Pricing Strategies
The False Comparisons of Hourly Pricing
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.
Read MoreShould I Impose a Covid-19 Surcharge?
I recently fielded this question in a presentation I gave, and it’s timely, as a number of businesses have either implemented such a charge or are considering it. Here’s my answer.
Read MoreHourly Billing Gone Wrong
A story on hourly billing gone wrong from Simon Sinek’s book “The Infinite Game.”
Read MorePricing and Urgency
Urgency is a client value. Your service options and pricing should reflect that value. Thoughts on pricing and urgency.
Read More“Should I Increase My Prices?” on the “Decision Vision” Podcast
“Should I Increase My Prices?” on the “Decision Vision” Podcast January 4, 2020 Normally I’m behind the board producing “Decision Vision” in my role running the North Fulton studio for Business RadioX®. I was honored to be asked to come around to the other side of the mic to discuss pricing with host Michael Blake,…
Read MoreFlowers for Mom and the Power of Offering Choices to Clients
Flowers for Mom and the Power of Offering Choices to Clients December 17, 2019 My mom’s birthday is today. Yesterday, I went on the website of the flower shop near where she lives, one I’ve ordered from before, to have an arrangement delivered to her today. I chose an arrangement I thought she’d like, clicked…
Read MoreA Raving Fan Begs to Spend More
A Raving Fan Begs to Spend More August 30, 2019 In my presentations and in working with individual clients, I suggest creating a “velvet rope” for your raving fans, the segment of your clients who love what you do so much they’ll be attracted by a premium offering with benefits exclusive to them. Raving fans…
Read MoreHappily Ever After
Happily Ever After August 27, 2019 Divorce is terrible. At best, it sucks the life out of everyone involved. Individuals confronted with this pain and having to hire a family law attorney to manage the necessary legal process are on an emotional roller coaster. Knowing the mindset of prospective clients needing their services, here are…
Read MoreThe Death of Subway’s $5 Footlong and the Lingering Pain of a Jingle
If you build your brand based on a discounted price, trouble will follow. That’s the lesson of Subway.
Read MorePrices Send Signals to Customers: The Jewelry Store Version
“You can signal inferiority and repel, or you can indicate quality and attract your ideal customer. Yes, price persuades.” An illustration from a classic book on influence and persuasion.
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