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Context in Pricing: The Waffle House Edition

February 12, 2019

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.…

Are You Dancing in the Ballroom of Your Customers’ Minds?

January 29, 2019

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.

The “Friends and Family” Discount for Professional Service Providers

January 24, 2019

Why giving “friends and family” discounts can be harmful for professional services providers.

Prices Send Signals to Customers: The Chiropractic Edition

December 11, 2018

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.

To Improve Cash Flow, Don’t Miss the Most Effective Remedy

December 7, 2018

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.

Price, Context, and Payless Shoes

December 4, 2018

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.

Discounting the Christmas Ham

December 3, 2018

The expectations you set with customers determines whether you become the Christmas ham.

Price Effectively or Die: Pricing for Startups

December 2, 2018

A write-up of a talk I gave on pricing for startups at LaunchGSU, the startup incubator at Georgia State University.

Do You Really Know Your Competition?

November 16, 2018

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?

“We are in the Joy Business”: The Intangibles of Cake

November 9, 2018

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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