Most of us got into motion design because we like to create. But to stay in business, we need to know how to sell what we do and how to price your work as a motion designer. Selling can feel like a dirty word, but I’ve brought in a guest who explains how its actually a creative tool for offering great value to your clients. Many people have heard of Blair Enns from his book The Win Without Pitching Manifesto. He runs a sales-training organization for creative professionals. From public and private workshops to remote training, Blair strives to remove the stigma from sales.

Selling your services as a motion designer.

In this episode, Blair and I sat down to talk a lot about how to price your work as a motion designer. Blair explains why we need to stop shunning the whole notions of sales and start embracing it. This takes a shift in mindset where you recognize what unique skills you have to offer others.

Niching down in your motion design business.

To help with this, Blair feels that niching down is key. It allows you to narrow down what you have to offer. You’ll be able to help your customers in a way that sets you apart from the competition. However, Blair cautions that this is not the best plan for someone just starting their career.

How to price your work as a motion designer using value-based pricing.

We discuss the ins and outs of value-based pricing and how that applies to motion design. Blair describes how this will allow you to charge more when working directly with clients. When all is said and done, this is a great way to earn more than charging a project or day rate while still keeping clients happy.

Is there something holding you back from charging your clients more? Let’s chat about it in the comments on the episode page!

In this episode

How to change your mindset about sales
What happens when you niche down to become an expert
What it means to have value-based pricing as a motion designer
The four steps to the value-based conversation
Evaluating the risk in different pricing systems
Knowing when to say no to a potential client

Quotes

“We all know what it’s like to be on the buying side of a bad selling experience. I think most of us are scarred by that experience.” [3:26]

“Do not look at selling as the act of talking people into things. I don’t think it’s your job to convince anybody of anything ever.” [4:44]

“The benefit to the client is your incentives are now aligned. You’ve uncovered somebody who is willing to pay you not based on time or the deliverable, but on the outcome. You are effectively business partners.” [22:23]

“The biggest mistake of pricing is thinking that there’s one right way to price.” [35:07]

Links

Find Blair Enns online

Follow Blair on Twitter | Instagram | Linkedin

The Win Without Pitching Manifesto

Pricing Creativity

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Podcast music licensed by Big Waves

sonosanctus.com

Dankoch.net

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064: How to price your work as a motion designer w/ Blair Enns

Motion Hatch: Helping Motion Designers Do Better Business