Webinars
How to Talk About Value With Clients Using Impact Maps – Webinar Recording
A recording of our webinar on April 18, 2024, on using impact maps to talk about value with clients.
3 basic types of client value
How to measure client value
The power of “So what?”
Benefits Arise in the Use
Why? Who? How? What?
How the conversation becomes strategic and tactical
The 7 steps of the Impact Mapping process
Aim, actors, impacts and features
6 steps to guide the conversations towards value, and away from features
Managing change through build-measure-learn
Tools
The BDA Model Interview Template Worksheet
Template with questions, examples and a blank page you can fill in yourself to conduct a before-during-after interview.
Decks
Tactics that Build Trust
Get the Tactics that Build Trust deck.
A set of slides from our webinar on trust-building.
Contents:
Professional services and credence goods – what you need to know
How credence goods are sold
The role of trust in selling
How to become trustworthy
Key tactics to build trust
The buyer's journey in professional services
How the marketing funnel applies to professional services
Why it's crucially important to expand your network
8 action points to build more trust and get more clients
Staying Relevant, Discovering Unmet Client Needs and Innovating New Services
Get the Staying Relevant, Discovering Unmet Client Needs and Innovating New Services Deck.
A set of slides from our webinar on staying relevant and innovating new services.
Contents:
Your deliverables will only let you through the door – you need to do MORE.
Achieving proactivity, consistency and tuning into the needs of your clients.
How to avoid complacency – building the right habits and asking the right questions.
The smile curve and understanding what clients value the most – it might not be what you think.
The Before-During-After model and how it can be used to discover unmet needs and create exceptional client value.
How to talk to clients to learn about their unmet needs.
Best practices and tools.
The do's of discovering unmet client needs and innovating new services to meet those needs.
Value-Based Pricing: How to Stop Charging for Time Deck
Get the Value-Based Pricing: How to Stop Charging for Time Deck
A set of slides from our webinar on value-based pricing and how to stop using hourly billing.
Contents:
What a value-based price is and what it isn't.
Why use value-based pricing: to become a better consultant.
The virtuous circle of client value focus.
Value-capture with value-based pricing vs cost-plus pricing.
6 more reasons why you should use value-based pricing.
The factors that determine your ability to use value-based pricing.
Why some firms can use value-based pricing and others can't.
7 challenges when adopting value-based pricing.
Why getting recommended does wonders for your ability to use value-based pricing
Positioning and differentiation and value-based pricing.
4 types of buyers: price, convenience, value and relationship.
Questions that guide sales conversations to be about value.
Your biggest challenge: belief.
Starting with value-based pricing in 4 steps.
Leveraging your brand and value-based pricing through productized services.
4 types of productized services.
Productize yourself with retainers.
The do's of value-based pricing.
"Shut Up and Take My Money" – Secrets of Pricing Power Deck
Get the "Shut Up and Take My Money" – Secrets of Pricing Power Deck
A set of slides from our webinar on pricing power and how to create it in your own business.
What is pricing power?
Why is pricing power important?
Who has pricing power?
How Apple leverages its pricing power
8 elements of pricing power
Pricing power pitfalls, the iPhone screw-up
Bringing pricing power to your agency or consultancy
How to build pricing power by focusing on 8 key areas
How to Talk About Value With Clients Using Impact Maps Deck
Get the How to Talk About Value With Clients Using Impact Maps Deck
A set of slides from our webinar on how to use Impact Mapping to guide conversations about value with clients.
3 basic types of client value
How to measure client value
The power of “So what?”
Benefits Arise in the Use
Why? Who? How? What?
How the conversation becomes strategic and tactical
The 7 steps of the Impact Mapping process
Aim, actors, impacts and features
6 steps to guide the conversations towards value, and away from features
Managing change through build-measure-learn