SMB pricing

Raise Prices, Marc Andreesen, Reuben Swartz

“Raise Prices” Marc Andreessen says you should

Silicon Valley legend Marc Andreessen (@pmarca) was on Tim Ferriss’s (@TimFerriss) podcast recently, and Tim always asks his guests what they would put on a billboard. Marc said two words: “I’ve got one, I’ve actually thought about hiring a skywriter to … Read More

Bob's Discount Heart Surgery Price Competition

Price Competition How to Avoid It and How to Win It

Price competition can seem scary, but many of the wounds are self-inflicted. While that sounds discouraging, it’s actually good, because it means you can take control of them, avoid them, and win deals at better price points. Pricing is the … Read More

What I learned selling services

Like a lot of people who accidentally became consultants, I got started because I was really good at helping companies solve certain kinds of problems that they had trouble solving themselves. Like a lot of people who start consulting companies, I … Read More

When you should absolutely not discount your proposal or quote

I got a call from a customer recently asking about whether to discount a proposal. The brief background: after some great initial conversations, the prospect had asked my customer to create a proposal for a mid-sized project. The initial discussion … Read More

Premium Pricing Gives You Much More Freedom

3 Reasons to Improve the Way You Price Your Services

A lot of consultants, designers and other service providers ask me about pricing. They usually start by saying that larger competitors are charging $X, say $200/hr, so they feel they should be cheaper, say $125/hr. “Is this right?”, they ask. … Read More

Easy up-selling and solution selling for small business sales

Sometimes, we are our own worst enemies. (In previous posts, I’ve discussed how we often start discounting before we even know if the buyer thinks we are too expensive.) Today, I want to talk about making sure your buyers know … Read More

You’re Not Getting Enough Price Objections

Many business owners and sales reps hate price objections.  They view price objections as some kind of faux pas that they should have avoided, an awkward situation, best resolved quickly (and often with huge damage to profits).  Do you like … Read More

Pricing Battle Plan for Services

Last week, we looked at how preparing a pricing battle plan increases your sales and profits while decreasing your stress.  This week, let’s look at another example, a service business with about 10 professionals.  To protect the guilty, we’ll call … Read More

What’s your pricing battle plan?

How many businesses build a cool product, then figure out what to charge for it?  How many companies decide what to quote on a proposal after they’ve written the proposal?  If you make your pricing decisions then, you are at … Read More

Do Pricing First, Not Last

Creative people love making things– widgets, software, knowledge, service calls.  A lot of businesses and product lines get started this way.  Someone has a cool idea to make something.  Skeptics shoot down the idea.  The founder or engineer makes it. … Read More