals.

What’s the next step?  You can register for the program now, or schedule a telephone Discovery Session with me. I can answer your questions, discuss your objectives, and see if the program is right for you.

Take action now — get ready to apply what you learn to your upcoming proposals.

Program Tuition

Three payments of $397 or One payment of $997

Register Now

Need more information to make a decision? Set up a discovery session with Bob Sherlock.

You may have questions about the Pricing to Prosper program. Schedule a free session with the program leader to discuss your business, your objectives, and questions about the program.

Schedule a Call

Peace of Mind Guarantee

We’re very confident in the value you’ll receive from this program, so we’re giving you a no-risk opportunity to try out Pricing to Prosper for 6 months from your date of enrollment.

During this time, if you complete the videos and exercises and follow the recommended steps, and you are not totally satisfied with the value you received, you may request a full refund.

You have a year to access the virtual training modules once the program begins so you can work with them at your own pace — but you’ll only be eligible for a refund within the first 6 months as long as you fully implement the system. There are no refunds if you do not complete and fully implement the program recommendations.

Still Have Questions?

Ask any question about Pricing to Prosper and we’ll help you get clear so you know if it’s the right fit. Once you submit your question, we will contact you personally to provide answers about this program.

Phone: (866) 204-0432
Email: info@rainwerks.com

Legal Note:
Every effort has been made to accurately represent this program and its potential benefits. Testimonial claims made or examples of results can be verified upon request. The testimonials and examples used may be exceptional results, and are not intended to guarantee that anyone will achieve the same or similar results. Each individual’s success depends on his or her capabilities and commitment.

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