Upcoming Events

Value-Centred Selling & Pricing: Enhancing your revenue in Covid times

  • Workshop

Dates and time: Tuesday 22 and Wednesday 23 September, 9.00am-midday on both days.

Registration: Registration and payment is required to attend this course. Register here

IPSE members are entitled to a 20% discount - please contact [email protected] to receive your discount code.

Non-members: £180 (+VAT)

IPSE members: £144 (+VAT)

Event information

Sales opportunities are precious: we want to make the most of them. The tricky bit is usually the “money conversation”.

When freelancers are pitted against each other, it’s easy for rates to plummet. How do you protect your fee income from being eroded?  The answer is to sell and price according to value, rather than according to cost.

In this session, we build on John Niland’s very popular session at National Freelancer’s Day. Over the course of two half-day online sessions, we cover a packed agenda of practical tips, such as:

  • How to introduce yourself with impact, by bringing tailored insight to customers
  • Questions to uncover the value of the work to be done
  • Dealing with people who want to block you from value-conversations
  • Differentiating yourself by adding value up-front, i.e. before the sale
  • Discussing budget-guidelines before doing a proposal
  • A suggested format for writing proposals
  • Handling objections e.g. “we have a cheaper supplier”
  • Closing and double-closing techniques

Biography - John Niland

John Niland is a author and coach at Self-Worth Academy. John has been coaching professionals on value-centred selling and pricing since 2000. A co-founder of the European Forum of Independent Professionals, John is a regular speaker at international summits and author of several books including “The Courage to Ask”, “Hidden Value” and most recently “The Self-Worth Safari”.  John is a founder of the Self-Worth Academy dedicated to empowering professionals to value themselves and their work.

Member discount

IPSE members are entitled to a 20% discount - please contact [email protected] to receive your discount code.