Context in Pricing: The Waffle House Edition February 12, 2019 My son is a Waffle House fan and has been since he was old enough to know what’s going on. He’s 18 now and there’s a Waffle House story in which he’s the featured star that I love to tell him now. It’s the kind of story parents tell their kids when they’re teenagers to remind them that they weren’t always as cool as they think they are as teenagers.…
If you’re a professional services provider you need to be dancing in the ballroom of your customers’ minds. If you’re dancing in the foyer, it’s not just that you’ve lost the competition—you’re not even in it.
Why giving “friends and family” discounts can be harmful for professional services providers.
Prices send signals to customers: signals that attract, and signals that repel. In this post, I ponder the signals sent by a local chiropractic practice.
The highest impact, lowest risk way to solve a cash flow problem is better pricing. It’s not an opinion, but a fundamental accounting principle.
A recent marketing gambit by Payless ShoeSource perfectly illustrates the influence that context, association, and geography have on customers’ perception of value and their willingness to pay.
The expectations you set with customers determines whether you become the Christmas ham.
A write-up of a talk I gave on pricing for startups at LaunchGSU, the startup incubator at Georgia State University.
The identity and nature of your competition is not always obvious. Do you know the sources of your competition? How do you use that knowledge to build a perception of value to your customers?
When introducing her business, Gloria Mattei, the owner of Nothing Bundt Cakes in Alpharetta, starts by saying “we bring joy.” She starts with an intangible highly valued by her customers, and at the same time offers a lesson for the rest of us.
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