Discounting and Cutting Prices
If All Clients Are Price Sensitive . . .
Clients are not price sensitive. They are value sensitive.
Read MoreA Few Sure-Fire Ways to Know the Pricing of Your Services is Off (or maybe just flat out wrong)
You’re running too many “specials” and offering discounts right and left. Why? Because you’re conditioning client to think solely about your price and wait for your specials.
Read MorePlumber Pricing
Price the needed velocity. When confronted with a premium price, such clients will make their own determination as to how important that year-end closing is, and therefore how much they value your project.
Read MoreThe One Question You Must Answer if You Plan a Price Increase
Moreover, since the value in this question is the value perceived by your clients, not your own opinion of value delivered, it means that you must have had some inquiring dialogue with your clients along the way.
Read MoreRazor Blades, Pricing, and Your Practice
Your practice is like that razor blade. Discounting your services may seem harmless in the very short run, but it injures in ways you can’t detect. It damages your brand, as your price is a marketing signal. Based on how you set your pricing, the signal it sends can be one of inferiority. (It works the other way, too: your pricing can exude signals of quality.)
Read MoreSelling a Digital Kidney
Price is an indicator of value in the minds of buyers, particularly in the absence of any other marketing signal. That price can signal quality, or, as in this case, mediocrity.
Read MoreTutoring on Price Negotiations
Tutoring on Price Negotiations August 22, 2019 I’ve got a soft spot for tutors. Tutors are often teachers who tutor on the side to make a little extra money, and I’ve got an extra special affinity for teachers, since I’m married to one. Consequently, I’m delighted to help a tutor in some small way with…
Read MoreYour Pricing is a Signal to Customers
Your prices send signals to customers…sometimes messages you didn’t intend. A master woodworker’s story illustrates the point.
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