• The Price and Value Journey

selling to your own wallet

Selling to Your Own Wallet

September 3, 2020

You’re not writing the check. The client is. But you think your pricing is too high. It’s called “selling to your own wallet,” and if that’s what you’re doing, this post explains what that symptom usually reveals.

“Know, Like, and Trust” Starts with Service

August 27, 2020

There’s a cliché that “people do business with those that they know, like, and trust.” That’s true, but “know, like, trust” starts somewhere else that’s counterintuitive: service.

There is No “New Normal”

August 20, 2020

There is no “new normal.” There’s not a “forward normal,” nor a “next normal.” There never was a normal to begin with. “Normal” is a mirage. To be effective in our business, we must embrace this fact.

Clients Don’t Buy Gasoline

August 18, 2020

In your services practice, everything starts with understanding what the client is actually buying.

The False Comparisons of Hourly Pricing

August 10, 2020

Pricing by the hour causes clients to make false comparisons which have nothing to do the quality of the service you provide, as illustrated by this look at a national survey of hourly billing rates for attorneys.

The Value of a Smile

July 28, 2020

Orthodontics, visions of an outcome, value, and pricing

the myth of the solopreneur

The Myth of the Solopreneur

July 21, 2020

A recent interview with business infrastructure expert Alicia Butler Pierre sparked these thoughts on why the term “solopreneur” is a myth.

Don’t Fill in the Blanks

July 14, 2020

On one of my shows, I filled in the blank for a guest, and I made a mistake. Making a similar error in a value conversation with a client can be costly, one that can’t be edited out later.

A Pest or a Relationship?

July 6, 2020

A pest, a relationship builder, and how better pricing for your professional services starts . . . or gets sidetracked.

GE, Buffett’s Blizzards, and Delusions on Market Share

July 3, 2020

Sometimes I run into articles which are so lethal for the bottom line of a small business, I can’t just hit delete and move on. Thoughts on the importance of market share and pricing power for a small business.

© 2018 Ray Business Advisors, LLC.