Cutting Price? Cut the Offering!
Never reduce your price without reducing your offering. If you tell a customer that the widget or service you sell costs $50 (or $5000) and they counter with $40 (or $4000), do not change your[...]
Telling the Untellable Story
We do a lot more than just talk about pricing with clients. We focus on everything that helps you sell your value more effectively. We help you identify that problem which you solve uniquely and[...]
Don’t Confuse Feature Selling with Value Selling
In my last post, I talked about value selling. I could write a book about this topic, and someday I will. In the meantime, I want to address something that comes up with some clients: [...]
If You’re the Best, Why Are You Priced Like the Rest?
#3 Value-Based Pricing, Part 1 If you charge less than your customers are willing to pay based on the value they derive from your products, you are letting your customers keep your money in their[...]
One Size Does Not Fit All
#2 Price Sensitivity & Segmentation, Part 3 This is the next in a series of blog posts that will dive deeper into strategic pricing tips posted on 8/14/14. We'll continue with more detail for #2: Price Sensitivity &[...]
The Price of Popcorn: $8 or $0.25?
#2 Price Sensitivity & Segmentation, Part 2 In the last post, I shared that price sensitivity is not constant by customer, product, or order. In addition, price sensitivity is context-specific. Here are a few examples[...]
Context Matters
#2 Price Sensitivity & Segmentation, Part 1 This is the next in a series of blog posts that will dive deeper into strategic pricing tips posted on 8/14/14. We'll continue with #2: Price Sensitivity & Segmentation: Price sensitivity[...]
It’s a Pricing Miracle!
Who is More Price Sensitive: the Seller or the Buyer? I say this often: the seller is often the most price sensitive person in the selling conversation, not the buyer. Audiences and clients never believe[...]
The Granite Countertop Story
Your Price Isn't Necessarily Too High, Part 2 I recently had my kitchen partially remodeled. I sought someone to install granite countertops to match the remainder of the kitchen. I was referred to a local[...]
Your Price Isn’t Necessarily Too High
Your Price Isn't Necessarily Too High, Part 1 I'm taking a break from the list of strategic pricing tips for a blog post or two. Time to mix it up. I keep hearing this from[...]
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