The Win Without Pitching Manifesto

144 pages, 2010

Blair Enns

business & management

1082 books

design

194 books

Takeaways

Description

The Win Without Pitching Manifesto is a manifesto of business practices for owners of creative businesses. It lays out twelve steps--in the form of proclamations--that these entrepreneurs can take to distance themselves from their competition, regain the high ground in client relationships and learn to win business without first parting with their products or services.

Value Your Expertise

Blair Enns emphasizes the importance of recognizing your own worth. He encourages you to stop selling your services like a commodity and start seeing yourself as an expert. This shift in mindset can help you command higher prices and gain more respect in your field.

Say No to Unprofitable Clients

In The Win Without Pitching Manifesto, Enns suggests that it's okay to turn down clients who don't value your work or can't afford your rates. By focusing on profitable clients, you can improve your business's financial health and free up time to focus on more rewarding projects.

Replace Presentations with Conversations

Instead of relying on flashy presentations to win clients, Enns recommends having meaningful conversations. This approach allows you to better understand your clients' needs and tailor your services to meet them. It's all about building relationships, not just closing deals.

Embrace the Power of Positioning

The book encourages you to explore the concept of positioning. By clearly defining what you do and who you do it for, you can stand out in a crowded market. It's about finding your niche and owning it.

Learn to Negotiate Effectively

Enns teaches you how to negotiate with confidence. He shows you how to set your prices and stick to them, how to handle objections, and how to create win-win situations. By mastering these skills, you can ensure that you're fairly compensated for your work.

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