I am super excited about this very special episode of Sell with Authority — because we’ve got something extra special for you.

We invited Susan Baier — the Founder and CEO of Audience Audit and our brilliant research partner here at Predictive ROI — back for a rock-solid encore interview.

When we go into the field to uncover the golden nuggets of insight that we turn around and share with you, it’s Susan and her incredible team — alongside our very own Hannah Roth, Predictive’s Director of Strategy and resident Mad Scientist — who are doing all of the digging and heavy lifting to make that happen.

Susan joins Hannah and I today to peel back the layers on a timely topic — the growing demand for agencies to provide specific metrics and results to their clients.

At Predictive, we firmly believe — just like Susan does — that everything is measurable. But — sometimes, you and your team need to think outside the box to uncover the story behind the data. And that’s exactly what we explore in today’s conversation.

Susan shares recommendations for some unique and creative ways agencies can measure the metrics that matter.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.

• How the increasing client demand for visible data over the last decade has affected agencies
• The challenges in providing the metrics that matter and how to overcome them
• Why strategic partners can offer the guidance you need in measuring the most meaningful data points
• Why asking the right questions is the Golden Ticket
• How to leverage AI in making data analysis more efficient and cost-effective

Resources:

• Website: https://audienceaudit.com/
• LinkedIn Personal: https://www.linkedin.com/in/susanbaieraz/
• LinkedIn Business: https://www.linkedin.com/company/audience-audit-inc./
• Facebook: https://www.facebook.com/AudienceAudit/
• Twitter: https://twitter.com/susanbaier

This episode of Sell With Authority just might make you rethink everything you know about pricing.

For today’s show, we invited Casey Brown to join us. She’s the Founder of Boost Pricing and proudly calls herself a “Pricing Geek.”

Casey was also one of the phenomenal keynote speakers at this year’s Build a Better Agency Summit. Hannah Roth and I were sitting front and center for her talk, and when Casey finished, we looked at each other and said, “Wow. Casey is brilliant—we have to get her on the podcast.”

And Holy Bananas — she said yes!

Our conversation today helps demystify pricing once and for all. Casey’s here to arm you with new strategies and tactics so you can confidently price your agency’s services and increase your profits.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.

• How fear can dictate your pricing decisions — and how you can avoid letting it
• The significance of the acronym W.A.I.T. (Why Am I Talking?) in pricing conversations
• Framing strategies when introducing charges to clients to ensure they grasp the value
• Identifying services/products as “gasoline” or “hot sauce” to find the hidden value-laden items in your offering
• The mindset shift needed for agency owners to command higher prices confidently

Resources:

• Website: https://boostpricing.com/
• LinkedIn Personal: https://www.linkedin.com/in/caseybrownboost/
• LinkedIn Business: https://www.linkedin.com/company/boostpricing/
• Twitter: https://twitter.com/pricingcasey
• Fearless Pricing: Ignite Your Team, Own Your Value, and Command What You Deserve

For over 30 years, I’ve worked in the trenches of agency new business strategy, working alongside and consulting with hundreds of agencies, business coaches, and consultants — teaching them how to plant their flag of authority within the markets they serve, grow their audience, and fill their sales pipeline with a steady stream of right-fit clients so they can win new business.

I founded Predictive ROI in 2009 and remain its CEO and co-owner, working alongside my business partner, Erik Jensen. I host the “Onward Nation” and “Sell with Authority” podcasts with listeners in over 140 countries and over 1,000 episodes. My agency new business and marketing insights have been featured in major media, and I’m the bestselling author of five books, including my latest entitled, “Sell With Authority.”

Here’s my hope for this solocast – to share an overall framework and principles for how you can architect your conversations with prospective clients so the discussions are super helpful to your prospects — and so the sessions feel like teaching. But — what you’re actually doing is demonstrating your methodology in action. And when you do that with excellence — there will be a moment in your discussion where your prospect says something like, “Wait a minute…I see what you’re doing here…and it’s awesome!”

It is absolutely possible to teach and sell simultaneously — and I’ll show you how in this episode.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30 days. You can find Conduit and all their helpful insights and smarts here.

• How the “10 Truths of what makes someone an authority” play a vital role in this process
• Why beginning with the end in mind is a must if you’re going to architect the right conversation with a prospect
• Why teaching and selling simultaneously must begin with you “Eating your own dog food”
• How to demonstrate your methodology in action during the sales process
• How to “break the 4th wall” with your prospect in order to bring it all together

• Website: www.predictiveroi.com
• Visit our newly expanded Resource Library
• Join us in our free How to Fill Your Sales Pipeline Facebook Group
• Stephen’s LinkedIn: www.linkedin.com/in/stephenwoessner/
• Order your free paperback or Kindle copy of our Book: Sell with Authority