In Part 1 (“what do I sell?”), we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 (“what do customers buy?”) we looked at why customers buy outcomes, not hours. In Part 3 (“what should I sell?”), we looked at why you should sell outcomes. Now, in [...]
In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 we looked at why customers buy outcomes, not hours. Outcome-based Selling If the customer is willing to pay $100,000 for a certain outcome or deliverable, you can then decide if you can or [...]
In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. Now let’s look at the whole situation from the customer’s perspective. The Customer’s Perspective The interesting question in sales (and in pricing), is not “what am I selling?” It’s “what are you buying?” As the [...]
What do service businesses sell? If you looked at invoices from consultants, lawyers, gardeners, and others, you would assume these businesses sell hours. And maybe they do. But is that what customers buy? I get this question a lot, both from consulting clients who want to figure out how to optimize their pricing, and from [...]
Sometimes it’s hard to understand the leverage that good pricing provides. (Or that bad pricing takes away.) I created this simple pricing calculator to show how small changes in price, volume, and costs, can have a huge impact on your bottom line. Use this to help figure out how to set list prices and adjust [...]
A lot of people have asked if there are public proposal templates to help them get started with Mimiran. Until now, the answer was unfortunately, “no.” Today, I’m happy to say the answer is “yes.” There’s currently exactly one template (see below), but more will be coming soon. When you create a new proposal, you [...]
Everyone “knows” the Ferrari is better, right? What if you need to transport more than 2 people? What if you have kids? What if your neighborhood has enormous potholes? What if your knees aren’t good enough to get in and out of the Ferrari? What if your driveway is really steep? What if you need [...]
In an earlier post, I suggest maybe you’re not getting enough price objections. (Seriously, they are important.) Now let’s discuss how to handle them. When someone says they want to buy, but they don’t like the price, you need to know why they are objecting. If they were never really in the market for your [...]
I don’t know you. How can I know you’re pricing all wrong? Obviously, I don’t, and there’s a chance you’re actually doing it right, but experience with hundreds of business owners lets me play the odds. So in this post, we’ll look at the most common ways small business owners hold back their own businesses [...]
You walk into the doctor’s office with a cut on your hand. You think you need some stitches and perhaps some antibiotics, but you’re not sure. The doctor says, “great to see you. Looks like you could use a heart transplant.” You’re puzzled. “But, doc, I just have a cut on my hand. I think [...]
