E40: How to Win without Pitching with Blair Enns

Show Notes:

Win Without Pitching is a worldwide sales training company for creative entrepreneurs. Founder Blair Enns is a 25-year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching. WWP has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops & webcasts.

Some of the highlights of the show include:

  • The genesis of Win Without Pitching came from Blair realizing that the creative services market could improve its approach to sales.
  • People in the creative industries are scared of the word “sales”.
  • You can use different words for “sales”, considering cognitive bias.
  • Releasing creatives from sales obligations can allow them to improve at what they do best: create.
  • A lot of people are doing sales wrong, including giving power away to the client.
  • Start by defining what you do.
  • Best advice Blair’s ever received: don’t break more than one law at a time.
  • Secret to success: marry well. Daily meditation is a big help, too.
  • New book will be out in late 2017: “Pricing Creativity: A Guide to Profit Beyond the Billable Hour.”

 

Links:

 

Quotes:

 

  • “Logic… …seemed to be missing when it came to selling creative services.”
  • “I saw that everyone was doing it wrong.”
  • “I’m not so much an expert in selling…as I am in the peculiarities of the creative personality that makes selling difficult for people in an ideas business.”
  • “Ninety-nine percent of creatives out there, on their worst day, would probably never be interpreted as a pushy salesperson.”
  • “We’re all selling at some point.”
  • “We shouldn’t make the mistake of thinking that, ‘it’s everybody’s job to sell’.”
  • “You need to see yourself as the prize to be won in the relationship – and that comes from expertise.”

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