Do you get butterflies when a prospect asks for a proposal? I did, too. I knew the proposal was a necessary step, so I liked getting the request, I just didn’t like going off and writing the darn thing. That’s … Read More
value pricing
Who is the competition and what are the rules of the game?
How often have you been in the end stages of a sales cycle, you think you’ve laid out a great case against the competition, only to find the prospect goes dark? The first step to beating the competition is to … Read More
Apple Watch, Value, Price, and Frame of Reference
John Gruber has an in-depth piece about Apple Watch over on DaringFireball. It’s well thought-out, but what’s particularly interesting is his guess at the prices of the three different tiers. Apple announced that the watch would start at $349, which … Read More
These guys know who to charge extra
I guess they expect their target market to have poor math skills (perhaps aided and abetted by consumption of the product).
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
Restaurant Pricing– Food for Thought
(Guest post by Peter Maniscalo.) My wife and I recently visited one of our favorite local restaurants (a “Bar & Grill” as it’s called). We’ve been loyal customers for several years. It’s a nice place, always busy with good food, service, atmosphere … Read More
2 Sentence Pricing Advice for Small Business Owners
1. Be better, not cheaper. If someone in your market doesn’t think you’re better, you’re a commodity and have no pricing power. If you’re small, you probably have less costing power than the your larger competitors. Commodity pricing + uncompetitive … Read More
The Value of Time for SMB Owners
People often start a business to pursue a passion and to have more control over their lives. Unfortunately, the business often ends up taking control instead. The owner has less time with family, rather than more, and even when not … 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