Robin Waite shares expert advice on pricing, networking, and business strategy. Learn how value-driven relationships can lead to lasting success.
In a recent episode of the KJ Masterclass Live, business coach and author Robin Waite shared invaluable advice on a wide range of business topics, including pricing strategy, client acquisition, building successful partnerships, and effective networking. Waite, who is renowned for helping entrepreneurs and consultants build thriving businesses, also discussed the impact of his books and how they provide actionable solutions for aspiring business owners.
With over two decades of experience in media and journalism, Khudania Ajay has interviewed global leaders and industry experts, bringing valuable perspectives and real-world insights to the KAJ Masterclass LIVE audience. His deep expertise and ability to spark meaningful dialogue help deliver the powerful knowledge needed for personal and professional growth.
Robin Waite began by discussing the importance of confident pricing. He shared a common pricing strategy many successful entrepreneurs use—initially setting their prices lower to gain clients and then gradually raising prices as confidence in delivering results grows. This cyclical approach helps maintain a balance between conversion rates and close rates, ensuring that you're attracting high-quality clients while pushing your business growth.
Waite advises entrepreneurs to detach from the outcome and be comfortable with clients saying "no." This mindset shift is critical in maintaining balance when clients negotiate on price or compare your service with cheaper alternatives.
One of the most critical aspects of pricing is dealing with clients who question why your service is more expensive than others. Waite suggests flipping the narrative by asking, "Why are we having this conversation if you can get it cheaper elsewhere?" This tactic prompts the client to articulate why they have chosen to engage with you, often revealing their true appreciation for your value.
This method not only reframes the conversation but also highlights the importance of delivering value beyond just price. For consultants, this is a key takeaway—it's not always about having the lowest price; it’s about showing clients why your service is worth the investment.
Robin Waite holds a Guinness World Record for participating in the largest speed networking event ever held. His expertise in networking extends far beyond just attending events. Waite shared his tried-and-true strategies for making meaningful connections that turn into valuable business partnerships.
Waite outlined five essential steps for creating valuable business relationships, emphasising that intentionality and providing value are critical to long-term success.
Many entrepreneurs cast a wide net, hoping to catch clients by sheer numbers. However, Waite advocates for a more intentional approach. He suggests making a list of 10-20 dream partnerships and focusing your efforts on building relationships with those specific people or businesses.
While virtual meetings are convenient, Waite emphasises the importance of in-person interactions. He recommends attending events, shaking hands, and engaging face-to-face when possible. If you’re attending an event where your potential partner is speaking or attending, make sure to sit in the front row and introduce yourself. These seemingly small steps can significantly impact how you’re perceived.
Adding value in any interaction is crucial, whether it’s offering free advice, lending a hand, or providing a solution. Waite shared a personal anecdote where he provided equipment for an event and received a public acknowledgment in front of a large audience. This not only helped solidify his relationship with the event organiser but also boosted his visibility.
Building a relationship with gatekeepers or team members can often be your ticket to the key decision-maker. Waite calls this "finding your inside man." If you’re struggling to connect with your target, start by networking with their team. It’s a great way to build rapport and may eventually open doors to bigger opportunities.
Waite introduced the concept of the silver platter—offering something of exceptional value to a potential partner without expecting anything in return. This could be an introduction to a new client or a creative collaboration between two parties. By facilitating valuable connections, you’ll be recognised as a key player and a person of influence.
A significant portion of the interview addressed the question: How can entrepreneurs confidently charge more for their services? Waite advises that if a client is focused solely on price, consultants should lead the conversation back to value. Ask questions like, "What didn't work for you with your previous service provider?" or "Why did you choose to come to me?" These questions can steer the discussion back to the reasons why they are talking to you in the first place.
The aim is not to justify your higher price but to highlight your unique value proposition, which goes beyond the product or service itself. This shift in focus helps clients see the bigger picture and understand that value-based pricing is more beneficial than just going for the lowest offer.
Waite’s first book, Online Business Startup, serves as a comprehensive guide for entrepreneurs just starting. It covers everything from creating a website to choosing the right service providers and building a marketing strategy. This book is essential for anyone looking to launch their business online.
Perhaps Waite’s most popular book, "Take Your Shot", is a short but powerful parable about a golf coach named Russ who turns his struggling business around by productising his services and raising his prices. This book resonates with entrepreneurs who need practical advice on pricing strategy and client acquisition, using a relatable and easy-to-follow narrative.
Podcasting is often seen as a great tool for building authority and visibility, but Waite took it a step further by generating $200,000 from a single podcast interview. Appearing on Ali Abdaal’s Deep Dive podcast, Waite shared valuable business insights and used the opportunity to engage deeply with the audience rather than promoting himself directly.
This podcast episode led to 1,800 leads, hundreds of signed copies of his books being shipped worldwide, and an ongoing stream of business inquiries. Waite’s success in podcasting proves that when you add value and don’t focus solely on promotion, the results follow naturally.
As someone who has achieved financial success and recognition in the business world, Waite is now focusing on creating a broader impact. His mission is to democratise good-quality business advice so that more entrepreneurs have access to the tools and knowledge they need to succeed.
In line with his mission, Waite has committed to giving away 3,000 copies of his book Take Your Shot every year. By making his insights available to a wider audience, Robin Waite is helping entrepreneurs around the world, whether they can afford his services or not.
Robin’ approach to business is rooted in value-driven practices and relationship-building. Whether it's mastering pricing, networking, or confidently communicating your value, Waite emphasises the importance of quality over quantity. By focusing on intentional partnerships and adding value, entrepreneurs can elevate their business and create lasting success.
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This Scorecard has been designed to show Coaches, Consultants and Freelancers their blind spots and provide instant, actionable steps on how to increase their prices.
