130: How you Sell your Creative Services with Blair Enns
Release Date: 10/04/2018
133: New Beginnings for The Creative Hustler team!
The Creative Hustler Podcast
What's Up Creative Hustlers! Steven & Melissa attend SoCal Marketing Club event with Alan and record their final episode! Don't miss it!
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Easy Analytics for Marketers by Marketers with Ali & Anamika
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven here. Today, we’re chatting with Ali & Anamika co-founders at Improvado, a data aggregation platform built for marketers, by marketers.
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130: Growth Hacking and Bad Ass Marketers & Founders with Hailey Friedman
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven & Melissa here. Today, we’re talking with Hailey Friedman. Hailey is the head of marketing at Improvado, a tool helping marketers collect all their data in one place as well as being the current president of BAMF, a community of 20,000 marketers and founders globally.
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130: How you Sell your Creative Services with Blair Enns
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven & Melissa here. Today, we’re talking with Blair Enns who is on a mission to change the way creative services are bought and sold the world over. He offers sales training and coaching for creative professionals and shares this wisdom in his two books the Win Without Pitching Manifesto and his most recent work, Pricing Creativity.
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129: Building an Online Business Using eCommerce with Anton Kraley
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven & Melissa here. Today, from sunny San Diego, we’re talking with Anton Kraley, creator at Drop Ship Lifestyle, an online platform giving students the knowledge and tools necessary to create freedom through entrepreneurship by leveraging the power of drop shipping.
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128: The Art of Integrating Experiences into Physical Spaces with Drew Bryant
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven & Melissa here. Today, we’re chatting with Drew Bryant, Associate VP of Design at Advent, who's outlook on design isn’t much different from his passion for the first Thursday and Friday of March Madness. Sounds like a page right out my personal manifesto.
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127: How to Stay Relevant No Matter Your Age with Chip Conley
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven here. Today, we’re talking with Chip Conley, Bestselling author, and hospitality entrepreneur. After selling his company in 2010, he joined Airbnb, and as head of Global Hospitality and Strategy and since, has helped turn it into the world's largest hospitality brand. His latest book, Wisdom & Work explores the idea of writing your next chapter as you embark on the 2nd half of your life.
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126: AV Online and Offline with Alesia Hendley
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven here.
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125: Disconnect to Connect at The Fireside Conference, An Invite Only Event with Daniel Levine & Steven Pulver
The Creative Hustler Podcast
What’s Up, Creative Hustlers! Steven & Melissa here. Today, we’re talking with Daniel Levine & Steven Pulver from The Fireside Conference, which is an all-inclusive, immersive, off-the-grid and off-the-record retreat featuring the brightest minds in business, the startup world, investors and media communities.
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124: LIVE Event: Optimize Your Website For Mobile Like A Boss!
The Creative Hustler Podcast
The Creative Hustler Live episode featuring SoCal Marketing Club. [00:00] This episode is brought to you by your Interim CMOs - . [00:16] What’s up Creative Hustlers! [00:47] Live from HOLONIS Studios, it’s the SoCal Marketing Club July Event! [00:55] Great interviews coming up, plus John Bertino! [01:23] We’re back with Marcela De Vivo from SEMRush. [01:30] Marcela’s last name means “Of Life” [02:00] What Marcela is excited about for mobile and tonight’s panel. [02:55] How you search for things on your phone is different then your computer. [03:19] Alan’s perspective on mobile...
info_outlineWhat’s Up, Creative Hustlers! Steven & Melissa here. Today, we’re talking with Blair Enns who is on a mission to change the way creative services are bought and sold the world over. He offers sales training and coaching for creative professionals and shares this wisdom in his two books the Win Without Pitching Manifesto and his most recent work, Pricing Creativity.
[00:00] This episode is brought to you by Latin & Code, your interim CMOs.
[00:43] This interview is sponsored by The Agency Guy. If you’re not sure what to do with your marketing budget, you need this support.
[01:35] Why Blair is a Creative Hustler in 60 seconds or less.
[03:13] Blair’s wakeup call to change his mindset on pitches.
[04:10] There’s a gulf between how Creatives sell, and how everyone else does.
[04:41] Why designers and creatives are illogical.
[05:30] Creative people take it personally, and they don’t build niche businesses.
[06:10] A creative person’s need for variety is at odds with their businesses need for stability.
[07:35] You focus so you can build deep expertise.
[08:11] If you have the expertise, you have power in buy/sell interaction.
[08:26] Gain power then leverage power.
[09:16] Challenge the client's assumptions, and get them to hire a firm like yours.
[09:34] What about the one-person shops who feel like they have to say YES?
[10:08] There are two levels of success: Level one is Validation and level two is Freedom.
[11:09] Saying no to almost everything.
[13:15] What is Pricing Creativity all about?
[14:54] What happened in the gap between books?
[17:00] Pricing is not just math. It’s deep and broad.
[17:30] Blair’s book is aimed at those who won’t read the boring pricing books.
[19:35] What people are buying and why.
[20:14] What Blair is looking forward to in 2019.
[21:30] Leading by example in the Ad Agency space.
[22:36] Ad Agency will say anything to get in the room and win the business.
[23:46] Be kind but ruthlessly honest.
[25:39] If you’re going to say no, explain the reason why.
[26:24] You can fake some things early on in your business until you have it.
[28:20] If you don’t set expectations, you get taken advantage of.
[29:28] There are only two positions with the client, you can be a vendor or expert practitioner.
[30:22] Vendors follow the client’s lead, but experts ask “what do we do next?”
[30:51] The sale is the sample, you take the lead and ask the client to follow.
[31:30] It’s better to not win the business as a vendor.
[32:26] Blair would have any coffee with Elon Musk because no one is more of a hustler.
[34:04] That’s a wrap, Creative Hustlers.
[34:15] Where Blair lives on the internet.
[34:46] Don’t forget to follow us on TheCreativeHustler.com and LatinAndCode.com, and please leave a review on iTunes and Sticher.
[34:57] Peace Out!
[35:03] Melissa’s Moment of Hustle
Contact with Blair Enns:
https://www.winwithoutpitching.com/
https://www.linkedin.com/in/blairenns/