The Advanced Selling Podcast Raise Your Prices Without Losing Your Clients
Mar 23, 2026
A listener asks how to stop competing on price and how to increase fees with existing clients. They explain why pricing is a positioning problem and why technical sellers need higher-level relationships. Practical tactics include expanding contacts inside accounts, building a visible personal brand, and calmly handling pushback when rates go up.
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Engineers Stay Too Low In The Organization
- Bill Caskey recounts technical sellers staying low in the org chart and losing leverage when price conversations happen above them.
- He describes engineers who only know technical contacts and can't push value past purchasing, so price hikes get blocked.
Make Internal Connecting A Mandatory Step
- Do spread your connections across the customer organization, not just the single day-to-day contact.
- Bryan Neale says internal connecting is mandatory; ask for favors and cultivate at least three people across roles, even an assistant to the CEO.
Proactively Build Your Brand Inside Client Companies
- Do build your personal brand inside the client by creating useful artifacts that surface your impact.
- Bill suggests sending recaps of delivered work and upcoming projects because busy contacts won't evangelize your value upstream.
