• Pricing for Profit

Warren Buffett on the One Difference in a Great Business

November 6, 2018

Business owners, take comfort from Warren Buffett, arguably the world’s greatest investor: you don’t have to be the greatest manager to have a great business. There’s one thing you have to get right, Buffett says: pricing.

“Make Others Cool”: Microsoft, Empowering Customers, and Better Pricing

October 15, 2018

CEO Satya Nadella has turned Microsoft around with a simple change in perspective. His example is great one for all of us, and essential if you want to achieve better pricing for your product or service.

Peter Drucker, Women’s Shoes, and What Customers Really Buy

October 12, 2018

Customers don’t buy our products or services, per se. It’s much deeper than that, as management consultant Peter Drucker explained. Some wisdom from a legend; ignore it and you’ll be setting the wrong price.

Cincinnati Chili, A Broken iPhone, and the Emotions of Customers

October 5, 2018

Customers do not automatically gravitate to the lowest price offering; their decisions are based on emotions, such as identity and nostalgia, which have nothing to do with price. Cincinnati chili as an illustration of this principle.

On Why B2B Service Providers are No Different Than Coffee Retailers

October 1, 2018

B2B services providers are no different then coffee retailers in one key respect: different customers have different wants and needs…..and a widely varied willingness to pay.

Pricing, Quality, and the Last U.S. Manufacturer of Marbles

September 25, 2018

Offshoring and video games decimated the U.S. marble industry and left only one domestic manufacturing standing: Marble King in Paden City, WV. How did they do it? They set out to become the best marble manufacturer in the world.

The Death of Subway’s $5 Footlong and the Lingering Pain of a Jingle

September 20, 2018

If you build your brand based on a discounted price, trouble will follow. That’s the lesson of Subway.

Posting Prices and Value Propositions on Your Website: A Property Inspector’s Example

September 11, 2018

Should you post your prices on your website? How do you communicate the value you provide to attract clients who don’t want the cheapest provider, but want the best and are willing to pay for it? Here’s the case of a property inspector who deftly handles these questions.

Matching Vision and Talent: How One Videographer Invites a Value Conversation With Clients

August 27, 2018

How videographer Trenton Carson responds to the “what are your rates?” question from clients . . . and how he invites them into a value conversation.

How to Respond to the “What are Your Rates?” Question

August 23, 2018

You meet a prospect at a networking event, or maybe they find you online. The first question they ask is “what are your rates?” How should you respond? Here’s an answer for that question.

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