Secrets Of Profitable Pricing For Consultants With Bill Wilson: Podcast #320
Feb 19, 2024
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Experienced consultant Bill Wilson discusses profitable pricing and sales strategies. Topics include navigating a rebrand, effective pricing strategies, avoiding sales pitfalls, filtering clients with budget constraints, messaging for target clients, and scaling business efficiently.
Developing an effective pricing strategy is crucial for consultants to drive success in their business.
Paying attention to common pitfalls during sales calls helps consultants avoid potential challenges and improve client relationships.
Deep dives
Offering Pricing Guidance to B2B SaaS Companies
Bill Wilson is the founder of Pace Pricing, an agency that helps B2B software as a service (SaaS) companies implement successful pricing structures. Wilson specializes in guiding these companies through the pricing challenges often associated with B2B SaaS. He offers coaching and consulting services, working closely with revenue leaders to ensure clarity and effectiveness in pricing strategies. Wilson emphasizes the need for sales reps to understand pricing in order to effectively communicate it to customers. His expertise lies in helping companies build good pricing practices from the ground up, a process that includes pricing audits, market analysis, and the development of pricing teams. Wilson's approach incorporates a productized pricing system that is easy to train others on and can be scaled as the business grows.
Navigating a Rebranding Effort
Wilson recently underwent a rebranding process, changing his company name from Price to Profit to Pace Pricing. The decision was prompted by the discovery of another company with a similar name, causing confusion and potential legal issues. Wilson opted to change his name to avoid any conflicts and establish a stronger brand identity. He highlights the importance of ensuring clarity in business relationships and avoiding trading on someone else's company name. Through the rebranding experience, Wilson learned the value of proactive action, adapting to challenges, and trusting in the growth of his business.
Balancing What the Market Wants vs. What It Needs
Wilson understands the importance of meeting clients where they are and leading with the services they desire. He focuses on addressing the pain points and challenges faced by B2B SaaS companies in pricing strategies. Wilson employs productized services and interactive workshops to guide clients through the pricing strategy process. While emphasizing the end goal of implementing good pricing practices, he nurtures client understanding and involvement, enabling them to apply strategies within their organizations. Wilson is committed to teaching clients and helping them build their own pricing strategies, creating a mutually beneficial relationship with other pricing consultants in the market.
Scaling the Business with People and Systems
As Wilson's business grows, he plans to scale it through a combination of hiring exceptional talent and implementing effective systems and processes. He is focused on building a tech-enabled agency that leverages technology and people power to deliver superior pricing services. Wilson seeks individuals who possess strategic thinking and critical skills to join his team. He believes in downloading the vision and mission to team members while encouraging continuous improvement. Wilson strives to create a scalable and profitable business that can make a lasting impact in the pricing consulting space.
Today, we're diving into a critical aspect of your business: pricing. Join us as Bill Wilson, a seasoned expert, reveals the keys to unlocking the secrets of a business with profitable pricing. In this episode, Bill will share invaluable insights, including common pitfalls to avoid during sales calls. With Bill's wealth of experience, you'll gain the knowledge needed to strengthen your pricing strategy and take your consulting business to new heights. Tune in now and let's grow together!
In this episode with Bill Wilson, you’ll learn how to:
Successfully navigate a rebrand without disrupting your business or unsettling your clients.
Develop an effective pricing strategy that drives success.
Steer clear of common pitfalls during sales calls.
Identify and filter out clients who may not have the budget for your offerings.
Craft your messaging to attract your target clients.
Introduce efficient systems and processes to facilitate the scaling of your business.
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