We are thrilled to announce that Precision Pricing is now Boost. Recently, we undertook a rebranding effort to align our name, look, and message with our purpose: helping clients discover their true pricing power. What hasn’t changed: We will deliver the same transformative pricing strategy and workshops that [...]
Last time I talked about knowing your walk-away point. I asserted that you can’t know your customer’s walk-away point until you know your own. (Read the last post here.) Too costly, you say? You can’t afford to lose deals and find out too late what their walk away point was? [...]
You have to know when to walk away from a customer over price. I repeat: you must know your walk-away point. If you don’t know your walk away point, you will never find the customer’s walk away point. This is best illustrated by an example: I recently met a sales [...]
Nothing heavy in this blog post, folks. Just a segment from This American Life about the ole' "Good Guy Discount." Thirteen minutes of listening pleasure to play in the background while you write emails or balance your checkbook. The "Good Guy Discount" request works 20% of the time, according to [...]
The starting point to achieving higher prices and defending price is always value. You must have a good product or service. If you have a crappy product or service, pricing is not your problem. Fix your quality first. But if you have a compelling, high-value offering, how do you defend [...]
A client recently told me a story of taking his team out to dinner at a fancy steakhouse. The waiter described fine, hand-rubbed Wagyu steaks for a mere $6.25 per ounce, which sounded very reasonable. (An 8-ounce steak was $50, which was fair for a truly fine steak, right?) The [...]
One of my clients is a tire retailer. You know, one of those places where you buy tires at the counter for your car, and then you wait while they change your tires. They are better than their competition for a long, long list of reasons. For that reason, they [...]
Do not confuse customer negotiating strategies with market intel. Do not confuse buying tactics with objective data about the value of your products and services. They are not the same thing. Your customers will always be happy to underpay you. They will ask for discounts. They will tell you your [...]
I was giving a talk in the Detroit area recently, and a business owner shared a story with me about variable price sensitivity that I think is just too great not to share. He told me that he and his wife like to have a psychic reading done from time [...]
Hello pricing nation! I’ve missed you all. I apologize for my blog hiatus. I’ve been busy with my kids and my clients, and while my brain is chock-full of blog ideas, I hadn’t sat down to commit them to print. So many great content ideas, and so little time. But [...]
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