When customers push for lower prices, don't cave. Instead, trade. If they want a better price, get something in return. What You Can Trade: Reduced scope or features Favorable payment terms Project start date that works best for you Referrals or testimonials Increased minimum order size And more… Why Trade [...]

Questions are the key to pricing power.  I’ve written innumerable blog posts and recorded countless videos about this critical selling skill.  Each time I beat the drum, I include a few example questions that help me make the point essential to the blog or video.  At long last, I’m gathering [...]

Why does our work matter? At Boost, we serve small- and medium-sized privately held businesses, mostly founder-led or family-owned. They are run by deeply caring leaders who believe in the strength of their products, services, and their people. When these businesses earn the prices they deserve and improve profitability, there’s [...]

Clients are asking us every day: “How can we derisk contracts in the face of tariff uncertainty when our largest customers demand fixed pricing over multiple years?” Large organizations regularly use their size and buying power to pressure smaller companies into Long-Term Agreements (LTAs) with fixed pricing for three years [...]

I’m getting a lot of questions about tariffs. “What should we do?” I've hesitated to publish because the constant stream of changes (executive orders, memoranda, statements, fact sheets, changes, and delays) has made clarity elusive. In fact, this article may be outdated before you even read it. Tomorrow, April 2, [...]

Let me tell you about the time I broke my own pricing rule. As I was working towards publishing my new book, Fearless Pricing, I decided to buy the domain fearlesspricing.com. The domain was dormant with no active website. I tracked down the owner and made an offer. I outlined [...]

Let’s talk about the “foot in the door” or “land and expand” approach to pricing—offering discounted pricing to entice a prospect to leave their current vendor partner and give you a shot. You tell yourself you’ll raise prices later, once they’re hooked on your quality and service. But let’s be [...]

I'm smiling ear to ear!  In this picture, I'm holding the past two years of work in my hands.  I'm so proud and happy to have just launched my first book, Fearless Pricing:  Ignite Your Team, Own Your Value, and Command What You Deserve.  Buy it on Amazon or wherever [...]

In a world where attention spans are short and decisions are made in seconds, visual tools are essential to effectively communicate value and defend higher prices. A well-designed visual can speak louder than words or numbers alone. Why Visuals Matter: The Research We’ve all heard that a picture is worth [...]

In the world of speaker bureaus, one of the most common challenges bureau agents face is when a client asks: “Does the speaker have any wiggle room?” It’s a tricky question that can feel like a trap. Do you answer it directly? Do you dodge it? Here’s how to handle [...]