Tag Archives for " Pricing "

Marion MCGovern, Gig Economy, Side Hustle

TSE 804: Sales From The Street-“The Gig Economy”

marion-mcgovern, The Sales EvangelistThe gig economy continues to grow as more people discover the freedom  and control it provides.

Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level.

On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in the gig economy and the changes she has seen in the space over the years.

Marion’s newest book, Thriving in the Gig Economy, addresses the changing nature of the gig economy and helps readers make sense of the gig marketplace. Additionally, she addresses many of the challenges of this kind of work.

Misunderstanding gig economy

People often assume that workers opt for the gig economy because they are unable to get a “real job” but the truth is that 70 percent of those people choose to work that way most choose to be there.

The majority of workers actively choose it because it provides more control over the type of work they do.

Furthermore, while it originated as a money-saving effort for companies, it now means that companies can find the very best talent for their projects. Many Baby Boomers are retiring and joining the gig economy.

Errors in pricing

Marion maintains that there is an art to pricing your work.

If, for example, you’re offered a marketing project that you could do in your sleep, you might charge accordingly. If there’s a project that offers you a new experience and a chance to add a new skillset to your credentials, perhaps you charge less to make sure you get the deal.

Projects that require a distinct urgency might allow you to charge more.

Kinds of “no”

Working in the gig economy requires you to face rejection occasionally. No one hits a homer in every at-bat.

Rejection tends to be harder for creatives because the “no” feels more personal. Instead of interpreting that you don’t like my approach, we assume they don’t like our work.

Additionally, you also have to prepare to say “no” to clients. If a client offers you follow-on work that you don’t really care to do, you have to decide whether it’s worth the money to accept the work.

Multiple platforms

Countless platforms exist to connect talented people with projects. Start at the larger platforms and get involved. Rather than simply posting your info, interact on the site.

Go where your clients will be. Network. Join an industry group.

Don’t buy into the lie that you don’t have to market. Stay connected to your industry and the people within it.

Episode resources

Connect with Marion at her website, marionmcgovern.com or find her on LinkedIn or Twitter.

If you’d like to connect with sales professionals of all levels in many different industries, check out The Sales Evangelist Hustler’s League. Our online group coaching program connects sales professionals who want to exchange ideas, learn and build accountability for themselves.

Our April semester is all about building value, and we’d be honored for you to join us.

Episode audio provided by Free SFX.

Sales From The Street, Donald Kelly, Sales Hustle, TSE

TSE 669: Sales From The Street-“Hustle Till It’s DONE”

Sales From The Street, Donald Kelly, Sales Hustle, TSEProblem with increasing your rates?

I’m putting myself on the hot seat today as I discuss with you one major sales challenge that I faced and how I overcame it – in fact, raising my price to 130%!

It all comes down to perceived value and education.

Pricing: A Major Challenge

One of the major challenges I’ve had is pricing. I haven’t been making much off of this particular deal. And I learned quickly that I had to increase my rates.

The Perceived Value

So there was this event that I attended. I filled other roles. I provided education. These were not the things initially agreed upon. But because I did so much more than that, I was able to build that trust.

When the second opportunity came, they wanted me back and they wanted to pay me more. Why? Because I’ve initially built that value during that first event.

  • Don’t just try to get the deal and have something checked off.
  • Recognize the room for growth and the opportunity to build on value.
  • Educate them and give them some tips and things they can do right away.
  • Don’t be a mere deal-closer to get something on the books (which most sellers do).
  • Turn deals into a problem-finding thing. Transition from being transactional into relationship-building.

Your Call-to Action:

Look for some of the challenges or holes in your client’s business. Find problems that you can help solve. Help them to realize some quick wins. When they see that, you’re going to sell more.

Take it from price to adding value!

Episode Resources:

Star Wars: Bloodline by Claudia Gray

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Donald Kelly, Sales from the Street, TSE

TSE 634: Sales From The Street-“The Agreement Was 130% More”

 

Donald Kelly, Sales from the Street, TSEFirst off, the TSE Hustler’s League is coming on September 28. We will be having two groups. One is focused more on the business growth success plans and the other group is focused on building value and how you can take that to the next level.

Back to our episode today, I’m sharing my experience and how it has changed the way I’ve done business and continue to do business.

Overcoming the Fear of Rejection

Early on in me sales career, I was so scared of being rejected. I was afraid of getting a no. I was afraid of stating the price. I had all these fears that held me back from performing. Then I realized I didn’t value my price and what I had to offer so all I was just getting were a lot of small deals. Then I got into an agreement with a client that increased by 130%!

Strategies I implemented to overcome this challenge.

1. Offer education.

I recognized some issues internally that if they could solve it could help them even more successful. They hosted this conference and I noticed there wasn’t anyone doing any introduction in the room. And a lot of the speakers they had at past events would just do their job and then leave. They didn’t stick around. I, on the other hand, did more than what I had to do. I shared with some insights. And this helped me to be able to ask for more.

2. Perceived value

Come second opportunity, I was able to charge more. That’s because I shared with them some perceived value, which are things they can do to create a more enriched experience for their guests. I gave value so they wanted to pay more.

Instead of just trying to get a deal and just get something checked off, recognize any room for growth. Recognize some opportunity to build on value. Educate them and give them tips that make sense or difficult for them to implement. And things they could right away.

3. Be a problem-finder.

Look for the challenges or some of the holes in their processes or business and find problems you can help them solve. Help them to realize some quick wins.

Episode Resources:

Star Wars: Bloodline by Claudia Gray

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

 

The Sales Evangelist, Pricing Questions

TSE #077: How To Handle Pricing Questions Early In The Sales Process

The Sales Evangelist, Pricing Questions During this episode I answer questions that are often brought up by sellers in regards how to handle the situation when your customer is trying to bring up pricing too soon. I feel that one of the important things to establish with the prospect is that you are not going to enter a price war or bidding match. If they are out kicking the tires or actively looking for a product or service you need to know. If they are just trying to get a price to have you compete with other vendors, it will be a waste of your time because no matter what you do or say they are just going to go with the lowest bidder. These types of opportunities are neither worth my time nor yours. Telling them up front that you may not be a fit if they are just looking to get a low price is the way to go. In my experience those who are just about trying to get the lowest price end up costing you more time than those who have money and are more of a fit.

If the prospect is honestly looking to see if the price fits in their budget, I don’t mind, offering them a ballpark figure of what others have paid. I have seen that a ball park such as $1,000-$5,000 a month tends to be more of a meaningful way to offer a realistic idea. I then follow up with the idea that in order to offer a more accurate pricing, it will require that I understand more of what they are looking for/need. I can also share insights into how others are leveraging what we do specific to their industry. By so doing I can then offer them a finer tune realistic  price. It also helps me to sell based on value and not be seen as a commodity item. This approach has helped me to close many business deals. Some organizations are secretive about pricing. However, I don’t feel that it’s needed. But I do want to be up front with buyers and have them be up front with me.

Check out the episode and feel free to share with me if you have your own strategies that have worked for you. As always, remember to “DO BIG THINGS”!

Check out our recent mention in Entrepreneur Magazine 

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